Sales Representative – Primary Care - Northern Los Angeles, CA

Shionogi Inc.•Los Angeles, CA

1d•$110,000 - $140,000

About The Position

The Sales Representative (SR) for Primary Care is responsible for promoting and selling primary care product(s) to healthcare providers, driving sales performance in alignment with business goals within the assigned territory. This includes driving demand, clinical education and sales by developing, coordinating, and implementing a strategic business plan for Primary Care Physicians. The position reports to the District Manager and will collaborate closely with Marketing, Market Access, and other internal partners, as appropriate, to drive sales results. The span of coverage will be within the Northern Los Angeles, CA territory. This role requires strong interpersonal skills, a deep understanding of the healthcare market, and the ability to meet and exceed sales targets.

Requirements

BS/BA degree required
Minimum 3+ years of experience in pharmaceutical, medical device preferred or related transferrable sales experience
Proven track record of consistent high performance in a sales-focused role or other relevant experience
Proven track record in developing long-standing relationships with customers
Ability to work independently and manage multiple clients
Strong understanding of the primary care market and healthcare industry highly preferred
Demonstrated ethical behavior and compliance with company policies and applicable laws
Ability to comply with any customer credentialing and safety requirements (e.g., up-to-date vaccinations, trainings)
Complete full onboarding curriculum including clinical modules, CRM documentation, and call standards
Pass live call certification and mock objections during training
Attend refresher meetings on product and disease-state updates
Significant field travel (approximately 80%) which can include some overnight and/or weekend work
Valid driver’s license with a clean driving record and ability to pass a complete background check
Must have valid licenses and credentialing required to conduct business in assigned territory

Nice To Haves

Knowledge of the medical, healthcare or pharmacy industry and skills in clinical is preferred
Product launch experience is a plus
Knowledge of territory and relationships with key stakeholders already established is a plus
Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools is a plus
Marketing and other commercial experiences with an understanding of financial processes, Market Access, Project Management skills and knowledge of the Regulatory environment within biotech/pharma industry is a plus
Possess strong written, organization, administrative and communication skills
Excellent judgment and decision-making skills
Excellent presentation and negotiation skills
Proven ability to receive effective feedback and redirect performance
Results oriented with demonstrated time management skills
Ability to learn, analyze, understand and convey complex information
Ensures compliance with all corporate and industry policies and regulations
Effective prioritization, flexibility and change management in a dynamic environment
Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions
Develops positive and mutually beneficial relationships internally, to meet and exceed all Company access goals
Proactively takes ownership of situations with a can-do approach
Advanced business analytical skills to identify trends opportunities and threats
Ability to problem solve and determine actions to drive business or overcome challenges
Ability to utilize corporate reporting tools and technology or overcome challenges
Ability to utilize corporate reporting tools and technology

Responsibilities

Effectively educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients
Function independently with sales proficiency to drive sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations
Build and develop professional relationships with (but not limited to) primary care healthcare professionals, pharmacy staff, within assigned customers and territory
Develop and maintain in-depth knowledge of market, demographic, and managed care information relative to assigned territory
Drive appropriate utilization of approved primary care product(s); the incumbent will work closely with cross-functional partners to generate pull-through within local payers, community HCPs, etc.
Work with District Sales Manager and Regional Sales Director to develop a local strategy and business plan to generate high-performing sales in assigned territory
Capitalize on formulary approvals and other opportunities through effective implementation of targeting plans by using a wide variety of promotional, digital, personnel resources and analytical tools to enhance effectiveness in assigned sales territory, based on local assessment of customer needs.
Leverage expertise and knowledge of primary care marketplace, applicable competitors, industry and cross-functional activities/plans to anticipate and effectively manage business opportunities and challenges
Provide special education to healthcare providers through appropriate programs that fall within Shionogi’s guidelines
Provide relevant, thoughtful input to other commercial colleagues (e.g. sales leadership, regional account managers) in regard to strategic and tactical planning for territory, area, and region
Prioritize time and effort to ensure optimal coverage of appropriate physician targets based on opportunity and potential through in-person and virtual discussions
Understand fully the assigned customers’ product and business needs and works to meet those needs while adhering to all of Shionogi company ethics and compliance standards
Anticipate potential barriers to achievement of goals and proposes responsible solutions for success
Handle customer objections effectively and exceed customer expectations with the value they bring to physicians. Occasionally will be called on to share your exemplary skills with others in the region in a training capacity
Leverage and embrace emerging technologies to enhance performance, while continuously striving to improve your proficiency
Understand and comply with pharmaceutical industry guidelines and regulations and apply high ethical standard in day-to-day work
Driving in a safe manner to required meetings and appointments
Ability to drive or fly to target accounts, customers, meetings and conventions