Specialty Account Representative - Columbus, OH

Job Purpose

As a Specialty Account Representative, you must have a strong clinical mind for the hematology/oncology market, complex account management skills, an ability to develop strategic account relationships to influence thought leaders, and a solid business understanding of hematology/oncology practices at various sites of care, including community oncology and IDNs/health systems.

• Meet or exceed all territory sales objectives
• Achieve territory sales objectives through successful, compliant stakeholder meetings by preparing and completing territory business plans, implementing marketing strategies, and utilizing approved resources with various key stakeholders and decision‑makers.
• Maintain and expand customer base by building and maintaining rapport with key customers and identifying new customer opportunities across various customer segments
• Implement national and regional initiatives

• Effectively apply the Pharmacosmos selling process that is tailored to meet various customer needs across multiple products and brand strategies
• Exercise sound judgment, demonstrate self‑awareness and make appropriate decisions
• Be receptive to coaching and willing to apply feedback for ongoing development
• Maintain high level of proficiency in current product, market and disease state and deep understanding of complex customer types, product portfolio and competing products
• Execute effective account management process; apply an in‑depth knowledge of accounts and leverage acquired knowledge to expand business opportunities; identify an effective account targeting approach for performance success by utilizing knowledge of buy‑and‑bill, GPO contracting, and overall distribution channel dynamics for territory goal attainment
• Demonstrate business acumen by acquiring and analysing divergent information/data, recognising trends, and making informed decisions
• Prioritise, plan and execute systematically to evaluate business opportunities in line with corporate objectives and brand strategies, implementing a business‑planning measurement approach targeting accounts with greatest potential for positive business results
• Collaborate within and across functional areas, using cooperative and collaborative communication and execution with internal partners including Marketing, Training, Market Access, Strategy, Operations and Medical Affairs
• Demonstrate leadership by taking initiative on projects, participating in regional and national meetings, leading conferences and being involved in task force initiatives
• Proactively seek ways to improve performance, taking ownership of development and working with the Regional Sales Director to develop a career plan
• Display a high level of emotional intelligence to move business forward with both internal and external stakeholders
• Other duties as assigned

• Stay current and in compliance with all corporate policies as well as mandated government regulations
• Adhere to all policies and procedures outlined in the employee handbook
• Comply with all expense policies
• Strictly adhere to administrative requirements as directed by the Regional Sales Director and Pharmacosmos Therapeutics
• Other duties as assigned

• BS/BA degree required
• Minimum 6 years of current pharmaceutical sales experience
• Minimum 3 years of specialty pharmaceutical experience
• Buy‑and‑bill and HEM/ONC experience preferred
• Demonstrated knowledge and understanding of account‑based selling and experience selling an infusion (buy‑and‑bill) product and general knowledge of reimbursement
• Proven sales success in Hematology/Oncology and hospital accounts or various sites of care in the preferred territory
• Demonstrated ability to develop and expand relationships with various key stakeholders across complex accounts
• Strong analytical and business acumen
• Product launch experience preferred
• Documented track record of meeting or exceeding sales objectives
• Ability to meet requirement for up to 30% overnight travel

• Customer‑oriented:
  Respond to consumer needs and wants through planned, personalised communication…