Oncology Overlay Sales Specialist - Baltimore, MD - 3179385

IQVIA•Parsippany, MD

About The Position

IQVIA is hiring an Oncology Overlay Sales Specialist in partnership with Johnson and 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 will vary and may include individual and overlay account responsibilities. The role involves communicating complex clinical, diagnostic, and access information to customers and stakeholders so appropriate patients can benefit from therapies. The specialist is expected to build trusted partnerships by combining clinical and interpersonal skills, identifying unmet patient needs, and aligning on compliant solutions within the company framework. The role works collaboratively with cross-functional peers to make the company’s services available as appropriate. The specialist must reside within the territory, work virtually when necessary, and be able to travel overnight up to 20% within the territory. Relevant oncology conferences may occur on weekends. The position requires engagement across in-person, phone, and virtual channels, including work with teaching institutions, major hospitals, large oncology clinics, groups, and accounts.

Requirements

Bachelor’s degree (BA/BS) from an accredited school.
At least 4 years of sales experience in pharma/biotech specialty sales or 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 identify opportunities and succeed in an ambiguous, evolving environment.
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 in one of the 50 U.S. states.
Must reside within the territory.
Ability to work in an overlay position and collaborate with partners who share account responsibility.
Ability to work virtually when necessary and use virtual engagement platforms compliantly.
Ability to work with teaching institutions, major hospitals, large oncology clinics, groups, and/or accounts.

Nice To Haves

Oncology sales experience is highly preferred.

Responsibilities

Educate and promote oncology therapeutics to key oncology stakeholders.
Communicate complex 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 overlay responsibilities.
Conduct business analysis, prospect for new business within the geography, align activity with sales and marketing strategies, and develop account plans with the District Manager and internal partners.
Build relationships and trust with providers and staff through outbound calls and virtual engagement when necessary.
Educate stakeholders using available virtual tools and approved marketing resources.
Request, organize, and attend relevant oncology conferences, which may occur on weekends.
Use approved marketing tools and the selling skills framework to advance the sales cycle, such as securing another appointment, arranging an in-service, or supporting patient identification.
Develop customer-specific pre- and post-call plans that include objectives, probes, and approved supporting materials.
Use a routing schedule to target key customers and opportunities effectively.