Account Manager Urology/Oncology - (Remote In Territory)

Tolmar Careers•Kansas City, MO

12d•$100,000 - $150,000•Remote

About The Position

The Account Manager Urology/Oncology (AMR-UO) is responsible, under limited supervision, for achieving sales objectives in the assigned territory through developing, maintaining, and growing business with oncologists, urologists, nurses, pharmacists, pharmacy and therapeutics groups, teaching institutions, private and federal hospitals, and formulary committees. The role builds customer confidence in Tolmar products and supports customers through product training and ongoing service. The account manager develops territory business plans and works with sales management to maximize sales and marketing plans and tactics. Candidates must reside in the Kansas City area and centrally within the territory. The position involves field sales, account development, customer education and service, contract support, implementation and training for Tolmar’s proprietary Inventory Management System, sales reporting, and coordination with internal teams and other account managers. The role requires regular customer calls, daily field activity from 8:00 a.m. to 5:00 p.m., attendance at company meetings and relevant trade shows or community events, and overnight travel of up to 50%. Travel by air may be required. The employee must be available to work extra hours and weekends as necessary. Tolmar describes its culture through core values of centering on people, being proactive and agile, acting ethically, constantly improving, and being accountable. The company offers competitive compensation and benefits, and is committed to diversity, equity, inclusion, and sustainability in the workplace.

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 good driving history, with ability to be approved and insured to drive a company car.
Reside centrally within the territory; 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.
Excellent analytical skills and strategic-thinking ability.
Advanced organization and follow-up skills.
Negotiation and selling skills, with demonstrated accountability in executing sales plans.
Aptitude for learning technical and scientific product-related information.
High motivation for success and a can-do attitude.
Ability to work independently and manage multiple projects inside and outside the organization.
Ability to work through multiple interruptions and tight deadlines.
Ability to execute effective business plans for the assigned territory.
Ability to develop working relationships with internal and external customers and collaborate with employees at all levels.
Ability to take initiative when precise direction is absent.
Good judgment, discretion, and compliance with industry ethical guidelines.
Ability to demonstrate assertive selling techniques, including asking for business on every call.
Ability to work extra hours and weekends as necessary.
Ability to lift 50 pounds.

Nice To Haves

Urology industry sales experience.
Pharmaceutical or buy-and-bill sales experience.
Clinical experience.

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 in the designated territory by influencing prescribing habits among the targeted audience.
Call on health care providers and health-related organizations within the assigned territory.
Develop relationships with non-prescribing health care providers and other account decision-makers, including CEOs, CFOs, nurse navigators, injecting nurses, medical assistants, office managers, and office personnel.
Understand the impact of local purchasing coalitions, Group Purchasing Organizations, IDNs, and other health organizations in the territory.
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 implementation and ongoing account training.
Communicate and partner regularly with other AMRs to manage accounts that overlap across geographies.
Evaluate and monitor sales data reports weekly to address business needs promptly and effectively.
Demonstrate advanced business acumen and detailed account management skills.
Communicate contract measurement details to accounts when necessary, such as quarterly or semi-annually.
Follow up on leads from offices interested in learning about the company’s products, convert potential leads to active users, and provide or arrange necessary training.
Communicate appropriate clinical, technical, therapeutic, disease-state, and product information to customers, demonstrating thorough product knowledge.
Promote approved products for appropriate on-label use.
Develop and deliver informative 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 overall 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.
Attend and represent the company at trade shows and community events, as appropriate, and attend and travel for company meetings.
Manage promotional-item usage and inventory for items distributed to offices.
Meet administrative expectations under AMR SOPs, including submitting expense reports, entering sales calls in the CRM system, recording company-car mileage, and maintaining the company car.
Manage the promotional budget effectively and compliantly.
Manage internal and external relationships to support business pull-through, and partner with company departments as business needs require.
Follow company email and communication SOPs.
Perform other duties as assigned and maintain regular, punctual attendance.
Work in the field calling on customers from 8:00 a.m. to 5:00 p.m. each day.

Benefits

Competitive medical, dental, and vision coverage options.
Flexible Spending Accounts for medical expenses and dependent care expenses.
Health Savings Account through the HDHP.
CompleteCare reimbursement for eligible health care and premium expenses incurred under alternate group health coverage.
401(k) match: 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, with 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 vacation, sick time, and holidays.
Paid volunteer time to participate in the community.
Discretionary year-end shutdown.