Account Manager Urology/Oncology - (Remote In Territory)

Tolmar•Kansas City, MO

13d•$100,000 - $150,000•Remote

About The Position

The Account Manager Urology/Oncology is responsible, under limited supervision, for achieving sales objectives in the assigned territory by developing, maintaining, and enhancing business with oncologists, urologists, nurses, pharmacists, pharmacy and therapeutics groups, teaching institutions, private and federal hospitals, and formulary committees. The role builds customers’ clinical conviction in Tolmar products and supports sales through training and ongoing customer service. The Account Manager develops territory business plans and works with sales management to maximize the impact of sales and marketing plans and tactics. The position is based in the field and candidates must reside in the Kansas City area and centrally within the territory. Regular field work is expected from 8:00 a.m. to 5:00 p.m. Overnight travel may be required up to 50%, with air travel as needed. The work environment includes office conditions requiring sitting and standing, and the role may require lifting up to 50 pounds and working extra hours or weekends as necessary. Tolmar is a private company founded in 2006 that researches, develops, and manufactures pharmaceutical products, including products used in urology and oncology. The company describes its culture as focused on mutual respect, personal and professional growth, diversity, equity, inclusion, ethical conduct, continuous improvement, and accountability.

Requirements

Bachelor’s degree in science, business, or a related field.
At least two years of successful business-to-business sales experience.
Consistent track record of exceeding sales quotas.
Valid driver’s license and a good driving history; must be eligible for approval and insurance to drive a company car.
Must reside centrally within the territory; the posting specifies candidates must reside in the Kansas City area.
Knowledge of Microsoft Office products, including Outlook, Word, PowerPoint, and Excel.
Excellent interpersonal, written, and verbal communication skills.
Strong analytical skills and strategic thinking.
Advanced organization and follow-up skills.
Negotiation and selling skills, with demonstrated accountability in executing sales plans.
Aptitude for learning technical and scientific product information.
Ability to work independently, manage multiple projects and interruptions, meet tight deadlines, execute territory business plans, and take initiative without precise direction.
Ability to develop relationships with internal and external customers and work as a team player with employees at all levels.
Good judgment, discretion, and compliance with industry ethical guidelines.
Ability to demonstrate assertive selling techniques, including asking for business on every call.
Ability to travel overnight up to 50%, travel by air as required, lift 50 pounds, and work extra hours and weekends as necessary.

Nice To Haves

Business-to-business sales experience in the urology industry.
Pharmaceutical or buy-and-bill sales experience.
Clinical experience.

Responsibilities

Develop and maintain business relationships with targeted physicians, health care providers, and customers to promote Tolmar products.
Create, maintain, and increase sales in the assigned territory by influencing the prescribing habits of targeted audiences.
Call on health care providers and health-related organizations within the territory.
Identify and develop relationships with non-prescribing health care providers and other account decision-makers, including executives, nurse navigators, injecting nurses, medical assistants, office managers, and other personnel.
Understand the impact of local purchasing coalitions, Group Purchasing Organizations, IDNs, and other health organizations in the geography.
Provide community oncology practices, urology practices, and private and federal hospitals with contracting, training, technology troubleshooting, and ongoing customer service.
Identify practices’ needs for Tolmar’s proprietary Inventory Management System and manage implementation and ongoing training.
Partner regularly with other Account Managers to manage accounts that overlap across geographies.
Evaluate and monitor weekly sales data reports to respond promptly and effectively to business needs.
Apply advanced business and account-management acumen, including communicating contract measurement details to accounts when needed.
Follow up on leads, convert interested offices to active users, and provide or arrange necessary training.
Communicate appropriate clinical, technical, therapeutic, disease-state, and product information, and promote approved products for appropriate on-label use.
Develop and deliver sales presentations tailored to individual customer needs to maximize sales of the product portfolio.
Maintain an up-to-date database documenting sales calls, trends, future call objectives, sampling data, and territory performance.
Complete routine reports and comply with industry, regulatory, and company guidelines.
Prepare annual business plans and conduct quarterly analyses of territory performance against plan.
Represent the company at trade shows and community events as appropriate, and attend and travel for company meetings.
Manage promotional-item usage and inventory, promotional budgets, and internal and external relationships that support business pull-through.
Follow administrative expectations, including submitting expense reports, entering sales calls in the CRM, recording company-car mileage, and maintaining the company car.
Partner with other company departments as required, follow company email and communication SOPs, and perform other assigned duties.
Maintain regular and punctual attendance and work in the field calling on customers from 8:00 a.m. to 5:00 p.m. each day.

Benefits

Medical, dental, and vision coverage options.
Flexible Spending Accounts for medical expenses and dependent care expenses.
Health Savings Account through the HDHP plan.
CompleteCare reimbursement for eligible health care and premium expenses under alternate group health coverage.
401(k) matching: 100% of contributions up to the first 6% of compensation and 50% from 7% to 12%, with a maximum match of 9%.
Company-paid life, long-term disability, and short-term disability insurance, plus voluntary benefit options.
Employee Assistance Plan.
Legal guidance and funeral planning and concierge services.
Adoption and family-planning benefits.
Fertility and family-forming benefits.
Paid time off, including vacation, sick time, and holidays.
Paid volunteer time.
Discretionary year-end shutdown.