Acute Care Business Manager (ACBM) Job Description:
Critical care, rare disease, hospital account sales position focused on launching and selling products. This position requires educating and presenting complex clinical disease state information to advance diagnosis and treatment. Launch and P&T formulary approval process experience necessary. The position requires strong business acumen with a focus on cross functional HCPs including hepatology, nephrology, transplant, critical care, intensivists, critical care pharmacy and nursing.
Principal Responsibilities
*Meet or exceed sales objectives/quota.
*Thorough understanding of disease state and ability to effectively educate HCPs
*Achieve formulary adoption within the hospital/hospital system
*Sells product and drives adoption
*Understands the market landscape and competing products
*Analyzes territory and account data, uses good judgment and experience to identify business opportunities and drive product utilization
*Prioritizes sales activities and continually evaluates targets to exceed goals and impact
*Develops KOLs and implements programs consistent with product strategy to drive sales
*Develops and maintains relationships with internal colleagues and external HCPs
*Ensures compliance with all applicable laws, policies and procedures in conducting business
*Meets specific expectations on speaker events and other available promotional resources
*Devise and implements a plan to address distribution channel, access, competition, and market challenges to positively impact sales
*Understands reimbursement model and value proposition for hospital economics
within a small company culture
*Support local and national meetings and conferences
Minimum Requirements
Experience / Skills:
*B.A. or B.S. degree in relevant field or equivalent experience, M.B.A. a plus
*5 years recent hospital sales experience and/or critical care experience, or an emphasis in hepatology/nephrology
*Current experience within the territory and customer knowledge highly preferred.
*Strong business acumen, planning, technical and clinical presentation skills
*Excellent verbal and written communication and interpersonal skills
*Proven record of sales and skill promoting within hospitals, systems and IDNs
*Strong collaboration and teamwork skills with multiple business partners
*Valid driver's license
*Required to pass all product training testing
*Overnight travel expected as needed
Preferred:
*Transplant, Academic and Community institutional selling experience
*Strong success with new product launch formulary approval and pull through success
*Institutional formulary and contracting process experience
*Working knowledge of Veeva/CRM systems
