Territory Business Manager - Denver, CO

MannKind Corporation•Denver, CO

About The Position

At MannKind, we are dedicated to transforming chronic disease through innovative, patient-centric solutions designed to fit seamlessly into daily life. Our focus is on delivering therapies for people living with cardiometabolic and orphan lung diseases such as diabetes, pulmonary hypertension and fluid overload in heart and chronic kidney disease. At MannKind, our employees are our number one asset, and we foster a tight-knit community where each of us plays a critical role in our collective success. We strive to provide a work environment where diversity of background, thought and perspective is valued and respected. Our team is also energized by the company’s entrepreneurial spirit that provides an environment in which you can evolve ideas quickly and nimbly. Our Values serve as the foundation of MannKind’s culture. They define who we are, how we act, and guide our interactions every day—both with each other and the customers we serve. At MannKind, you will work with people who are experts in their fields, see challenges as opportunities, are tenacious and push boundaries, bring creative and solutions-based thinking forward, and always believe in winning together. Position Summary: We have an exciting opportunity available for a Specialty Sales Territory Business Manager (TBM). Reporting directly to the Regional Sales Director, this individual will maximize the sale of MannKind products within the geographic territory, and drive sales growth. MannKind promotes the success of its TBMs by promoting entrepreneurial spirit and territory "ownership" across the sales team. Accountabilities include: Achieving identified territory sales goals whilst observing and applying full adherence to all MannKind compliance policies and procedures including messages consistent with FDA label Delivering effective sales presentations to targeted customers Identify and establish customer relationships, maintain in-depth knowledge of disease state, products, competition, and territory Maintain agreed upon budgets and associated timelines for the territory Align territory growth to business unit strategy and incorporate use of available tactics/resources Solve customer challenges translating clinical data into a patient specific picture of product clinical attributes Primary Responsibilities: Demonstrate total customer engagement through total account management, developing relationships and creating value by providing varied perspective regarding gaps in current treatment plan Takes a tailored approach to reduce the practice pathway friction through effective strategic use of approved materials, programs, and resources Maintain knowledge of latest clinical data, industry changes, and medical data and communicate this information to healthcare professionals in a compliant manner Monitor sales activity via available reports and analyses and identify territory growth opportunities based on geography insights (data, key stakeholders, local and national payer landscape) Organize plan and call routing through informed data and customer insights Effectively execute a data-based pre- and post-call plan Productively communicate to customers, peers and various stakeholders Demonstrate strong working knowledge of the complexity of Type 1 & 2 diabetes, competitive treatment landscape and treatment guidelines Drive appropriate utilization of approved products with (but not limited to) Heart Failure (HF) specialists, cardiology, nephrology, emergency medicine, advanced practitioners, HF clinic staff, and all other health care professionals within assigned accounts Develop strong working relationships with internal Product Marketing/Management team members to provide voice-of-customer and market observations to help optimize and develop successful long-term portfolio strategies Translate clinical data into a patient specific picture of product clinical attributes Maintain professional and technical knowledge by attending training, reviewing professional publications, establishing personal networks Complete all tasks on time and with quality, keeping things on track, organized and compliant Ability to learn, analyze and understand and convey technically complex information Fully comply with all laws, regulations, company policies, Code of Conduct, all privacy, and data guidelines, relevant to state and federal laws and regulations and terms prescribed in the PDMA Guidelines Participate in teleconferences, district meetings, external engagements and training sessions as required Represent Company at National and/or local conventions when requested Responsible for observing all Company, Health, Safety, and Environmental guidelines Compliantly use MannKind’s Marketing and Sales tools to contribute to the sales process Overnight travel may be required based upon territory/geography Duties and responsibilities are not limited to the work listed above and may include other assignments as necessary

Requirements

Bachelor's Degree from an accredited college or university and 3 years of sales experience OR Associate’s Degree and 6 years of sales experience OR High school diploma/GED and 8 years of sales experience
Valid driver’s license and safe driving record
Must live within territory boundaries

Nice To Haves

Minimum 3 years of experience selling in a complex and competitive environment
Prior sales and/or pharmaceutical sales experience within Endocrinology AND/OR Nephrology
Pre-existing Endocrinology AND/OR Nephrology relationships in existing territory/geography; at least 3 years
Strong working knowledge of the complexity of Type 1 & 2 diabetes and nephrology treatment landscape and treatment guidelines
Experience with product launch.
Experience in Medicare population is a plus.
Experience working with a HUB and specialty pharmacies.
Experience in Medicare population with coverage determination facilitation OR extensive prior authorization experience.
Knowledge of medical, healthcare, or pharmaceutical industry
Must be able to understand regulations related to the healthcare industry
Strong understanding of the sales cycle with the ability to deliver a clear and concise selling message in a professional manner
Skills in clinical selling; leveraging clinical data to drive patient outcomes in a compliant manner
Track record of documented sales growth in a highly competitive field
Self-motivated, able to take initiative proactively and maintain high levels of accountability
Ability to take responsibility, uncover and pursue prospects for growth and business opportunity
Excellent planning skills with the ability to map out the actions to be taken for the business to arrive at its goals and implement those plans
Demonstrated judgment and decision making with the ability to analyze all alternatives and decide on a course of action
Excellent communication, organizational and time management skills

Responsibilities

Achieving identified territory sales goals whilst observing and applying full adherence to all MannKind compliance policies and procedures including messages consistent with FDA label
Delivering effective sales presentations to targeted customers
Identify and establish customer relationships, maintain in-depth knowledge of disease state, products, competition, and territory
Maintain agreed upon budgets and associated timelines for the territory
Align territory growth to business unit strategy and incorporate use of available tactics/resources
Solve customer challenges translating clinical data into a patient specific picture of product clinical attributes
Demonstrate total customer engagement through total account management, developing relationships and creating value by providing varied perspective regarding gaps in current treatment plan
Takes a tailored approach to reduce the practice pathway friction through effective strategic use of approved materials, programs, and resources
Maintain knowledge of latest clinical data, industry changes, and medical data and communicate this information to healthcare professionals in a compliant manner
Monitor sales activity via available reports and analyses and identify territory growth opportunities based on geography insights (data, key stakeholders, local and national payer landscape)
Organize plan and call routing through informed data and customer insights
Effectively execute a data-based pre- and post-call plan
Productively communicate to customers, peers and various stakeholders
Demonstrate strong working knowledge of the complexity of Type 1 & 2 diabetes, competitive treatment landscape and treatment guidelines
Drive appropriate utilization of approved products with (but not limited to) Heart Failure (HF) specialists, cardiology, nephrology, emergency medicine, advanced practitioners, HF clinic staff, and all other health care professionals within assigned accounts
Develop strong working relationships with internal Product Marketing/Management team members to provide voice-of-customer and market observations to help optimize and develop successful long-term portfolio strategies
Translate clinical data into a patient specific picture of product clinical attributes
Maintain professional and technical knowledge by attending training, reviewing professional publications, establishing personal networks
Complete all tasks on time and with quality, keeping things on track, organized and compliant
Ability to learn, analyze and understand and convey technically complex information
Fully comply with all laws, regulations, company policies, Code of Conduct, all privacy, and data guidelines, relevant to state and federal laws and regulations and terms prescribed in the PDMA Guidelines
Participate in teleconferences, district meetings, external engagements and training sessions as required
Represent Company at National and/or local conventions when requested
Responsible for observing all Company, Health, Safety, and Environmental guidelines
Compliantly use MannKind’s Marketing and Sales tools to contribute to the sales process
Overnight travel may be required based upon territory/geography
Duties and responsibilities are not limited to the work listed above and may include other assignments as necessary