Description

Prof Urology Sales Spec
Location:	NY – Manhattan
Position ID:	P0001433
Description
Endo Pharmaceuticals is a U.S.-based, specialty healthcare solutions company, focused on high-value branded products and specialty generics. Endo is redefining its position in the healthcare marketplace by anticipating and embracing the evolution of health decisions based on the need for high-quality and cost-effective care. We aim to be the premier partner to healthcare professionals and payment providers, delivering an innovative suite of complementary diagnostics, drugs, devices and clinical data to meet the needs of patients in areas such as pain, urology, oncology and endocrinology. The Urology Sales Representative is responsible for selling, promoting and marketing Urology product(s) to specialty physicians, health care institutions, and other designated accounts within his/her designated territory. The Urology Sales Representative is expected to produce a sales volume at or above his/her assigned sales quota by focusing on account management and bringing appropriate resources to solve barriers to use. Works with his/her manager to receive and review annual sales quotas for his/her territory of responsibility. Reviews sales quotas in relation to quarterly breakdowns and works with his/her manager to determine strategies and action plans for achieving or beating sales to goals and the continuous development of his/her territory of responsibility. · Follows the marketing plan for each product and adheres to the Code of Conduct and all applicable company policies. · Receives expense budget guidelines and parameters from his/her manager. Uses to review plans for expenditure to support sales and territory development plans and to maximize ROI. · Applies his or her independent judgment and discretion on a daily basis to develop and implement a plan for achieving Endo management goals. · Uses his/her product knowledge, knowledge of competitor products and applicable disease states to sell effectively, and with recognition to the specialist and/or more complex nature of his/her client group. Continuously strives to increase his/her product knowledge base through regular review of the surrounding marketplace; changes, enhancements, developments to competitor products, the most up-to-date research regarding disease states and patient needs. · Uses the tools and resources provided by the company, specifically marketing, SFA tools and his/her manager to conduct selling activities. Assimilates this information to provide his/her clients with the most current context for prescribing the product(s) of his/her responsibility. · Uses the physician, institution, and pharmacy lists, appropriate to his/her designated sales territory, to identify appropriate targets for product presentation and sales development. Uses his/her previous territory management experience to identify additional client targets for his/her territory. Through analysis and territory management know-how, he/she creates a client target list that forms the baseline for his/her territory sales activities. Additionally, analysis and territory management know-how, are used by him/her to scale sales efforts for maximum increase in market share and total sales. · Determines a territory plan for territory development and sales activities on a monthly basis that enables full compliance with monthly/quarterly/annual call plan objectives. Creates a monthly call plan that provides for maximum development toward enhanced market share for his/her product(s) of responsibility; provides this also to his/her manager for further review and consideration. Revisits his/her monthly territory call plan on a weekly basis to determine more urgent or pressing areas for attention. · Uses his/her territory call plan to conduct daily visits with clinicians, office, facility, pharmacy and institution staff. Uses daily visits to build client relationships, gain trust and credibility. Gains credibility with client targets through using his/her wide marketplace knowledge in relation to the product(s) of his/her responsibility. · Takes a consultative sales approach in gaining knowledge of clinician, medical office, facility, pharmacy, institution, and patient needs in relation to his/her product(s) of responsibility. Identifies obstacles or barriers to prescribing or using his/her product(s) of responsibility. Provides solutions to clients to remove obstacles and barriers for prescription and patient use of his/her product(s) of responsibility. · Knows the resources available to him/her and uses these as appropriate to maximize the client and patient experience with the product(s) of his/her responsibility. · Develops his/her territory through longer-term plans for appropriate in service and speaker programs. Determines monthly, quarterly, and annual programs that align to his/her territory development plan; continually providing product and product-related information to existing and future clients. · Uses his/her sales know-how, available resources, and creative thinking to continuously identify unique opportunities for enhanced market share; opportunities for dedicated one-on-one time with physicians, creative approaches to long-term relationship building, etc. To do so, he/she will often work closely with his/her manager and other sales team members within his/her territory (to include co-promotion partners). · Continuously partners with co-promotion partners, where applicable, to review, identify and agree upon territory opportunities for enhanced market share. · Participates in his/her district’s POA (Plan of Action) meetings to review sales progress for previous period versus goals for the next period in attainment of the overall annual sales quotas for his/her territory of responsibility and the call objectives. · Seeks guidance and direction from his/her manager; namely for enhancing his/her sales ability, product and practice knowledge, business development opportunities in his/her territory, removing any barriers or obstacles, service and/or supply inquiries. · Participates, as and when appropriate, in special projects or initiatives. Requirements: · Bachelor’s degree (Majors preferred – Sciences, Business, Healthcare Fields) · 2 or more years pharmaceutical sales experience · 1 or more years specialty pharmaceutical Sales experience (preferred) · Good understanding of various sales distribution systems and reimbursement systems including specialty pharmacy, buy-and-bill sales and selling within the hospital environment · Selling acumen across multiple sales models and product lines including testosterone replacement therapy, oncology-based or chemotherapeutic-based Urologic products and Urology-based lab services · Consistent sales record; proven ability to manage ever-increasing quotas and sustain an upward scale in meeting quotas · Consistent placement in top 1/3 of previous companies sales ranking · In-depth product knowledge; can relate product(s) and drug delivery systems features and benefits to the applicable disease states for effective disease state and side effect management · Significant PC knowledge · Driver’s license http://tbe.taleo.net/NA6/ats/careers/requisition.jsp?org=ENDO&cws=1&rid=2774&src=ind&source=Indeed.com

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