Institutional Director - West - (1450091686) - Phoenix, AZ | Biospace
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Institutional Director - West - (1450091686)

AstraZeneca Pharmaceuticals LP

Phoenix, AZ
Posted Date:
Position Type:
Full time
Job Code:
Required Education:
Bachelors Degree
Areas of Expertise Desired:

Job Description

                                       Location:Phoenix, United States
Job reference: 5000161965510
Posted date: Oct. 31, 2016

 Responsible for results and coordination of selling activities within indentified key institutions. As the primary liaison of individual key institutions, is responsible for the effective implementation of key account strategy at the member hospital institution level.

Major Responsibilities

Account Planning & Strategy  
 * Serve as planning methodology expert for BRILINTA key account groups  
 * Lead integration account planning across CV Specialty, Managed Markets, and Brand Teams for targeted set of accounts  
 * Identify strategies with greatest account impact, formulate an appropriate account plan and enroll team to execute the plan  
 * Understand patient flow through the hospital system allowing teams to better determine additional points of influence (e.g. pharmacy, discharge, IT, etc.)  
 * Provide consistent institutional account tracking reports  
 * Conduct appropriate internal custom analytics as needed  
 * Understand the dynamics of the marketplace within the hospital system to build relationships with key stakeholders such as hospital CEO's, COO's, and physician groups etc.

Direct local teams  
 * Share effective practices and solutions across teams to address institution specific issues  
 * Conduct regular plan progress review meetings to allow Sales, MM, and Brand to present progress on actions and collaborate on next steps. Coordinate with MASD where appropriate. Identify market developments and trends requiring assessment by brand or sales  
 * Identify issues and opportunities that could enhance brand performance  
 * Make recommendations to sales leaders about personnel deployment / customer alignment  
 * Collaborate with sales leaders and representatives to support strategy implementation that is specific to each institution  
 * As new institutions are identified and added as key accounts, works to ramp up those new facilities and provides guidance in deployment of sales representatives per strategy

Collaborate with HQ/Brand Teams  
 * Propose marketing solutions to address issues  
 * Develop and display expertise in brand solutions and application of resources  
 * Functions as Sales -- Brand information Hub  
 * Comprehensive understanding of AZ and regulatory guidelines

Customer Interaction  
 * Conduct live customer interaction to reinforce sales presence, explain brand solutions and generate account insights  
 * Acquires customer knowledge, including institution market place interdependence, to assess customer needs  
 * Identifies and capitalizes on synergy opportunities in implementation strategy (i.e. division-level board meetings where all hospitals' executive leadership are present, etc.)  
 * Supports customer interactions and insights

 Minimum Requirements  
 * Minimum of 3-5 years experience in pharmaceutical and/or health care/sales including experience with the different account customer types  
 * Demonstrated leadership, project management and team development ability  
 * Demonstrated ability to work collaboratively with and influence peers and management  
 * Prior experience in sales management or general management preferred  
 * Demonstrated communication skills  
 * Demonstrated financial management skills (budgeting)  
 * Strong customer facing skills

Preferred Background  
 * Demonstrated ability to execute pharmaceutical strategy at the institutional level  
 * Demonstrated experience in complex selling environments (physician, managed markets or other)  
 * Ability to lead problem solving while being inclusive of other ideas  
 * Prior CV TA and Hospital selling / marketing experience  
 * Comfortable playing multiple roles from administrative (meeting coordination) to strategic leader of others (i.e., peer RSDs)  
 * Ability to demonstrate cross functional team leadership  
 * Prior experience in marketing planning & promotion


 Minimum Requirements  
 * Bachelor's degree.

No company relocation assistance provided

Next Steps -- Apply today!

To be considered for this exciting opportunity, please complete the full application on our website at your earliest convenience -- it is the only way that our Recruiter and Hiring Manager can know that you feel well qualified for this opportunity. If you know someone who would be a great fit, please share this posting with them.

AstraZeneca is an equal opportunity employer. AstraZeneca will consider all qualified applicants for employment without discrimination on grounds of disability, sex or sexual orientation, pregnancy or maternity leave status, race or national or ethnic origin, age, religion or belief, gender identity or re-assignment, marital or civil partnership status, protected veteran status (if applicable) or any other characteristic protected by law