PCP/Endo Business Specialist- Texarkana, TX

Description

The PCP/Endo Business Specialist is responsible for developing and implementing a plan for maximizing net sales of BIPI and co‑promoted diabetes products that aligns with directions from BIPI commercial leadership, BIPI guidelines, policies, and directives. The specialist conducts their business with key targeted healthcare providers and community hospitals and may have additional responsibilities in teaching hospitals, federal and military hospitals, managed health care facilities, group purchasing organizations, integrated delivery networks, etc.

Duties & Responsibilities

• Utilizes product knowledge and demonstrated selling skills to influence targeted health care professionals to support the use of BIPI promoted diabetes products. Executes brand strategies to ensure that company sales and marketing messages are delivered appropriately to customers. Establishes and maintains effective communication/cooperation/coordination with co‑promotion partners and BIPI employees.
• Completes pre‑call plans to meet key stakeholder needs. Builds discussion around customer needs and opportunities. Fosters customer network development and communication. Has accurate and timely follow‑up discussions with customers. Fosters ongoing trust with customer as relationship develops. Uses appropriate BIPI Sales Training techniques to facilitate the customer decision‑making process. Coordinates the engagement of healthcare providers through a range of personal and non‑personal channels, according to customer preferences.
• Identifies top plans for customers. Engages customers in comprehensive discussions on the payer environment, co‑pays, and formulary access. Works with Managed Care Area Managers to generate and sustain support for products on MCO formularies. Develops and influences an extended team to pull‑through MCO decisions. Delivers on “continuation of care” model, including discharge protocol, treatment algorithms, disease management, etc.
• Analyzes qualitative and quantitative territory information to optimize territory business plan and customer calls. Monitors local market conditions for changes that impact business. Develops plans to optimize allocation of key resources, including samples, co‑pay cards, funds for speaker programs, and funds for in‑office meals. Adjusts implementation plans on a regular basis (speaker mgmt., advocate development, etc.). Leverages opportunities that meet both territory and brand tactics. Utilizes supporting analysis tools to plan activity, report and monitor resource utilization, and maintain account and customer records. Completes all administrative responsibilities as directed by management. Successfully completes all Sales Training requirements.
• Identifies thought leaders, innovators and advocates to support BIPI products. Works with trained speakers for diabetes topics and products. Provides feedback and follow‑up to speakers and attendees. Initiates contacts and network‑building among advocates and customer groups. Develops plans to develop speakers and thought leaders. Manages programs and budgets to stay within standards.
• Works effectively with all customer‑facing roles (i.e. Account teams, Medical teams, etc.) in a given geography to meet customer needs and deliver net sales objectives. Demonstrates strong collaboration and communication as customers evolve and ownership of accounts transition from traditional to account‑based.
• Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures. When violations are noted/observed they are to be immediately reported to management. Demonstrates high ethical and professional standards with all business contacts in order to maintain BIPI’s excellent reputation within the medical and pharmaceutical community.

Requirements

• Bachelor’s degree from an accredited institution (preferred).
• Minimum of two (2) years successful sales and/or marketing experience in pharmaceutical/healthcare industry, pharmacy, B2B, customer engagement services, or equivalent.
• Experience in diabetes therapeutic area (preferred).
• History of successful performance.
• Meets expectations for the key competencies required for this role.
• Proficiency in Excel, Word, Outlook, and database applications.
• Ability to travel (may include overnight travel).
• Should reside in territory geography or be willing to relocate; exceptions granted by senior sales leadership.
• Valid driver’s license and acceptable driving record.
• Authorization and ability to drive a company‑leased vehicle or authorized rental vehicle.
• Physical Demands: daily travel within territory, multiple stops and visits to office buildings, hospitals and clinics; stairs, bending, walking, lifting up to 40 lbs; periodic overnight travel for training and meetings.
• Visual Demands: pass state motor vehicle vision requirement to operate a motor vehicle; must be able to work with external and internal customers; comfortable in new environments and adverse conditions.
• Temperaments/Mental Requirements: work with diverse groups; manage stress and conflict associated with gaining access to physicians in a highly competitive environment.
• Level of Proficiency: learn and retain complex material; pass tests demonstrating product and disease‑related knowledge; deliver content verbally in a clear, effective and accurate manner in strict compliance with regulatory and other requirements.
• Attendance / Schedule: at least 40 hours per week, requires morning and evening flexibility; self‑directed work environment.
• Remote engagement proficiency: deliver clear and compliant sales presentations remotely using video, phone and digital media applications; build customer relationships that facilitate live and virtual engagement opportunities.
• Eligibility under U.S. Export Laws: authorized under all U.S. Export Laws (EAR), including compliance with economic sanctions regulations (OFAC) as amended.

Executive Requirements

• Bachelor’s degree from an accredited institution (preferred).
• Minimum of five (5) years successful sales and/or marketing experience in pharmaceutical/healthcare industry, pharmacy, B2B, customer engagement services, or equivalent.
• Experience in diabetes therapeutic area (preferred).
• History of successful performance.
• Meets expectations for the key competencies required for this role.
• Proficiency in Excel, Word, Outlook, and database applications.
• Ability to travel (may include overnight travel).
• Should reside in territory geography or be willing to relocate; exceptions granted by senior sales leadership.
• Valid driver’s license and acceptable driving record.
• Authorization and ability to drive a company‑leased vehicle or authorized rental vehicle.
• Physical Demands: same as standard requirements.
• Visual Demands: same as standard requirements.
• Temperaments/Mental Requirements: same as standard requirements.
• Level of Proficiency: same as standard requirements.
• Attendance / Schedule: same as standard requirements.
• Remote engagement proficiency: same as standard requirements.
• Eligibility under U.S. Export Laws: same as standard requirements.