Oncology Sales Specialist, CAR-T (Richmond, VA) – Johnson & Johnson Innovative Medicine

Johnson & Johnson Innovative Medicine•Horsham, PA

1d•$99,000 - $185,500

About The Position

The Oncology Sales Specialist (OS) is a field-based role in Johnson & Johnson Innovative Medicine’s CAR-T franchise, covering Richmond, Virginia, including Fairfax County. Reporting to a District Manager, the OS develops relationships with CARYKTI® Certified Treatment Centers (CTCs) in the territory and serves as each CTC’s primary point of contact with J&J. The role drives appropriate utilization of J&J’s CAR-T therapy, supports a seamless customer experience, and calls on community practices and stakeholders in the Relapse Refractory Multiple Myeloma (RRMM) market to build awareness and educate them about the product and referral process. The OS sells current and potential oncology therapeutics, provides product and clinical information, and works toward sales quotas. The position develops account strategies and business plans, analyzes territory opportunities, identifies key accounts and healthcare professionals, and builds relationships with clinical, financial, and operational stakeholders. The OS uses approved messaging and materials, shares customer and market insights with cross-functional teams, and collaborates with functions including Marketing, Medical Affairs, Market Access, Operations, and Quality. The position requires knowledge of oncology products, disease states, healthcare delivery systems, reimbursement, managed care, specialty pharmacies, and treatment protocols. Responsibilities also include customer education, territory budgeting, participation in sales meetings and training, administrative and compliance tasks, and representing J&J at local or national symposiums and conventions. The role requires travel of up to 60%, potentially including overnight or weekend travel, and may involve work with outside partner companies.

Requirements

Bachelor’s degree or higher.
Oncology specialty sales experience and/or major hospital account sales experience.
At least five years of direct selling experience in pharmaceutical or biologic/biotech, with documented sales results and target achievement, or relevant clinical experience.
Experience in hospital and large-account sales, understanding complex reimbursement and managed-care dynamics, and a documented record of successful sales performance in a competitive environment.
Valid driver’s license and ability to travel as necessary, including overnight and/or weekend travel.
Ability to travel up to 60%, depending on territory size, account locations, and residence.
Strong relationship-building skills and ability to identify key decision-makers.
Strong achievement motivation and ability to meet and exceed goals.
Must reside in the territory or be willing to relocate to it.
Ability to use virtual technology effectively and a history of engaging customers in virtual face-to-face interactions.

Nice To Haves

Specialty sales experience and understanding of the oncology market, particularly hematology, cell therapy, and/or rare disease.
Previous product launch experience in a highly competitive environment.
Multiple Myeloma experience.
Strong clinical understanding of cell therapy and ability to manage complex treatment logistics.
Experience in hospital and large-account sales involving complex reimbursement issues.
Demonstrated commitment to learning emerging technologies, such as AI, through exploration, iteration, and applying new tools over time.

Responsibilities

Sell current and potential oncology therapeutics and achieve sales quotas.
Develop relationships with CARYKTI® Certified Treatment Centers and serve as their primary J&J contact.
Drive appropriate utilization, brand choice, and demand for J&J’s CAR-T therapy among institution-based oncology customers.
Educate community-based providers about CAR-T therapy, the product, and the referral process.
Develop territory and account strategies with the District Manager, identify key accounts and healthcare professionals, and prospect for new business.
Conduct business analysis and use market and customer insights to implement account business plans.
Create customer-specific pre- and post-call plans with objectives, questions, and supporting materials.
Build customer dedication and cultivate relationships with decision-makers and other account stakeholders.
Deliver targeted sales messages using accurate clinical information and approved sales and marketing materials.
Provide clinical support and product information, and maintain knowledge of products, markets, disease states, and relevant clinical, technical, and health-economics information.
Understand account healthcare delivery systems, including physician hierarchies, pharmacy personnel, and clinical nursing staff.
Maintain knowledge of reimbursement, patient mix, managed care organizations, specialty pharmacies, sales potential, and new protocols or treatment modalities.
Share timely feedback and insights from healthcare professional interactions, including account trends and potential changes in the therapeutic landscape.
Collaborate with Marketing, Medical Affairs, Market Access, Operations, Quality, internal colleagues, and potentially outside partner companies to address customer needs.
Navigate complex account environments, assess stakeholder needs, and coordinate support with appropriate internal teams.
Provide customer service and participate in grassroots advocacy and engagement activities aligned with regional and national initiatives.
Prepare territory budget plans for customer contacts, educational grants, speaker events, and other external expenditures.
Represent J&J at local and national symposiums or conventions.
Attend required sales meetings, complete training on time, meet training standards, and fulfill healthcare compliance, expense reporting, call reporting, and other administrative responsibilities.
Work with urgency in a fast-paced, entrepreneurial environment.