Institutional Business Manager - California

Heron Therapeutics•Los Angeles, CA

3h•Remote

About The Position

Heron Therapeutics develops cutting-edge medicine to meet unmet patient needs and solve big problems by applying its innovative science and technologies with well-known pharmacology. With therapeutic areas in Oncology and Acute Care, the goal is to offer alternatives so patients can be opioid-free post-surgery. With additional products and indications on their way, Heron is growing and adding to its team. The company fosters an entrepreneurial culture with easy access to decision-makers and the benefits of larger organizations. The Heron Ways of Working initiative implements training and practices that embed values such as open collaboration, self-responsibility & accountability, effective communication, and assuming positive intent into daily experience. The Institutional Business Manager (IBM) is responsible for selling APONVIE in US hospitals (inpatient and outpatient) and Ambulatory Surgery Centers (ASCs). The IBM develops and implements strategies for introducing new products and growing business in assigned accounts, promoting thought-leader and advocate development, and building strong relationships with key personnel to drive product sales.

Requirements

Associates or Bachelors degree in relevant field or equivalent experience required.
Minimum three (3) or more years of pharmaceutical /medical device hospital sales or account management experience and 2-3 years in the geography.
Minimum three (3) years of experience building and maintaining strong professional relationships with pharmacists and/or surgeons across multiple specialties. Experience in anesthesia, oncology infusion, and hospital pharmacy.
Demonstrated strong business skills to understand and analyze business and market drivers, and develop, execute and adjust business plans.
Demonstrated experience working alongside physicians and staff in the acute care setting.
Demonstrated experience developing relationships with hospital pharmacies and getting on P&T including experience building a coalition across different groups to get a product on formulary, strongly preferred.
Demonstrated understanding of EMR and CPOE systems.
Demonstrated experience getting products into protocols/standing orders and experience with general pull-through.
Demonstrated ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans.
Demonstrated in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and position Heron’s Aprepitant products compliantly versus competition.
Ability to communicate a current, effective, and accurate sales presentation to customers.
Ability to understand and retain comprehensive knowledge of information regarding anesthesia and oncology management practices, related disease states, and associated patient care.
Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
Excellent communication and interpersonal skills in addition to being self-motivated with a sense of urgency, well organized, and possessing strong problem-solving abilities.
Must be willing to travel by car or plane as needed to visit customers, attend conferences, or corporate meetings. Must possess a valid motor vehicle operator’s license in good standing.
Candidates must satisfy reasonable credentialing requirements, including, but not limited to vaccinations and background checks, where applicable.
Must be available to work in the evenings and weekends, as required.
Position will require 80% field time and up to 75% travel.

Nice To Haves

Demonstrated experience developing relationships with hospital pharmacies and getting on P&T including experience building a coalition across different groups to get a product on formulary.

Responsibilities

Meet or exceed all established territory sales plan managing to budgets by developing and implementing strategies specific to the assigned territory that aligns to the overall commercial brand strategy.
Establish and maintain compliant and professional relationships with targeted opinion leaders and hospitals/ASCs including surgeons, anesthesiologists, oncology HCPs, pharmacy, other critical medical staff, etc.
Develop strategically targeted account-specific business plans that reflect an in-depth understanding of local market forces. Determine who the decision-makers and key contacts are in hospital accounts and establish and maintain professional relationships and develop buy-in and support for Heron’s acute care portfolio at adopted facilities.
Develop and implement strategies to ensure Heron’s Aprepitant portfolio is adopted, pulled through and expanded in areas such as EMR systems, protocols, standing orders etc.
Create awareness and develop advocacy to support the stakeholders to ensure successful Pharmacy and Therapeutics Committee submission and review.
Engage in informed discussions and communicate a compliant, current, effective, on-message and accurate sales presentation to customers. Customize interactions based on individual customer needs and perspectives.
Provide clear and concise instruction on the safe and efficacious use of the Heron aprepitant portfolio to customers in and out of the hospital setting, including in-services for anesthesiologists, surgeons, pharmacists, oncology, and clinical staff.
Participate fully in all product training on new data and materials through in person and online training programs. Attend regional and national meetings, as required.
Maintain a current working knowledge of Heron’s Aprepitant products, relevant disease states, and competitor products in order to provide comprehensive clinical knowledge to customer contacts.
Able to carry out all duties and responsibilities in compliance with applicable regulations and Pharma guidelines. Complete assigned administrative tasks, including CRM records, in a timely, accurate, legible, and organized manner complying with all corporate policies, procedures, and standards.
Proven ability to collaborate with cross-functional partners to achieve company goals.