Senior Oncology Account Manager - Upstate, NY

This position reports directly to the Regional Sales Manager.

Key Skills: 

Strategic Account Management:

Customer Understanding

• Possess strong sales analytics capabilities with demonstrated understanding of prescribing and purchasing decision processes and any marked differences from national trends

• Demonstrate a thorough understanding of:

  • Internal customer business models - how profit is generated, business and financial risks, cost impacts of managing patient care

  • External customers - current reimbursement landscape/ managed care, payer issues and trends, and other factors which inform the development of one’s annual territory business plan

• Gain understanding of customer needs through thorough research and analysis to understand the specific needs and requirement of each customer/and or account

• Identify key stakeholders within the account and understand their roles, priorities, motivations and patient needs

• Proven excellence to leverage all available resources - dashboards, alerts, omnichannel reports, speaker programs, conference attendance

• Actively gain customer insights and provide timely feedback to cross-functional partners and regional sales manager regarding account business trends, changes in the therapeutic landscape, performance, industry issues and business opportunities and obstacles

Strategic Planning:  Keep the needs and expectations of the customer/patients at the forefront of all that we do

• Define clear, measurable objectives that align both with the company goals and the goals and needs of the customer

• Develop tailored strategies and tactics to address the unique needs and challenges of each customer

• Determine the resources required to execute the strategic account plan effectively

• Continuously review and adjust the strategic account plan based on activities, feedback, changing market conditions and evolving customer needs

• Develop and implement customized account strategic plans with clear next steps, specific strategies and tactics and appropriate utilization of resources while meeting the needs of our customers

• Demonstrated collaborative efforts with cross-functional teams including marketing, medical affairs and market access to align and execute on account strategies to achieve common business objectives

• Work with customer facing colleagues to facilitate achievement of the respective functional tactical objectives

• Recognize changes in the work environment to ensure effective development and implementation of alternate plans to achieve objectives, modify call plan/business plan activities as needed

• Strong ability to identify patterns and trends from multi-source data (OmniChannel) for divergent collaborative problem solving

Teamwork & Collaboration:

• Maintain an enterprise mindset and cross-functional thinking to maximize one Jazz customer engagement

• Highly effective at leveraging cross-functional partnerships with marketing, medical affairs and market access with the goal to advance Business Unit and organizational interests

• Engage and align with cross-functional partners to mobilize resources and ideas to deliver to successfully meet customer and patient needs

• Actively shares insights and best practices across the team; demonstrates trust in others by consistently finding opportunities to contribute to their effectiveness and impact

• Work effectively with customer facing colleagues to facilitate achievement of the respective functional teams' tactical objectives

• Lead where appropriate as the main point of contact for designated accounts and collaborate with cross-functional partners to create a streamlined, organized interface between account stakeholders and all field facing colleagues

Selling Effectiveness:

• Effective promotion of Jazz Pharmaceuticals Adult Oncology products to physicians and other health care providers within the designated area at both community and Academic centers

• Institute a network-selling mindset to customer relationships, seeing them as part of a connected healthcare ecosystem to broaden connections across an account

• Stay abreast of industry trends, competitive landscape, and clinical developments in oncology to effectively communicate product differentiation and value proposition

• Ability to adapt quickly to new tools and resources for successful customer engagement; leverages analytics to assist with developing insights and next best action plans 

• Identify, establish and maintain strong relationships with key physicians, health care providers and organizations within assigned territory

Product and Scientific Knowledge:

• Educate physicians and other health care professionals about Jazz Pharmaceuticals product(s), providing the most current information about the approved indications for the company’s products within the current disease areas of focus:  Small Cell Lung Cancer (SCLC) and Gastrointestinal (GI) Cancers

• Demonstrates a superior level of effectiveness in communicating, educating, and consulting across multiple disease states

•  Effectively and appropriately responds to the customer’s questions about other approved products/therapies, based on the clinical information contained in the package insert and per company compliance guidelines

• Demonstrate to customers and internal team members a high level of clinical knowledge of a) the disease state, and b) Jazz product(s), based on the clinical information contained in the package insert

• Demonstrates confidence in appropriately challenging prescribers about treatment decisions associated with assigned product

Execution:

• Participate in organizing and facilitating meetings for the exchange of medical and product information in line with the company’s policies, regulatory and legal requirements

• Represent company at live and virtual conferences, attend company meetings, educational events, training programs and functions as needed

• Utilize CRM tools to effectively manage customer interactions, track sales activities and maintain accurate territory records

• Present a positive and professional image of Jazz Pharmaceuticals, and ensure activities are consistent with and enhance the company’s ethical pharmaceutical marketing policies and procedures

• Special projects as assigned

• Comply with all legal/regulatory guidelines of the Food, Drug and Cosmetic Act, the Prescription Drug Marketing Act, the Pharma Code, OIG guidelines, and all other applicable federal and state regulations

• Perform all activities within allocated budget

Required Experience

• Four-year college/university degree

• Experience in Oncology

• Excellent verbal and written communication skills with an effective presentation style both in face to face and virtual interactions to connect and build credibility with healthcare professionals

• Ability to meet territorial travel requirements

Preferred Experience

• Post-graduate business school study, training

• Minimum of 5 years in the oncology market

• Strong clinical, technical and scientific knowledge of product(s); applicable disease states desired

• Strategic thinker who can drive a strategic account business plan

• Strong key account management experience working in complex academic and community accounts, identifying influential stakeholders, and working with them to better serve patients

• Demonstrated history of strong business acumen, problem solving, effective prioritization, account management and effective sales data analytics skills

• Skillful in fostering teamwork and collaboration in cross-functional account management

• Results oriented with a proactive and Self-motivated approach to driving sales growth

• Experience with GI, HER2 landscape, biomarker driven therapeutics and/or Lung Cancer highly preferred

• Key Account & Market dynamics knowledge

Description of Physical Demands

• Frequent travel between meeting sites

• Frequently operating a computer, printer, telephone and other similar office machinery

• Frequent interactions with external contacts in their office environment with little exposure to excessive noise, dust, fumes, vibrations and temperature changes

• Frequent computer laptop or tablet use, not usually at a workstation

• Responsibilities may require a work schedule that may include working outside of “normal” work hours, in order to meet business demands

• Frequent public contact requiring appropriate business apparel

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