Oncology Overlay Sales Specialist - San Francisco/San Jose, 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 will educate and promote oncology therapeutics to key oncology stakeholders. Territory size and coverage vary and may include individual and overlay account responsibilities. The role conveys complex clinical, diagnostic, access, reimbursement, and fulfillment information to customers and stakeholders so appropriate patients can benefit from therapies. The specialist builds trusted customer relationships, identifies unmet patient needs, and aligns on compliant solutions within the company framework. The position works collaboratively with cross-functional peers to make the company’s suite of services available as appropriate. The specialist develops account plans and customer-specific pre- and post-call plans, prospectively identifies business opportunities, and uses approved marketing tools and selling frameworks to advance customer engagement. The role includes in-person and virtual customer interactions, overnight travel of up to 50% within the territory, and attendance at relevant oncology conferences, which may take place on weekends. The employee must reside within the territory and hold a valid, clean driver’s license issued in one of the 50 United States.

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 high-quality customer service.
Ability to find ways to succeed in ambiguous and evolving environments.
Ability to travel overnight up to 50% within the territory.
Strong planning and prioritization skills, including use of a routing schedule to target customers and opportunities.
Strong presentation skills across face-to-face, phone, and virtual engagement 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 in one of the 50 United States.
Must reside within the assigned territory.
Ability to work with teaching institutions, major hospitals, large oncology clinics, groups, and/or accounts.
Ability to work successfully in an overlay position with partners who share account responsibilities.
Strong, effective, and compliant presentation and communication skills across multiple channels, including virtual engagement platforms.

Nice To Haves

Oncology sales experience is highly preferred.
Entrepreneurial spirit and drive.

Responsibilities

Educate and promote oncology therapeutics to key oncology stakeholders within an assigned territory.
Communicate complex clinical, diagnostic, access, reimbursement, and fulfillment information to customers and stakeholders.
Identify patient unmet needs and align on compliant solutions within the company framework.
Collaborate with cross-functional peers and account partners, including in an overlay role with shared account responsibility.
Work virtually when necessary, using outbound calls and available virtual tools to build relationships and educate providers and staff.
Plan and prioritize customer routing to target key customers and opportunities.
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.
Request, organize, and attend relevant oncology conferences, which may occur on weekends.
Use company-approved marketing tools and resources, including digital presentations, and apply the selling skills framework to advance the selling cycle.
Develop customer-specific pre- and post-call plans with objectives, probes, and approved supporting materials.