Specialty Sales Representative - Columbus, OH

IBSA USA; Columbus (OH); On-site; USD 60,000 - 90,000; Full time

Job summary

IBSA Pharma seeks a Specialty Sales Representative in the Columbus region to drive sales by gaining access to prescribing decision makers and delivering compelling product value. You will build long-term relationships with physicians, pharmacists, and healthcare providers while coordinating strategies with your team.

The role requires two years of B2B healthcare sales experience, a proven track record of overachieving targets, and strong negotiation and communication skills.

Qualifications

• Bachelor’s degree from an accredited institution.
• Two years of B2B sales to healthcare professionals preferred.
• Proven track record of exceeding sales objectives.
• Strong negotiation and communication skills; strategic thinking and planning.
• Residence within the geography is required.

Responsibilities

• Achieve daily sales call activity and access prescribing decision makers.
• Maintain and update target prescriber profiles.
• Know product, disease states, and market competitors.
• Maintain a professional image for IBSA Pharma.
• Plan territory to meet sales targets and prescribers; document calls and expenses.
• Coordinate with teammates on sales strategies for in-person and remote selling.

Skills

Negotiation skills

Persuasive communication

Strategic thinking

Planning skills

Organization

Education

Bachelor's degree

Tools

MS Office (Word, Excel)

Microsoft Teams

Zoom

Job description

The Specialty Sales Representative is primarily responsible for achieving sales forecast and gaining access of promoted products and, subsequently, sales of products within assigned territory. This is accomplished by establishing mutually beneficial, long-term business relationships with influential residents, fellows, attending physicians, pharmacists, and healthcare providers key to the sales success of promoted products. The Specialty Sales Representative is also responsible for coordinating sales strategies with appropriate teammates to maximize sales in assigned territory. These sales strategies will be implemented through both in-person and remote selling and may vary based on local market need, opportunity, and territory size. The position reports into the Regional Sales Manager.

Responsibilities

• Achieve daily sales call activity/client deliverables by gaining access to prescribing decision makers and influencing purchasing decisions
• Maintain and update current and prospective target prescriber profiles
• Keep current with knowledge and understanding of all assigned products, disease states, treatment and market knowledge and competitive products
• Maintain a professional image for IBSA Pharma
• Participate in all required training and sales meetings
• Plan and organize territory to meet sales and detail target prescribers
• Produce high quality territory management activities, including pre-call planning, material inventory, call reports and expense reports
• (If applicable), maintain sample inventories, distribute samples, comply with sample accountability procedures and policies, comply with the Prescription Drug Marketing Act of 1987 (“PDMA”)
• Make complete, accurate and timely submission of all time-keeping, details, call activity, expense reports, and sample activity when applicable
• Compliance with Promotional Program, and proper use of promotional materials and promotional expense budgets
• Participate or coordinate all meetings, as appropriate
• Have appropriate interaction with co-promotional partners or counterparts, if applicable

Qualifications

• Bachelor’s Degree (4 years B.A., B.S. or equivalent) from an accredited institution
• Minimum of two years of B2B sales experience and/or direct selling experience to healthcare professionals in pharmaceutical, biotech, device or healthcare preferred. Experience selling to or working in a healthcare environment (office, medical center, telemarketing pharmaceutical sales) a strong plus and preferred
• Proven track record of exceeding sales objectives (top 10%, President’s Club Winner)
• Strong negotiation skills and persuasive communication style, strategic thinking & planning skills, and superior organization
• Possesses fortitude to sell and compete
• Excellent oral (presentation and communication), written, interpersonal skills
• Residence within the geography is required
• Daly and/or overnight travel required
• Participation in training and development programs while abiding by all industry and corporate policies and procedures.
• PC skills also required; MUST be proficient in MS Office, including Word and Excel, Microsoft TEAMS, ZOOM
• Prior experience using CRM software is desired
• Ability to pass applicable drug test, background check and must have a valid driver’s license with a clean driving record