Summary
The Hospital Sales Representative will be responsible for consistently meeting and exceeding territory sales and performance objectives. The objectives include financial and performance measures that are met through a solutions-oriented and collaborative sales approach. The primary sales targets are Hospital Accounts, Hospital affiliated Outpatient Treatment Centers and their affiliated practitioners. Sales targets include specialty office based practices in accordance with the territory call plan.
Position Responsibilities
* Achieve all territory sales objectives by generating high demand within targeted accounts
* Develop, execute, and monitor territory plans; strategically and consistently targeting key stakeholders within each account and office to expand product usage and customer base
* Advance hospital and specialty customers along the sales continuum and gain prescriber commitments through effective questioning, active listening, and utilization of approved marketing and sales materials
* Demonstrate knowledge of promoted product(s), competitive brands, disease states, patient profiles, and treatment pathways
* Achieve success in a complex, matrixed selling environment requiring collaboration and cross-functional discipline. Cross‐functional partners may consist of Territory Partners, Market Access, Medical, Marketing and Operations colleagues
* Develop a strong, collaborative partnership with field‐based colleagues to ensure appropriate cross‐functional support for customers within a defined geography and for developing and executing pull‐through strategies
* Develop and execute pull‐through strategies that increase adoption and usage of Paratek products in appropriate patients
* Use data tools, insights, and other informational sources to determine strategies and tactics for business decision‐making
* Utilize CRM technology accurately and timely to report activities and account‐level details
* Distribute samples and record sample transactions in accordance with Company Policy and PDMA guidelines
* Ensure compliance with all company policies, procedures, principles, values, and applicable laws
* Manage utilization and distribution of resources including territory budgets, speaker‐program allocations, samples, etc.
* Comply with all company training requirements, learning modules, required acknowledgements (IC plans, compliance, etc.)
* Complete all administrative duties as required and on time, including accurate and complete call reporting, expense report management, time‐off management in ADP, etc.
Candidate Requirements
* Bachelor's Degree or equivalent combination of skills and experience (required)
* 5+ years of pharmaceutical sales experience, with a minimum of 3+ years within the hospital/acute care and outpatient setting (required)
* Documented, measurable track record of sales performance including meeting or exceeding territory performance goals and achieving national levels of recognition (required)
* Account‐based selling experience (Hospitals, Wound Care Centers, or Infusion Centers) within assigned territory (required)
* Experience calling on Infectious Disease, Hospitalist, Critical Care Pulmonologist, Emergency Medicine, and other specialties impacting Physician‐Owned Infusion Centers (POICs)/Wound Care (strongly preferred)
* Experience building advocacy in a hospital (with or without a formulary win) for an acute‐care product (required)
* Proven ability to understand, articulate, and routinely present complex scientific information (required)
* Knowledge of formulary approval process and driving formulary approvals (required)
* Strong presentation, organization, administrative, and communication skills (required)
* Experience utilizing and optimizing CRM systems to support territory dynamics (required)
* Strong understanding of product flow through Specialty Pharmacy, Specialty Distribution, and Buy‐&‐Bill channels (strongly preferred)
* Prior experience promoting newly launched product(s) (strongly preferred)
* Meet all requirements for pre‐employment screening (background investigation, drug testing, and motor vehicle history) along with ongoing customer credentialing
* Safe driving record and valid driver's license (required)
Additional Information
* Technology needs: Microsoft Office, Veeva (preferred)
* Travel requirements: The average overnight travel for this position is up to 30%, with variation based on time of year and business imperatives. Travel requirements will vary based on geography and account responsibilities.
Equal Employment Opportunity Statement
We are an Equal Employment Opportunity employer. We do not discriminate on the basis of any protected group status under any applicable law.
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