Associate Sales Representative/Sales Representative - Primary Care - San Diego, CA

Shionogi•San Diego, CA

1d•Onsite

About The Position

The Associate Sales Representative/Sales Representative for Primary Care promotes and sells primary care products to healthcare providers in the San Diego, California territory. The role drives demand, clinical education, and sales performance in alignment with business goals by developing and implementing strategic business plans for primary care physicians. It requires strong interpersonal skills, knowledge of the healthcare market, and the ability to meet and exceed sales targets. The position reports to the District Manager and collaborates with Marketing, Market Access, and other internal partners. This field-based position involves educating healthcare professionals about clinical evidence, approved indications, and product efficacy and safety to support appropriate on-label prescribing. The representative develops customer relationships, manages territory plans and forecasts, identifies local market opportunities, and works with cross-functional partners to support appropriate product utilization. The role includes significant travel, customer credentialing and training requirements, and adherence to company policies and pharmaceutical industry regulations.

Requirements

Bachelor of Science or Bachelor of Arts degree required.
A proven record of accomplishment in a professional role, academics, or extracurricular activities.
At least 3 years of prior sales experience required for consideration at the Sales Representative level.
Proven ability to develop long-standing relationships.
Ability to work independently and manage multiple clients.
Ability to act ethically and comply with company policies and applicable laws.
Strong written, organizational, administrative, and communication skills.
Excellent judgment, decision-making, presentation, and negotiation skills.
Ability to receive feedback and redirect performance effectively.
Results orientation and demonstrated time-management skills.
Ability to learn, analyze, understand, and convey complex information.
Effective prioritization, flexibility, and change management in a dynamic environment.
Ability to build relationships and identify and meet internal and external customer needs.
Ability to take ownership, solve problems, identify trends and opportunities, and determine actions to drive business or overcome challenges.
Ability to use corporate reporting tools and technology.
Ability to comply with customer credentialing and safety requirements, including applicable vaccinations and training.
Complete the full onboarding curriculum and pass live call certification and mock objection exercises during training.
Valid driver’s license with a clean driving record and ability to pass a complete background check.
Valid licenses and credentialing required to conduct business in the assigned territory.
Ability to drive or fly to target accounts, customers, meetings, and conventions.
Ability to undertake significant field travel, approximately 80%, including some overnight and/or weekend work.

Nice To Haves

Prior sales experience in pharmaceutical, healthcare, medical device, or related transferable sales is preferred.
Consistently high performance in a sales-focused role or other relevant experience is preferred.
Strong understanding of the primary care market and healthcare industry is highly preferred.
Knowledge of the medical, healthcare, primary care, or pharmacy industry, and clinical skills, is preferred.
Product launch experience is a plus.
Knowledge of the territory and established relationships with key stakeholders are a plus.
Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call-planning tools is a plus.
Marketing or other commercial experience, understanding of financial processes and Market Access, project management skills, and knowledge of the biotech/pharmaceutical regulatory environment are a plus.

Responsibilities

Educate and engage healthcare professionals about clinical evidence, approved indications, and product efficacy and safety to support appropriate on-label prescribing.
Drive sales performance independently and ensure sales forecasts and assigned budgets meet or exceed territory and therapeutic expectations.
Build and develop professional relationships with primary care healthcare professionals, pharmacy staff, and other assigned customers.
Maintain in-depth knowledge of territory market, demographic, and managed care information.
Drive appropriate utilization of approved primary care products and work with cross-functional partners to generate local payer and community healthcare provider pull-through.
Develop local sales strategy and business plans with the District Sales Manager and Regional Sales Director.
Implement targeting plans using promotional, digital, personnel, and analytical resources, based on local customer needs and opportunities such as formulary approvals.
Use knowledge of the primary care marketplace, competitors, industry, and cross-functional plans to anticipate and manage opportunities and challenges.
Provide healthcare providers with special education through programs that comply with company guidelines.
Provide commercial colleagues with relevant input on strategic and tactical territory, area, and regional planning.
Prioritize time and effort to cover appropriate physician targets through in-person and virtual discussions.
Understand assigned customers’ product and business needs and address them while complying with company ethics and compliance standards.
Anticipate barriers to goals and propose responsible solutions.
Handle customer objections effectively and provide value to physicians; when requested, share exemplary skills with regional colleagues in a training capacity.
Use emerging technologies to enhance performance and continually improve proficiency.
Comply with pharmaceutical industry guidelines and regulations and apply high ethical standards.
Complete onboarding, clinical modules, CRM documentation, call standards, live call certification, mock objection exercises, and refresher meetings.
Travel to accounts, customers, meetings, and conventions, driving safely and meeting customer credentialing and safety requirements.