Area Business Lead, Hospital (Anti-Infectives) - West
$170,000–$235,000 year
On-siteLos Angeles, California, United States
Job Summary
Create and execute Key Account Management strategies to achieve monthly, quarterly, and annual product access and launch objectives within hospital territories. Recruit, hire, train, and retain a team of hospital Key Account Managers, while proactively developing talent pipelines and addressing performance gaps through coaching and disciplinary guidance. Act as a player-coach to communicate clinical data to executive stakeholders and KOLs, conducting regular field coaching days and maintaining comprehensive performance documentation. Develop business plans to drive regional and national goals, manage team budgets, and ensure strict adherence to compliance policies and regulations. Requires 10+ years in pharmaceutical sales with hospital district management experience, significant field travel (80%), and valid driver's license.
Required Qualifications
- BS/BA degree
- Minimum 10 years successful sales/management experience in the pharmaceutical industry
- Prior experience as either a people manager or a peer leader who mentors and coaches others
- Proven track record of consistent high performance – both within a hospital pharmaceutical sales team
- Strong understanding of how hospital products are purchased, ordered and administered which include knowledge of the formulary process and reimbursement policies
- Ability to understand and navigate hospital and institutional systems to gain access to key decision makers
- Experience in building rapport and relationships within the institutional setting in order expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals
- Ability to communicate clinical data
- Business to business experience and/or ability to demonstrate strong influencing skills
- Excellent communications skills (oral, written, presentation) and human resources skills
- Demonstrated business acumen, selling skills, leadership skills and coaching/training/development abilities
- Strong initiative, judgment and decision-making ability
- Ability to strategically plan, organize and adapt
- Valid driver's license with a clean driving record
- Ability to pass a complete background check
- Must have valid licenses and credentialing required to conduct business in assigned territory
- Ability to articulate clearly and conduct verbal presentations with large and small audiences
- Ability to travel via automobile and/or airplane
- Ability to view video display terminal images < 18" away from face for extended period of time – up to four (4) hours at a time
- Ability to operate a computer keyboard and telephone
- Ability to sit for extended periods of time – up to four (4) hours at a time
- Ability to lift, tug, pull up to fifteen (15) pounds
- Complete full onboarding curriculum
- Pass live call certification and mock objections during ride-along training
Desired Qualifications
- MBA/MS
- Anti-infective experience
- Previous experience as a hospital pharmaceutical district manager
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