Virtual Territory Business Manager - North Region - Remote

EVERSANA; Philadelphia (Philadelphia County); Remote; USD 90,000 - 130,000; Full time

Job summary

Lobby Co. seeks a Virtual Territory Business Manager (VTBM) to drive demand, engage eye care professionals, and optimize territory performance through digital and remote interactions.

You will develop partnerships with Retina specialists, ophthalmologists, and genetic counselors while executing launch strategies and access solutions. Reporting to the Regional Sales Director, you will translate brand strategy into territory plans, monitor performance, and maintain compliant, high-quality virtual

Qualifications

• 5+ years in pharma/biotech field selling to physicians
• Proven virtual sales experience
• Knowledge of eye care landscape is a plus

Responsibilities

• Translate national brand strategy into territory plan and objectives.
• Drive product adoption through virtual engagements and educational programs.
• Build relationships with ophthalmologists, retina specialists, and other stakeholders via digital channels.
• Utilize analytics to prioritize opportunities and optimize access.
• Document customer interactions and plan details in approved CRM systems.

Skills

Virtual engagement

CRM systems

Digital platforms

Account management

Medical sales

Stakeholder management

Presentation skills

Tools

CRM software

Video conferencing tools

EHR systems

Job description

The Virtual Territory Business Manager (VTBM) is a virtual sales professional responsible for driving demand generation, customer engagement, and business performance within an assigned territory Reporting to the Regional Sales Director, this role supports both pre-launch and post-launch commercial activities and executes approved strategic and tactical plans to achieve territory objectives.

The Virtual Territory Business Manager (VTBM) is a virtual sales professional responsible for driving launch readiness, successful product commercialization, and sustaining business growth within assigned territory through primarily digital and remote interactions. As the primary point of contact for the eye care community, the VTBM develops trusted partnerships with Retina specialists, comprehensive ophthalmologists, optometrists, genetic counselors, academic medical centers, referral networks, and other key healthcare stakeholders to educate on disease state, identify appropriate patients, and support the adoption of innovative therapies.

By leveraging customer insights, market analytics, competitive intelligence, and territory performance data, the VTBM identifies opportunities, prioritizes accounts, anticipates barriers to adoption, and implements targeted strategies that accelerate market uptake and optimize territory performance. Working collaboratively with cross-functional partners including Market Access, Marketing, Medical Affairs, Commercial Operations, and other field-based teams, the VTBM ensures coordinated execution of launch strategies, customer engagement initiatives, and access solutions that enhance customer experience and support patient access.

The Virtual Territory Business Manager must demonstrate effective virtual account management skills and engage nurses, pharmacists, physicians, genetic counselors, office administrators, and support staff through digital platforms to increase awareness of the brand and disease state.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Translate national brand strategy into a territory business strategy and corresponding tactical plan while meeting activity, access, and sales objectives.
• Drive product adoption through pre-call planning, listening, probing, clinical messaging impact, and supporting complex patient access education.
• Build and maintain proficiency in the disease state, patient journey and product knowledge to deliver compelling clinical and diseases state awareness aligned with approved messaging and compliance standards.
• Conduct high-quality virtual customer engagements utilizing approved promotional materials, digital resources, and compliant messaging.
• Establish and maintain productive relationships with ophthalmologists, retina specialists, inherited retinal disease (IRD) specialists, genetic counselors, and other key stakeholders through telephone, video conferencing, email, and approved digital communication channels.
• Leverage digital engagement tools, analytics, and customer insights to prioritize opportunities and maximize business impact.
• Exhibit an ownership mindset by emphasizing customer prioritization, thoughtful resource allocation, and an analytical view of opportunities.
• Monitor and adapt based on lead/lag indicators (identified patients, referral pathways, diagnostic odyssey engagement, specialty pharmacy pull-through) and escape competitive intelligence and field insights to sales leadership.
• Maintain accurate and timely documentation of customer interactions, account plans, and territory activities within approved CRM systems.
• Demonstrate a commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias.
• All other duties as assigned.

KEY COMPETENCIES:

• Strategic thinking and execution excellence
• Demonstrated advanced clinically based selling skills
• Collaborative and adaptable ways of working
• High-level customer partnership and development
• Patient centric mindset
• Strong business acumen and market insight with an ownership mindset
• Cross-functional influence and collaboration
• Adaptability in complex, evolving markets

COMMUNICATION SKILLS:

• Effectively communicate approved clinical and scientific information related to the brand to healthcare professionals, ophthalmologists, IRD specialists, genetic counselors, and office staff through virtual engagements.
• Deliver compelling disease state education and product information while remaining compliant with company policies and regulatory requirements.
• Conduct impactful video meetings, virtual presentations, webinars, and remote educational programs with healthcare professionals and office personnel.

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