Santa Barbara, CA - 3179385

IQVIA•Parsippany, CA

About The Position

IQVIA is hiring an Oncology Overlay Sales Specialist in partnership with Johnson & Johnson Innovative Medicine’s Lung Oncology division. The specialist will be assigned a territory as part of a national team and educate and promote oncology therapeutics to key oncology stakeholders. Territory size and coverage vary and may include individual and overlay account responsibilities. The role communicates complex clinical, diagnostic, and access information to customers and stakeholders so appropriate patients can benefit from therapies. It requires building trusted relationships, identifying unmet patient needs, and aligning on compliant solutions within the company framework. The specialist works collaboratively with cross-functional peers to make the company’s suite of services available as appropriate. The role involves account planning and management, prospecting for business, presenting clinical information through in-person and virtual channels, and coordinating with sales and marketing colleagues. It requires successful collaboration in an overlay position with partners who share account responsibility. The specialist must reside within the territory, work virtually when necessary, and may travel overnight within the territory. Relevant oncology conferences may occur on weekends.

Requirements

Bachelor’s degree (BA/BS) from an accredited school.
At least 4 years of sales experience in pharmaceutical or biotech specialty sales, medical devices, and/or comparable oncology experience.
Strong desire to put patients’ health first.
Proven track record of exceeding sales objectives.
Ability to communicate a compelling clinical message to customers.
High learning agility in support of multiple client teams.
Experience working and collaborating in a team environment at the account level.
Knowledge of reimbursement and fulfillment pathways for specialty products.
Strong account management and selling skills focused on providing a high level of customer service.
Ability to find ways to succeed in ambiguous and evolving environments.
Ability to travel overnight up to 20% within the territory.
Strong planning and prioritization skills.
Strong presentation skills across face-to-face, phone, and virtual channels.
Excellent written and verbal communication skills.
Analytical skills and business acumen, including conducting business analysis and developing account plans.
Strong cross-functional collaboration and teamwork skills.
Valid, clean driver’s license issued in one of the 50 United States.
Must reside within the territory.
Ability to work successfully in an overlay position with shared account responsibilities.
Ability to attend relevant oncology conferences, including those that may occur on weekends.

Nice To Haves

Oncology sales experience is highly preferred.
Successful experience working with teaching institutions, major hospitals, large oncology clinics, groups, and/or accounts.
Entrepreneurial spirit and drive.

Responsibilities

Educate and promote oncology therapeutics to key oncology stakeholders.
Convey clinical, diagnostic, and access information to customers and stakeholders so appropriate patients can benefit from therapies.
Use customer conversations to identify unmet patient needs and align on compliant solutions.
Collaborate with cross-functional peers and partners with shared account responsibility to make services available and support account needs.
Conduct business analysis and actively prospect for new business within the geography.
Develop account plans with the District Manager and internal partners, aligned with sales and marketing strategies.
Plan and prioritize customer coverage using a routing schedule that targets key customers and opportunities.
Present information across face-to-face, phone, and virtual channels, including through approved virtual engagement tools.
Work virtually when necessary, make outbound calls, and build relationships and trust with providers and staff.
Request, organize, and attend relevant oncology conferences, which may occur on weekends.
Use company-approved marketing tools and resources and selling skills to advance the selling cycle.
Develop customer-specific pre- and post-call plans, including objectives, probes, and supporting approved materials.