Associate Sales Representative​/Sales Representative – Primary Care

Overview

The Associate Sales Representative/Sales Representative (SR) for Primary Care is responsible for promoting and selling primary care product(s) to healthcare providers, driving sales performance in alignment with business goals within the assigned territory. This includes driving demand, clinical education and sales by developing, coordinating, and implementing a strategic business plan for Primary Care Physicians. The position reports to the District Manager and will collaborate closely with Marketing, Market Access, and other internal partners to drive sales results.

The span of coverage will be within the Flint, Michigan territory. This role will require strong interpersonal skills, an understanding of the healthcare market, and the ability to meet and exceed sales targets.

• Educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
• Function independently with sales proficiency to drive sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations.
• Build and develop professional relationships with primary care healthcare professionals and pharmacy staff within assigned customers and territory.
• Develop and maintain in-depth knowledge of market, demographic, and managed care information relative to the assigned territory.
• Drive appropriate utilization of approved primary care product(s); collaborate with cross-functional partners to generate pull-through within local payers, community HCPs, etc.
• Work with District Sales Manager and Regional Sales Director to develop a local strategy and business plan to generate high-performing sales in the assigned territory.
• Capitalize on formulary approvals and other opportunities through effective targeting plans using promotional, digital, personnel resources and analytical tools to enhance effectiveness in the territory based on local needs.
• Leverage expertise of the primary care marketplace, competitors, industry, and cross-functional plans to anticipate and manage business opportunities and challenges.
• Provide special education to healthcare providers through programs that fall within Shionogi’s guidelines.
• Provide input to other commercial colleagues regarding strategic and tactical planning for territory, area, and region.
• Prioritize time and effort to ensure optimal coverage of physician targets through in-person and virtual discussions.
• Understand fully the assigned customers’ product and business needs and work to meet those needs while adhering to Shionogi ethics and compliance standards.
• Anticipate potential barriers to achievement of goals and propose responsible solutions for success.
• Handle customer objections effectively and exceed customer expectations with the value offered to physicians; may share training as needed in the region.
• Leverage emerging technologies to enhance performance and continuously improve proficiency.
• Understand and comply with pharmaceutical industry guidelines and regulations and apply high ethical standards in day-to-day work.

• BS/BA degree required.
• Proven track record of accomplishment in a professional role, academics, or related activities.
• Minimum of 3+ years prior sales experience required to be considered for the Sales Representative level.
• Proven track record of consistent high performance in a sales-focused role or other relevant experience preferred.
• Prior sales experience in pharmaceutical, healthcare, medical device, or related transferrable sales experience preferred.
• Proven track record in developing long-standing relationships with others.
• Ability to work independently and manage multiple clients.
• Ability to behave ethically and compliantly with company policies and applicable laws.
• Strong understanding of the primary care market and healthcare industry highly preferred.
• Knowledge of the medical, healthcare, primary care or pharmacy industry and clinical skills is preferred.
• Product launch experience is a plus.
• Knowledge of territory and established relationships with key stakeholders is a plus.
• Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools is a plus.
• Marketing and other commercial experiences with understanding of financial processes, Market Access, Project Management skills, and regulatory environment within biotech/pharma is a plus.

• Strong written, organizational, administrative and communication skills.
• Excellent judgment and decision-making skills.
• Excellent presentation and negotiation skills.
• Ability to receive effective feedback and redirect performance.
• Results oriented with strong time management skills.
• Ability to learn, analyze, understand and convey complex information.
• Ensures compliance with all corporate and industry policies and regulations.
• Effective prioritization, flexibility and change management in a dynamic environment.
• Customer…