Account Manager Urology/Oncology - (Remote In Territory)

Tolmar•Kansas City, MO

2d•$100,000 - $150,000•Remote

About The Position

Under limited supervision, the Account Manager Urology/Oncology (AMR-UO) is responsible for achieving sales objectives in their assigned territory through the development, maintenance, and enhancement of business. This involves engaging with customers such as oncologists, urologists, nurses, pharmacists, pharmacy and therapeutics groups, teaching institutions, private and federal hospitals, and formulary committees. The AMR-UO is tasked with ensuring customers have clinical conviction in the product and guiding the sale to completion by providing necessary training and ongoing customer service. The role requires the development of territory business plans and collaboration with the sales management team to maximize the impact of sales and marketing plans and tactics.

Requirements

Knowledge of Microsoft Office products including Outlook, Word, PowerPoint and Excel.
Excellent interpersonal, written and verbal communication skills.
Excellent analytical skills and proven strategic thinker.
Advanced Skill in organization and follow-up.
Skill in negotiation and selling techniques with demonstrated accountability in executing sales plans.
Aptitude for learning technical and scientific product relation information.
Highly motivated for success with a “can do” attitude.
Ability to work independently.
Ability to manage multiple projects both inside and outside the organization.
Ability to work with multiple interruptions and tight deadlines.
Ability to execute effective business plans for assigned territory.
Ability to develop working relationships with both internal and external customers and work as a team player with employees at all levels.
Ability to take initiative in the absence of precise direction.
Ability to demonstrate good judgment, discretion and compliance to industry ethical guidelines.
Demonstrates assertive selling techniques including asking for business on every call.
Bachelor’s degree in science, business or related field.
Two or more years of successful business-to-business sales experience, preferably in the urology industry.
Consistent track record of exceeding sales quotas.
Ability to be approved and insured to drive company car including valid driver’s license and good driving history.
Reside centrally within the territory.

Nice To Haves

Pharmaceutical/buy-and-bill sales experience preferred.
Clinical experience helpful.

Responsibilities

Develop and maintain business relationships with targeted physicians, health care providers and customers focusing on the promotion of Tolmar products.
Create, maintain and increase sales within designated territory by influencing the prescribing habits of the targeted audience.
Call on health care providers and health-related organizations within assigned territory.
Strategically identify and develop relationships with non-prescribing health care providers that influence decision making in accounts such as CEOs, CFOs, Nurse Navigators, injecting nurses, Medical Assistants, office managers and personnel, etc.
Understand impact of local purchasing coalitions, Group Purchasing Organizations, IDNs and other health organizations in geography.
Provide community oncology practices, private and group urology practices and private and federal hospitals with contracting, training, technology troubleshooting and ongoing customer service.
Identify practice needs for Tolmar’s proprietary Inventory Management System and manage the implementation as well as ongoing training within accounts.
Communicate and partner regularly with other AMRs to successfully manage accounts that overlap across multiple geographies.
Evaluate and monitor sales data reports weekly to manage business needs promptly and effectively.
Demonstrate advanced business acumen and granular account acumen management skills.
Communicate contract measurement details to accounts when necessary, ie quarterly or semi-annually.
Follow up on leads among offices that have expressed interest in learning more about the Company’s products.
Convert potential leads to active users, and provide or arrange for necessary training of those offices.
Demonstrate thorough knowledge of products by effectively communicating appropriate clinical, technical, therapeutic, disease state and product information to customers.
Successfully promote the appropriate on-label use of approved products.
Develop and deliver informative sales presentations based on individual customer needs to maximize sales of the product portfolio.
Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
Complete routine reports and be compliant with industry, regulatory and company guidelines.
Prepare annual business plans and conduct quarterly analysis of the territory performance vs. plan.
Attend and represent the Company at trade shows and community events, as appropriate.
Attend and travel for Company meetings.
Manage usage and inventory of promotional items to be given away to offices.
Abide by Administrative Expectations as defined by AMR SOPs: Submit expense reports regularly as outlined, enter sales calls in CRM system daily or as indicated by Regional Sales Director, enter company car mileage weekly, maintain company car as required by Fleet Maintenance.
Manage promotional budget effectively and in a compliant manner.
Manage relationships internal and external of the Company to support pull through of business.
Partner with different departments in the Company as the business requires.
Abide by the Company’s email and communication SOPs.
Perform various other duties as assigned.
Regular and punctual attendance is an essential function of the job. It is expected that our sales force is “in the field” calling on customers from 8:00am to 5:00pm each day.

Benefits

Competitive and inclusive medical, dental and vision coverage options
Flexible Spending Accounts for medical expenses and dependent care expenses
HSA through our HDHP
CompleteCare reimburses you and your dependents for eligible health care expenses and premium expenses incurred under alternate group health coverage
Generous 401K match - currently match 100% of your contributions up to the first 6% of compensation and 50% from 7%-12%, but never greater than 9%
Tolmar-paid Life, LTD and STD insurance coverages, as well as voluntary benefit options
Employee Assistance Plan, Legal Guidance and Funeral Planning & Concierge Services
Adoption and family-planning benefits, Fertility and Family Forming Benefits
Generous paid time off, including: Vacation, sick time and holidays
Volunteer time to participate within your community
Discretionary year-end shutdown