Job Details

Integrated Health System Manager N. California

Req ID: R0026992
Category: Sales
Location: Remote job in CA, US

Posted Date: October 4, 2018

Job Title: Integrated Health System Manager, Immunology

Summary:

Under the direction of the Integrated Health System Director, the Integrated Health System Manager (IHSM) will be responsible for sales and account management activities including securing access and generating demand for ImmuneGlobulin products, Albumin, and the broader shire portfolio primarily with account access decision makers and HCPs treating patients, new account development and/or expanding existing accounts in the hospital, integrated delivery networks and non-reporting Specialty Pharmacies. The focus of demand generating responsibilities will be determined by the Integrated Health System Director, while the IHSM should be able to provide insight into the overall strategy and tactics deployed on a regional basis.

Essential Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

1. Portfolio Selling- IHSM is responsible for ImmuneGlobulin products, Albumin, and the broader shire portfolio.

2. Business Acumen-

a. Strong negotiating and contracting capabilities and deep understanding of implications of the changing health care landscape to the needs of accounts

b. Understanding of US contracting landscape and implications regionally derived contracts have on the entire US business portfolio.

3. Value-based Selling- Delivering a value proposition beyond product and price, including FDAMA 114 messaging.

4. Matrix Management- Coordination of multiple stakeholders including Sales partners, Clinical Educators, Reimbursement Managers and Managed Markets.

5. Compliance – IHSM must operate within Shire compliance guidelines at all times.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

  • Ability to operate in a team environment and adapt to fast changing business priorities and projects
  • Previous hospital sales experience and proven track record of sales successes within the xxxxx institutions
  • Strong preference for previous Account Management experience or Immunology Sales experience
  • Strong preference for professionals with prior account Sales and Contracting experience
  • Candidate must possess strong interpersonal and communication skills, both written and oral, as well as negotiation and presentation skills. Position requires ability to analyze and interpret data for effective sales strategies. Travel is required and may involve visits to remote or urban areas either individually or with other personnel.
  • Must have good organization and time management skills. Ability to understand and adapt to customers’ changing needs. Demonstrates business acumen and strong knowledge of sales processes.
  • New product launch success
  • Working knowledge of accounts in a territory and relationships with HCP
  • Results Driven – a track record of results and compliance throughout the career
  • Demonstrated EQ
  • Mastery of the selling process

Bachelor’s degree with 5+ years of demonstrated successful relevant healthcare sales experience in managing and being accountable for own territory. Ideal candidate possesses experience in hospital or specialty sales (injectibles or infusions) and account management including working with payor and/or reimbursement situations, and managing a large geography with diverse customer types.

Candidate must be highly driven to manage multiple accounts and business situations and willing to travel 50% including corporate meetings.