Medical Account Specialist, Oncology Sales - San Francisco/Sacramento

Location
Working from home
Posted
Oct 16, 2019
Ref
17986BR
Required Education
Bachelors Degree
Position Type
Full time
Known for its scientific and operational excellence, Regeneron is a leading science-based biopharmaceutical company that discovers, invents, develops, manufactures, and commercializes medicines for the treatment of serious medical conditions. Regeneron commercializes medicines for eye diseases, high LDL-cholesterol, atopic dermatitis and a rare inflammatory condition and has product candidates in development in other areas of high unmet medical need, including rheumatoid arthritis, asthma, pain, cancer and infectious diseases.

Duties and Responsibilities:

• Oncology Account Specialist role focused on key accounts and health systems across the Sales Regions

• Strategic account selling and management skills-Responsible for demand generation and selling directly to the overall account

• Develop strategy and execute tactics within key designated accounts in the Oncology therapeutic area to establish, generate and expand market share

• Responsible for creating and maintaining Account Profiles. (Hospitals, Clinics, Infusion Centers, KOL's, Target HCPs, aHCPs, etc.)

• Proactively identifies business opportunities with assigned accounts and leads appropriate coordination of effort by the Regeneron Oncology account team, e.g. supports pull-through activity with accounts

• Develop and execute integrated Account Plans based upon customer and market insights (via collaborative efforts across Regeneron Matrix/functional partners)

• Establish relationships and develop rapport with designated account health care professionals and key stakeholders; ultimately facilitating access to key decision makers and assisting in organizing executive engagements at designated accounts.

• Lead local market analysis and gather insights in partnership with Regeneron functional partners (OAS, ORM, TLL, RBD, NBD, Marketing MC Partners, etc.) to identify opportunities, align responsibilities and prioritize activities supporting oncology business & patient needs

• Executing branded and non-branded business objectives for assigned accounts and aligned health care professionals within affiliated hospitals, medical groups, clinics, infusion centers and pharmacies

• Presents the assigned Regeneron brands and services in a professional, compliant, ethical and effective manner; helping external customers understand the benefits and use of Regeneron brands/support services

• Monitors operating costs and compliance with territory budget

• Complies with all laws, regulations and policies that govern the conduct of Regeneron activities

Primary activities include and are not limited to the following:
Customer Relationships

• Establishes relationships and secures access to designated accounts, HCP's, aHCPs, key decision makers

• Identifies Influencers/Decision Makers in order to support clinical protocol development and care pathway placement with approved, on-label information and resources related to Regeneron products

• Proactively meets with customers to solicit feedback and adjust account plans on a regular basis

• Develops a breadth of relationships within segments of account to ensure understanding of each department objectives, goals, and challenges and identifies approved Regeneron Oncology resources that are aligned to the customer's needs

• Comprehends influence patterns within the organization, appropriately prioritizing stakeholders

• Works with key account stakeholders to influence development of policy and pathways that will ensure appropriate use of Regeneron Oncology products

• Enables coordination and information sharing across various matrix partners

• Enables executive engagements with key account personnel and Regeneron leadership.

Marketplace:

• Demonstrate comprehension of emerging trends in oncology (clinical & business)

• Stays current in awareness of NCCN Guidelines, ASCO Initiatives, etc.

• Existing and up-to-date knowledge of government and payer initiatives

• Maintains knowledge of oncology standards of care and emerging clinical trends (Knowledge of on-label product information related to these topics)

• Awareness of relevant diagnostics, genetic testing advances in support of targeted therapies

• Maintains knowledgeable on relevant quality metrics, clinical protocols, care pathways, and relative cost of care.

• Ensures Electronic Medical Record (EMR) systems and account processes are updated to include appropriate Regeneron products & indications

• Consistently and compliantly grow sales in designated accounts

Key Customer Management:

• Maintains a high level of knowledge around assigned target accounts (from various stakeholders and proactive research)

• Conducts Account profiling activities to ensure alignment of Regeneron Matrix team to appropriately educate, inform and resource assigned Accounts/HCPs/aHCPs to best serve patient needs

• Gains deep knowledge of each assigned account through internal research and proactive gathering and integration of information from various stakeholders within the account, e.g. business model, relevant business metrics, unique challenges, and strategic goals

• Aligns objectives, strategies and plan for use of approved tactics by Oncology account team members, focused on mutual goals of addressing customer's aligned needs, achieving business objectives, and improving patient health outcomes

• Consistently maintains a future focus on emerging trends and patient care needs in oncology, uncovering and reporting underlying issues that may inform broad or account-specific strategies

• Demonstrates commitment to compliance through understanding of regulations and policies that govern customer interactions and consistent focus on ensuring compliance with them

Requirements:

• Education: BS/BA (MBA Preferred)

• Strong presentation skills

• 10 or more years account sales experience in the pharmaceutical/biotechnology industry, with 5 years of relevant Oncology experience

• Experience working directly with designated key accounts and stakeholders

• 2 or more years of experience working with key thought leaders or high influence customers in large group practices, hospitals, or managed care organizations with a concentration in Oncology

• Experience with limited distribution specialty and/or orphan drugs as well as Part B "Buy and Bill" experience with biologics required

• Documented success managing institutional centers or accounts with multiple call-points (preferably comprised of multidisciplinary teams)

• Account management experience in calling on large Oncology group practices and/or integrated delivery networks

• Outstanding interpersonal, selling, presentation, influencing and negotiation skills: you have highly developed consultative selling skills and help your customers find solutions to their needs or problems

• Closed Health System account management experience preferred

• Successful track record of oncology launch w/in closed network Health System

• Proven track record of meeting or exceeding objectives & goals

• Business travel, by air or car, is regularly required (up to 60% overnight travel)

• California or Western U.S. based candidate preferred

This is an opportunity to join our select team that is already leading the way in the Pharmaceutical/Biotech industry. Apply today and learn more about Regeneron's unwavering commitment to combining good science & good business.

To all agencies: Please, no phone calls or emails to any employee of Regeneron about this opening. All resumes submitted by search firms/employment agencies to any employee at Regeneron via-email, the internet or in any form and/or method will be deemed the sole property of Regeneron, unless such search firms/employment agencies were engaged by Regeneron for this position and a valid agreement with Regeneron is in place. In the event a candidate who was submitted outside of the Regeneron agency engagement process is hired, no fee or payment of any kind will be paid.

Regeneron is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability status, protected veteran status, or any other characteristic protected by law.