Academic Territory Business Manager

Description

The Academic Territory Business Manager (ATBM) is responsible for achieving sales and business objectives with the client's top customers within teaching hospitals and academic centers in their respective geography (which may overlay multiple Territory Business Manager territories). The ATBM will also be responsible for supporting and growing relationships with the assigned institution and key individual customers. The ATBM will play a key role in developing and executing our territory strategy and must be able to navigate complex hospital and academic center systems, as well as work collaboratively with the Commercial team members to shape and drive product priorities within the account. The ATBM reports into the local Regional Business Director (RBD).

This position requires strong clinical and disease state knowledge and the ability to understand the complexities of the hospitals and academic institutions to maintain existing patients while facilitating coverage of and growth of new business. The role also includes active collaboration with TBMs, Market Access and other stakeholders such as marketing and medical affairs, to ensure alignment on integrated tactical plans.

Job Responsibilities

• Increase sales of the product in targeted accounts and among targeted HCPs in by prescribing per label in appropriate PBC patients
• Navigate complex teaching hospitals and academic center environments; be able to identify influential stakeholders (Department Heads, Fellowship Programs, etc) identify their needs, and build strong B2B and B2C relationships with them
• Demonstrate in-depth knowledge of the product, patient access program, distribution models, patient and HCP issues, business strategy and competitive environment, and stay abreast of key market access issues/trends
• Problem solve, set and own a plan, and adapt the plan as needed in order to drive initiatives to completion in a flexible and impactful manner
• Achieve territory-level corporate goals for teaching hospitals and academic centers
• Support key opinion leaders (KOLs) and execute company-sponsored speaker programs
• Drive collaboration and facilitate coordination between cross-functional teams to ensure seamless customer experience for stakeholders within teaching hospitals and academic centers
• Communicate frequently with other ATBMs and TBMs across the country and cross-functional counterparts such as marketing, sales ops, market access, and training to create alignment of POA plan, focus on strategic drivers, and sharing best practices
• Lead stakeholder engagement and shape strategic priorities in partnership with key teaching hospitals and academic centers
  
  

Qualifications

• Bachelor’s Degree required
• Minimum 5 years of proven success in a pharmaceutical sales role required
• Prior institutional sales experience and expertise required
• Specialty product sales experience preferred
• Experience working with Fellowship programs a plus
• NP or PA experience working in both institutional/academic setting and community office a plus
• Proven ability to understand, articulate and routinely present complex, scientific information required
• Advanced level of proficiency with the Sales Force CRM, PowerPoint, Excel, etc.
• Must live within territory or within territory boundaries; Must live near major airport within territory if ATBM covers multiple cities
• Ability to travel up to 50%-70% depending on geography, which may include overnight and/or weekend travel, required
• Demonstrate a mindset of continuous learning and development and seek career growth opportunity where appropriate
• Excellent interpersonal, verbal, and written communication skills
• Ability to develop and sustain customer relationships
• Proven ability to work collaboratively with a cross functional team to execute a plan
• Ability to analyze data, recognize patterns, and use a data-driven approach to inform strategic decisions
• An understanding of market access payer and specialty pharmacy landscapes
• An understanding of and ability to navigate academic medical center/hospital systems
• Strong business acumen, problem solving, and business planning skills
• Extensive knowledge of compliance requirements for interacting with healthcare providers
• High achievement, drive, self-motivation, integrity, and willingness to mentor others
• Learning agility and ‘scalability’ to take on increasing responsibility as the company grows
• Consistent demonstration and embodiment of our Corporate Beliefs: Passion for Innovation; Think Big, Act Small; Learn to Dare; and Teams Build the Future
• Ability to have fun and thrive in a growing, diverse, and inclusive work environment