Territory Business Manager – Ophthalmology (Seattle)

Apellis Pharmaceuticals•Minneapolis, MN

8d•$160,000 - $240,000•Remote

About The Position

The Territory Business Manager (TBM) is a customer-facing sales role and will represent Apellis to key retina specialists and institutions within their defined geography. The goal will be building trust in Apellis, its values, its science, and the product. The TBM will be accountable for understanding those retina accounts and building effective account plans that address the needs of external stakeholders (e.g., physicians, techs, office staff, administration, billing, reimbursement, etc.). The TBM will create and implement geographic business plans in collaboration with other customer-facing teams (Field Reimbursement Managers (FRMs), Thought Leader Liaisons (TLLs), Strategic Account Directors, Medical Science Liaisons, Marketing partners, Medical Affairs, Patient Support Services, etc.) aligned to their geography and while adhering to all compliance and regulatory requirements. In addition, the TBM will provide disease state education, identify treatment patterns, help map referral networks, sell with science, and work collaboratively with all internal and external stakeholders. The territory for this position will include Washington state, Northern Idaho, Montana, and Alaska.

Requirements

5+ years of biotech/pharma sales and account management experience required.
Must live in territory.
Must be willing and able to fully comply with all applicable credentialing requirements for customer interaction.
Must adhere to all regulatory and compliance requirements.

Nice To Haves

3+ years of ophthalmology and/or retina experience is strongly preferred.
Experience in buy & bill, biologics, and ophthalmic product launches is a plus.
Proven track record of sales success.
Expertise in creating and executing on business plans, informed by local knowledge and aligned to strategy and tactics provided by headquarters.
Passion for understanding and championing the needs of customers and accounts, resulting in strong relationships, credibility, and trust.
Demonstrated learning agility as shown by past success when encountering new challenges, roles, and/or situations.
Positive attitude and comfort in navigating ambiguity.
Commitment to effective collaboration with key company stakeholders driven by a high degree of emotional intelligence.
The ability to persevere and focus on solutions when encountering all obstacles.
Strong communication skills with the ability to listen actively, express compelling ideas fluently and succinctly, and present effectively.
Demonstrated integrity on the job, including an understanding and deep respect of relevant rules and regulations within the pharma sector.

Responsibilities

Build and maintain proficiency in the disease state, patient and clinic experience, and product.
Drive company revenue by achieving all sales/marketing objectives and goals.
Serve as the primary commercial interface with retina community, being accountable for the overall customer experience.
Develop and maintain a deep understanding of and relationships with offices, including all relevant stakeholders (e.g., physicians, techs, office staff, management, etc.).
Establish and execute against business plans in alignment with national strategy and resources.
Effectively communicate those plans and business planning discussions with leadership, building understanding and support.
Assess the treatment patterns and referral networks to targeted key customer accounts.
Work collaboratively with multiple internal and external stakeholders, to achieve objectives.
Proactively communicate with Regional Sales Director (RSD) and fellow Territory Business Managers (TBMs) on a routine basis to discuss/share ideas and challenges.
Responsible for sharing of field insights back with home-office team and participation in internal workshops and insight readouts as well as regularly bringing forward innovative engagement tactics.
Operate with a high level of professional integrity, within established guidelines and policies, and in alignment with the Apellis culture and values.