Summary

• Communicate with assigned customer account holders to sell the organization's products within a designated geographical territory.
• Focus on the territory's sales objectives, new business development, and finding solutions for problematic or key markets.
• May be assigned to special markets or complex product lines that require considerable customer relationship skills.
• Organizes own work routine but guidance is provided by the Regional Sales Manager and the Marketing department.

Major Areas of Responsibility

• Selling skills \ message mastery
  • demonstrates in-depth understanding of their promoted product key messages and consistently delivers to customers in a variety of selling situations
  • engages customers in a needs-based selling discussions that position our products as a solution to established or identified customer needs
  • leverages the clinical\ business\social needs of the customer in order to drive adoption of our products and build long-term loyalty
  • treats everyone in the office as a customer (front office staff, nurses, office manager, etc.)
  • has the situational awareness to read the environment in an office\clinic and adapt their approach based on the circumstances
• Entrepreneurial
  • manages their territory like it is their own business
  • demonstrates the ability to formulate short and long-term customer plans to achieve sales objectives
  • is accountable: “owns” the results
• Strategic agility\Business acumen
  • able to take a bigger picture view of their territory to assess and analyze the potential to grow their business
  • develops effective business plans
  • able to use the various data sources (Xponent, TSA sales, FSA data) to analyze their territory in order to identify business opportunities
  • leverages doctor-level data and knowledge of the customer to individualize their selling approach
  • knows how to work the territory effectively to achieve the right call frequency on key physicians
  • understands how to work the doctor’s office \ clinic to optimize access to key decision makers and use of selling time
• Customer focus
  • dedicated to meeting expectations and requirements of customers (external and internal) and acts with the customer in mind
  • establishes and maintains effective relationships with customers and gains their trust and respect

Education/Competencies requirements

• Education: A Bachelor Degree, preferably in Business or Sciences.
• Experience:  5-7 years of proven pharmaceutical sales experience and CNS experience are required.
• Interpersonal Skills/Competencies:

• • Motivated self-starter with exceptional communication and interpersonal skills
  • Flexible to adapt quickly and anticipates the challenges
  • Agility to learn and be coached
  • Passionate and thrives on challenges
  • Initiative to act quickly on business opportunities
  • Sense of urgency
  • Team player
  • Strong computer literacy, public speaking, and organization skills
  • Ability to discuss matters within a scientific context.

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