Specialty Sales Representative - Memphis, TN

IBSA USA; Memphis (TN); On-site; USD 70,000 - 110,000; Full time

Job summary

IBSA USA is seeking a Specialty Sales Representative to drive sales and access to prescribing decision makers in the assigned geography. You will build long-term relationships with physicians, pharmacists and healthcare providers, coordinating strategies with teammates for maximum market impact.

The role involves in-person and remote selling, requires two years of healthcare sales experience, and entails travel within the territory. A Bachelor’s degree and strong negotiation skills are essential.

Qualifications

• Bachelor’s degree from an accredited institution.
• Two years of B2B sales experience and/or direct healthcare professional sales.
• Proven track record of exceeding sales objectives.
• Strong negotiation, communication and planning skills.
• Residence within the geography; travel required.

Responsibilities

• Achieve daily sales call activity and gain access to prescribing decision makers.
• Maintain and update target prescriber profiles.
• Stay current with product knowledge, disease states, and market trends.
• Maintain professional IBSA Pharma image and participate in trainings.
• Plan and organize territory to meet sales targets and prescriber coverage.
• Produce territory management activities, including pre-call planning and reports.
• Submit time-keeping, call activity, expense and sample reports timely.
• Coordinate with co-promotional partners as applicable.

Skills

B2B sales

Healthcare sales

Negotiation

Communication

Territory planning

CRM systems

MS Office

Team collaboration

Education

Bachelor’s Degree

Tools

CRM software

MS Office

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