Oncology Overlay Sales Specialist - Springfield, MA - 3179385

IQVIA•Parsippany, NJ

About The Position

IQVIA is hiring an Oncology Overlay Sales Specialist in partnership with Johnson & Johnson Innovative Medicine’s Lung Oncology division. The specialist is assigned a territory as part of a national team and educates and promotes oncology therapeutics to key oncology stakeholders. Territory size and coverage vary and may combine individual and overlay account responsibilities. The role conveys complex clinical, diagnostic, and access information to customers and stakeholders so appropriate patients can benefit from therapies. The specialist identifies unmet patient needs through probing and aligns on compliant solutions within the company framework, while building trusted customer relationships and working collaboratively with cross-functional peers to make the company’s suite of services available as appropriate. The specialist may work virtually when necessary, including making outbound calls and using virtual tools to educate stakeholders and build relationships. The position requires overnight travel within the territory of up to 20%. The specialist must reside within the territory and may request, organize, and attend relevant oncology conferences that can occur on weekends. The potential annual base pay range is $100,000–$152,000. Incentive plans, bonuses, and/or other compensation may be offered depending on the position; health and welfare benefits may also be available.

Requirements

Bachelor’s degree (BA/BS) from an accredited school.
At least 4 years of sales experience in pharma/biotech specialty sales or device sales, 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.
Prior experience working and collaborating in a team environment at an account level.
Knowledge of reimbursement and fulfillment pathways for specialty products.
Strong account management and selling skills focused on high-quality customer service.
Ability to find ways to win 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.
Demonstrated analytical skills and business acumen.
Strong cross-functional collaboration and teamwork skills.
Valid, clean driver’s license issued by one of the 50 United States.
Must reside within the territory.
Ability to work successfully in an overlay position and collaborate with partners who share account responsibility.
Ability to work compliantly and use company-approved marketing tools and resources.

Nice To Haves

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

Responsibilities

Educate and promote oncology therapeutics to key oncology stakeholders in an assigned territory.
Convey clinical, diagnostic, and access information to customers and stakeholders.
Identify patient unmet needs through probing and align on compliant solutions within the company framework.
Collaborate with cross-functional peers and partners, including in shared-account and overlay responsibilities.
Work virtually when necessary, making outbound calls and using available tools to develop relationships and educate providers and staff.
Plan and prioritize territory activity using a routing schedule that targets key customers and opportunities.
Conduct business analysis, prospect for new business within the geography, align with sales and marketing strategies, and develop account plans with the District Manager and internal partners.
Use approved marketing tools and resources and selling skills to advance the selling cycle.
Develop customer-specific pre- and post-call plans with objectives, probes, and supporting approved materials.
Request, organize, and attend relevant oncology conferences, which may occur on weekends.
Provide presentations and communicate with customers through in-person, phone, and virtual channels.