Jazz Pharmaceuticals
Senior Oncology Account Manager - Baltimore, MD/DE (Remote)
Jazz Pharmaceuticals, Baltimore, Maryland, United States, 21276
Senior Oncology Account Manager - Baltimore, MD/DE (Remote)
Jazz Pharmaceuticals is a global biopharma company dedicated to developing life‑changing medicines for patients with serious diseases. The Senior Oncology Account Manager is responsible for direct promotion of Jazz Pharmaceuticals’ products, development and management of business relationships with therapeutic specialists in an assigned geographical territory, and implements the company’s marketing strategies to achieve sales goals.
Reports directly to the Regional Sales Manager.
Key Skills
Strategic Account Management
Possess strong sales analytics capabilities with demonstrated understanding of prescribing and purchasing decision processes and any marked differences from national trends
Demonstrate a thorough understanding of:
Internal customer business models – how profit is generated, business and financial risks, cost impacts of managing patient care
External customers – current reimbursement landscape/managed care, payer issues and trends, and other factors that inform the development of one’s annual territory business plan
Gain understanding of customer needs through thorough research and analysis to understand the specific needs and requirements of each customer/account
Identify key stakeholders within the account and understand their roles, priorities, motivations and patient needs
Proven excellence to leverage all available resources – dashboards, alerts, omnichannel reports, speaker programs, conference attendance
Actively gain customer insights and provide timely feedback to cross‑functional partners and the regional sales manager regarding account business trends, changes in the therapeutic landscape, performance, industry issues and business opportunities and obstacles
Strategic Planning
Define clear, measurable objectives that align with company goals and the needs of the customer
Develop tailored strategies and tactics to address the unique needs and challenges of each customer
Determine the resources required to execute the strategic account plan effectively
Continuously review and adjust the strategic account plan based on activity, feedback, market conditions and evolving customer needs
Develop and implement customized account strategic plans with clear next steps, specific strategies and tactics, and appropriate utilization of resources to meet customer needs
Demonstrate collaborative efforts with cross‑functional teams including marketing, medical affairs, and market access to align and execute on account strategies to achieve common business objectives
Work with customer‑facing colleagues to facilitate achievement of functional tactical objectives
Recognize changes in the work environment to ensure effective development and implementation of alternate plans, modify call plan/business plan activities as needed
Strong ability to identify patterns and trends from multi‑source data (OmniChannel) for collaborative problem solving
Teamwork & Collaboration
Maintain an enterprise mindset and cross‑functional thinking to maximize one Jazz customer engagement
Be highly effective at leveraging cross‑functional partnerships with marketing, medical affairs and market access to advance Business Unit and organizational interests
Engage and align with cross‑functional partners to mobilize resources and ideas to deliver and successfully meet customer and patient needs
Actively share insights and best practices across the team; demonstrate trust in others by consistently finding opportunities to contribute to their effectiveness and impact
Work effectively with customer‑facing colleagues to facilitate achievement of the respective functional teams tactical objectives
Lead where appropriate as the main point of contact for designated accounts and collaborate with cross‑functional partners to create a streamlined, organized interface between account stakeholders and all field‑facing colleagues
Selling Effectiveness
Effective promotion of Jazz Pharmaceuticals Adult Oncology products to physicians and other health‑care providers in the designated area at community and academic centers
Institute a network‑selling mindset to customer relationships, viewing them as part of a connected health‑care ecosystem to broaden connections across an account
Stay abreast of industry trends, competitive landscape, and clinical developments in oncology to effectively communicate product differentiation and value proposition
Adapt quickly to new tools and resources for successful customer engagement; leverage analytics to assist with developing insights and next best action plans
Identify, establish and maintain strong relationships with key physicians, health‑care providers and organizations within the assigned territory
Product And Scientific Knowledge
Educate physicians and other health‑care professionals about Jazz Pharmaceuticals product(s), providing the most current information about the approved indications for the company’s products within the current disease areas of focus: Small Cell Lung Cancer (SCLC) and Gastrointestinal (GI) Cancers
Demonstrate a superior level of effectiveness in communicating, educating, and consulting across multiple disease states
Effectively and appropriately respond to the customer’s questions about other approved products/therapies, based on the clinical information contained in the package insert and per company compliance guidelines
Demonstrate clinical knowledge of the disease state and Jazz product(s), based on the package insert
Show confidence in appropriately challenging prescribers about treatment decisions associated with the assigned product
Execution
Participate in organizing and facilitating meetings for the exchange of medical and product information in line with the company’s policies, regulatory and legal requirements
Represent company at live and virtual conferences, attend company meetings, educational events, training programs and functions as needed
Utilize CRM tools to effectively manage customer interactions, track sales activities and maintain accurate territory records
Present a positive and professional image of Jazz Pharmaceuticals, ensuring activities are consistent with and enhance the company’s ethical pharmaceutical marketing policies and procedures
Complete special projects as assigned
Comply with all legal/regulatory guidelines of the Food, Drug and Cosmetic Act, the Prescription Drug Marketing Act, the Pharma Code, OIG guidelines and other applicable federal and state regulations
Perform all activities within allocated budget
Required Experience
Four‑year college/university degree
Experience in Oncology
Excellent verbal and written communication skills with an effective presentation style both in face‑to‑face and virtual interactions to connect and build credibility with healthcare professionals
Ability to meet territorial travel requirements
Preferred Experience
Post‑graduate business school study, training
Minimum of 5 years in the oncology market
Strong clinical, technical and scientific knowledge of product(s); applicable disease states desired
Strategic thinker who can drive a strategic account business plan
Strong key account management experience working in complex academic and community accounts, identifying influential stakeholders, and working with them to better serve patients
Demonstrated history of strong business acumen, problem solving, effective prioritization, account management and effective sales data analytics skills
Skillful in fostering teamwork and collaboration in cross‑functional account management
Results oriented with a proactive and self‑motivated approach to driving sales growth
Experience with GI, HER2 landscape, biomarker‑driven therapeutics and/or lung cancer highly preferred
Key account & market dynamics knowledge
Description Of Physical Demands
Frequent travel between meeting sites
Frequently operating a computer, printer, telephone and other similar office machinery
Frequent interactions with external contacts in their office environment with little exposure to excessive noise, dust, fumes, vibrations and temperature changes
Frequent computer laptop or tablet use, not usually at a workstation
Responsibilities may require a work schedule that may include working outside of normal hours to meet business demands
Frequent public contact requiring appropriate business apparel
Equal Opportunity Employer Statement:
Jazz Pharmaceuticals is an equal opportunity/affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any characteristic protected by law.
Compensation:
For US based candidates only, the full and complete base pay range is $150,400.00 – $225,600.00. Eligibility for discretionary annual cash bonus, incentive compensation and equity grants may apply.
Benefits include medical, dental and vision insurance, 401(k) retirement savings plan, and flexible paid vacation. For more information on our benefits offerings please visit https://careers.jazzpharma.com/benefits.html.
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Reports directly to the Regional Sales Manager.
Key Skills
Strategic Account Management
Possess strong sales analytics capabilities with demonstrated understanding of prescribing and purchasing decision processes and any marked differences from national trends
Demonstrate a thorough understanding of:
Internal customer business models – how profit is generated, business and financial risks, cost impacts of managing patient care
External customers – current reimbursement landscape/managed care, payer issues and trends, and other factors that inform the development of one’s annual territory business plan
Gain understanding of customer needs through thorough research and analysis to understand the specific needs and requirements of each customer/account
Identify key stakeholders within the account and understand their roles, priorities, motivations and patient needs
Proven excellence to leverage all available resources – dashboards, alerts, omnichannel reports, speaker programs, conference attendance
Actively gain customer insights and provide timely feedback to cross‑functional partners and the regional sales manager regarding account business trends, changes in the therapeutic landscape, performance, industry issues and business opportunities and obstacles
Strategic Planning
Define clear, measurable objectives that align with company goals and the needs of the customer
Develop tailored strategies and tactics to address the unique needs and challenges of each customer
Determine the resources required to execute the strategic account plan effectively
Continuously review and adjust the strategic account plan based on activity, feedback, market conditions and evolving customer needs
Develop and implement customized account strategic plans with clear next steps, specific strategies and tactics, and appropriate utilization of resources to meet customer needs
Demonstrate collaborative efforts with cross‑functional teams including marketing, medical affairs, and market access to align and execute on account strategies to achieve common business objectives
Work with customer‑facing colleagues to facilitate achievement of functional tactical objectives
Recognize changes in the work environment to ensure effective development and implementation of alternate plans, modify call plan/business plan activities as needed
Strong ability to identify patterns and trends from multi‑source data (OmniChannel) for collaborative problem solving
Teamwork & Collaboration
Maintain an enterprise mindset and cross‑functional thinking to maximize one Jazz customer engagement
Be highly effective at leveraging cross‑functional partnerships with marketing, medical affairs and market access to advance Business Unit and organizational interests
Engage and align with cross‑functional partners to mobilize resources and ideas to deliver and successfully meet customer and patient needs
Actively share insights and best practices across the team; demonstrate trust in others by consistently finding opportunities to contribute to their effectiveness and impact
Work effectively with customer‑facing colleagues to facilitate achievement of the respective functional teams tactical objectives
Lead where appropriate as the main point of contact for designated accounts and collaborate with cross‑functional partners to create a streamlined, organized interface between account stakeholders and all field‑facing colleagues
Selling Effectiveness
Effective promotion of Jazz Pharmaceuticals Adult Oncology products to physicians and other health‑care providers in the designated area at community and academic centers
Institute a network‑selling mindset to customer relationships, viewing them as part of a connected health‑care ecosystem to broaden connections across an account
Stay abreast of industry trends, competitive landscape, and clinical developments in oncology to effectively communicate product differentiation and value proposition
Adapt quickly to new tools and resources for successful customer engagement; leverage analytics to assist with developing insights and next best action plans
Identify, establish and maintain strong relationships with key physicians, health‑care providers and organizations within the assigned territory
Product And Scientific Knowledge
Educate physicians and other health‑care professionals about Jazz Pharmaceuticals product(s), providing the most current information about the approved indications for the company’s products within the current disease areas of focus: Small Cell Lung Cancer (SCLC) and Gastrointestinal (GI) Cancers
Demonstrate a superior level of effectiveness in communicating, educating, and consulting across multiple disease states
Effectively and appropriately respond to the customer’s questions about other approved products/therapies, based on the clinical information contained in the package insert and per company compliance guidelines
Demonstrate clinical knowledge of the disease state and Jazz product(s), based on the package insert
Show confidence in appropriately challenging prescribers about treatment decisions associated with the assigned product
Execution
Participate in organizing and facilitating meetings for the exchange of medical and product information in line with the company’s policies, regulatory and legal requirements
Represent company at live and virtual conferences, attend company meetings, educational events, training programs and functions as needed
Utilize CRM tools to effectively manage customer interactions, track sales activities and maintain accurate territory records
Present a positive and professional image of Jazz Pharmaceuticals, ensuring activities are consistent with and enhance the company’s ethical pharmaceutical marketing policies and procedures
Complete special projects as assigned
Comply with all legal/regulatory guidelines of the Food, Drug and Cosmetic Act, the Prescription Drug Marketing Act, the Pharma Code, OIG guidelines and other applicable federal and state regulations
Perform all activities within allocated budget
Required Experience
Four‑year college/university degree
Experience in Oncology
Excellent verbal and written communication skills with an effective presentation style both in face‑to‑face and virtual interactions to connect and build credibility with healthcare professionals
Ability to meet territorial travel requirements
Preferred Experience
Post‑graduate business school study, training
Minimum of 5 years in the oncology market
Strong clinical, technical and scientific knowledge of product(s); applicable disease states desired
Strategic thinker who can drive a strategic account business plan
Strong key account management experience working in complex academic and community accounts, identifying influential stakeholders, and working with them to better serve patients
Demonstrated history of strong business acumen, problem solving, effective prioritization, account management and effective sales data analytics skills
Skillful in fostering teamwork and collaboration in cross‑functional account management
Results oriented with a proactive and self‑motivated approach to driving sales growth
Experience with GI, HER2 landscape, biomarker‑driven therapeutics and/or lung cancer highly preferred
Key account & market dynamics knowledge
Description Of Physical Demands
Frequent travel between meeting sites
Frequently operating a computer, printer, telephone and other similar office machinery
Frequent interactions with external contacts in their office environment with little exposure to excessive noise, dust, fumes, vibrations and temperature changes
Frequent computer laptop or tablet use, not usually at a workstation
Responsibilities may require a work schedule that may include working outside of normal hours to meet business demands
Frequent public contact requiring appropriate business apparel
Equal Opportunity Employer Statement:
Jazz Pharmaceuticals is an equal opportunity/affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any characteristic protected by law.
Compensation:
For US based candidates only, the full and complete base pay range is $150,400.00 – $225,600.00. Eligibility for discretionary annual cash bonus, incentive compensation and equity grants may apply.
Benefits include medical, dental and vision insurance, 401(k) retirement savings plan, and flexible paid vacation. For more information on our benefits offerings please visit https://careers.jazzpharma.com/benefits.html.
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