Position Title: Hospital Sales Representative
Department: Commercial - Sales
Reports To (title): Regional Business Director
Location: Nashville, TN
Summary of Position:
The Hospital Sales Representative will be responsible for consistently meeting and exceeding territory sales and performance objectives. The objectives include financial and performance measures that are met through a solutions-oriented and collaborative sales approach. The Hospital Sales Representative’s primary sales targets are Hospital Accounts, Hospital affiliated Outpatient Treatment Centers and their affiliated practitioners. Sales targets include specialty office based practices in accordance with the territory call plan.
Position Responsibilities:
- Achieve all territory sales objectives by generating high demand within targeted accounts
- Develop, execute, and monitor territory plans; strategically and consistently targeting key stakeholders within each account and office to expand product usage and customer base.
- Advance hospital and specialty customers along the sales continuum and gain prescriber commitments though effective questioning, active listening, utilizing approved marketing and sales materials
- Demonstrate knowledge of promoted product(s), competitive brands and disease state, patient profiles, and treatment pathways
- Achieve success in a complex, matrixed selling environment in which the need for collaboration and cross-functional discipline is critical. Cross-functional partners may consist of Territory Partners, Market Access, Medical, Marketing and Operations colleagues
- Develop a strong, collaborative partnership with field-based colleagues to ensure the appropriate level of cross-functional support for customers within a defined geography and for developing and executing pull-through strategies.
- Develop and execute pull-through strategies that increase adoption and usage of Paratek products in appropriate patients.
- Use data tools and insights, and other informational sources to determine strategies and tactics for business decision-making.
- Utilize CRM technology in an accurate and timely manner to report activities and account level details
- Distribute samples and record sample transactions in accordance with Company Policy and PDMA guidelines
- Ensure compliance with all company policies, procedures, principles, values, and applicable laws.
- Manage appropriate utilization and distribution of resources including territory budgets, Speaker Programs allocations, samples, etc.
- Comply with all company training requirements, learning modules, required acknowledgements (IC plans, Compliance, etc.)
- Complete all administrative duties as required and on time. This includes but is not limited to accurate and complete call reporting, expense report management, time off management in ADP, etc.
Candidate Requirements:
- Emulates Paratek’s Core Values: Resourceful, Collaborative, Passionate, Purposeful
- Bachelor’s Degree or equivalent combination of skills and experience, required
- 5+ years of pharmaceutical sales experience with a minimum of 3+ years of sales experience within the hospital/acute care/ and out-patient setting, required
- Documented and measurable track record of sales performance which includes meeting or exceeding territory performance goals and achieving national levels of recognition, required
- Account based selling experience (Hospitals, Wound Care Centers, or Infusion Centers), within territory assigned, required
- Experience calling on Infectious Disease, Hospitalist, Critical Care Pulmonologist, and Emergency Medicine, and other specialties impacting Physician Owned Infusion Centers (POIC’s)/Wound Care/ strongly preferred
- Experience building advocacy in a hospital (with or without a formulary win) for an acute care product, required
- Proven ability to understand, articulate and routinely present complex scientific information, required
- Knowledge of formulary approval process and driving formulary approvals, required.
- Strong presentation, organization, administrative and communication skills, required
- Experience in utilizing and optimizing CRM systems in support of territory dynamics, required
- Strong understanding of product flow through Specialty Pharmacy, Specialty Distribution, and Buy & Bill channels, strongly preferred
- Prior experience promoting newly launched product(s), strongly preferred
- Meet all requirements for pre-employment screening (background investigation, drug testing and motor vehicle history) along with ongoing customer credentialing
- Safe driving record and valid driver’s license, required
Additional Information:
- Technology needs: Microsoft Office, Veeva (preferred)
- Travel requirements (%): The average overnight travel for this position is up to 30% with some variation based upon the time of year and demands of the business imperatives. The travel requirements will vary based on the geography and account responsibilities for this position.
