Senior Specialty Sales Professional - Grand Rapids
Job Summary - a concise overview of the job
Fully functioning Sales Professional role that plans and executes a moderately complex sales process, focusing on gaining and leveraging an understanding of the customers’ objectives across their full spectrum of needs. The Senior Specialty Sales Professional has broad knowledge of the customer and leverages business knowledge to expand relationships with customers. The Senior Specialty Sales Professional can fully and knowledgably articulate the strengths and limitations of assigned Endo products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at the customer.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
§ Establish and maintain call objectives for geography with minimal consultation with Area Sales Manager (ASM) to assure proper portfolio balance and planned actions.
§ Develop and complete appropriate territory business plan for optimal activity
§ Create effective call plans that include who to contact, how frequently to contact them, and what products to focus on for each call.
§ Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.
Sales Call Execution
§ Understand and use approved promotional materials to support marketing message.
§ Employ effective selling model and techniques aligning to current strategies set forth by Endo Pharmaceuticals.
§ Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
§ Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.
Post-call Follow Up
§ Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
§ Effectively manage sample accountability program.
§ Execute all administrative responsibilities including but not limited to:
o Complete weekly activity reports as needed.
o Synchronize, check email, and voicemail at least once a day.
o Update ASM on territory business plan on a quarterly basis.
o Complete and track expense reports every 2 weeks at minimum or at the discretion of the ASM.
Maintain & Expand Market & Professional Knowledge
§ Maintain an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
§ Maintain an expert product knowledge base including patient education, consumer education, and factors influencing the market environment.
§ Learn and execute core sales training curriculum.
§ Learn and apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
§ Gain understanding of local ‘Payer’ environment and incorporate appropriate sales strategies.
§ Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor’s degree with 3-5 years’ relevant experience preferred.
§ Biopharmaceutical Industry experience required.
§ B2B sales experience required.
§ All newly-hired experiences (i.e. not entry level) Sales Professionals should enter at this level, regardless of their tenure or experience elsewhere.
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Able to understand technical issues (medical, computer, data analysis)
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
§ Externally Focused
§ Actively Listens
§ Manages Emotions
§ Flexes Customer Approach
§ Builds Customer Trust
§ Scans External Environment
§ Makes No Assumptions
§ Analyzes Market Trends
§ Knows Endo as a Business
§ Leverages Internal Network
§ Initiates Dialogue
§ Insightful Questioning
§ Manages Relationships
§ Advances Adoption
§ Expands Account Depth
Product & Therapeutic Expertise
§ Applies Product Knowledge
§ Articulates Marketing Messaging
§ Tailors Marketing Messaging
§ Articulates Competitive Attributes
§ Reframes Conversations
Drive for Results
§ Acts with Sense of Urgency
§ Communicates Compellingly
§ Takes Initiative
§ Creates Change
§ Gains Commitment
§ Upholds Endo’s Reputation
§ Takes Accountability
§ Adapts to Change
§ Creates Openness
§ Invests in Development
Physical & mental requirements e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.
§ Overnight travel is necessary (30% or more). Territory specific.
§ Must have valid driver’s license.
§ Ability to safely operate a motor vehicle.
§ Ability to lift up to 10 pounds.
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.