Sr Specialty Sales Professional

Endo; Cleveland (OH); On-site; USD 50,000 - 120,000; Full time

Job summary

A leading pharmaceutical company is seeking a Senior Specialty Sales Professional in Cleveland, OH. This role involves managing a single territory, executing sales strategies, and building relationships with healthcare professionals. Candidates should have a Bachelor’s degree and relevant experience in the biopharmaceutical industry. Strong customer orientation and business acumen are essential for success.

Qualifications

• 3-5 years’ relevant experience preferred.
• Biopharmaceutical Industry experience required.

Responsibilities

• Plan and execute a moderately complex sales process.
• Develop and complete territory business plan.
• Maintain up-to-date database for sales call information.

Skills

Customer Orientation

Business Acumen

Sells Effectively

Product & Therapeutic Expertise

Drive for Results

Personal Credibility

Education

Bachelor’s degree

Job description

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Job Summary -

Fully functioning Sales Professional role that plans and executes a moderately complex sales process, focusing on gaining and leveraging an understanding of the customers’ objectives across their full spectrum of needs. The Senior Specialty Sales Professional has broad knowledge of the customer and leverages business knowledge to expand relationships with customers. The Senior Specialty Sales Professional can fully and knowledgably articulate the strengths and limitations of assigned Endo products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at the customer.

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Scope of Authority - Single territory

Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time

Accountability

Responsibilities

Territory Planning

• Establish and maintain call objectives for geography with minimal consultation with Area Sales Manager (ASM) to assure proper portfolio balance and planned actions.
• Develop and complete appropriate territory business plan for optimal activity

Pre-call Planning

• Create effective call plans that include who to contact, how frequently to contact them, and what products to focus on for each call.
• Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.

Sales Call Execution

• Understand and use approved promotional materials to support marketing message.
• Employ effective selling model and techniques aligning to current strategies set forth by Endo Pharmaceuticals.
• Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
• Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.

Post-call Follow Up

• Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.

Territory Management

• Effectively manage sample accountability program.
• Execute all administrative responsibilities including but not limited to:
• Complete weekly activity reports as needed.
• Synchronize, check email, and voicemail at least once a day.
• Update ASM on territory business plan on a quarterly basis.
• Complete and track expense reports every 2 weeks at minimum or at the discretion of the ASM.

Maintain & Expand Market & Professional Knowledge

• Maintain an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
• Maintain an expert product knowledge base including patient education, consumer education, and factors influencing the market environment.
• Learn and execute core sales training curriculum.
• Learn and apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
• Gain understanding of local ‘Payer’ environment and incorporate appropriate sales strategies.
• Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.

Qualifications

Education & Experience

• Bachelor’s degree with 3-5 years’ relevant experience preferred.
• Biopharmaceutical Industry experience required.
• All newly-hired experiences (i.e. not entry level) Sales Professionals should enter at this level, regardless of their tenure or experience elsewhere.

Knowledge

• Able to understand technical issues (medical, computer, data analysis)

Skills & Abilities

Customer Orientation

• Externally Focused
• Actively Listens
• Manages Emotions
• Flexes Customer Approach
• Builds Customer Trust

Business Acumen

• Scans External Environment
• Makes No Assumptions
• Leverages Internal Network

Sells Effectively

• Manages Relationships
• Advances Adoption
• Expands Account Depth

Product & Therapeutic Expertise

• Applies Product Knowledge
• Articulates Marketing Messaging
• Articulates Competitive Attributes
• Reframes Conversations

Drive for Results

• Acts with Sense of Urgency
• Takes Initiative
• Creates Change
• Gains Commitment

Personal Credibility

• Upholds Endo’s Reputation
• Takes Accountability
• Adapts to Change
• Invests in Development

Physical Requirements

• Overnight travel is necessary (30% or more). Territory specific.
• Must have valid driver’s license.
• Ability to safely operate a motor vehicle.
• Ability to lift up to 10 pounds.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Industries

  Pharmaceutical Manufacturing

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