Job - Institutional Division Sales Manager, in 11, Maryland - Forest ...

Company - Forest Laboratories Inc.
Location -? 11, Maryland? US ?
Job Code - 110983
Position - See Job Description
Job First Active on: Friday, June 15, 2012

Institutional Division Sales Manager The position is responsible for leading a team of Institutional Sales Representatives as well as completing account calls to assigned Hospital Networks and Systems.
-Sell beyond features & benefits to include hospital efficiency and overall treatment pattern over the short, mid and long-term. Utilize health economic data (HE) to present clinical and economic value to pharmacy directors key decision makers and individuals responsible for making formulary and contracting decisions
-Train and develop representatives to communicate clinical information to hospital healthcare professionals. Develop representative's `consultative selling' ability.
-Tailor presentations to the point of view of different hospital personnel.
-Comfortable selling in a highly structured and regulatory environment.
-Provide feedback to Senior Management and Marketing relevant to brand strategies, regional needs and business opportunities.
-Understand the business of selling to hospitals and share best practices to improve product utilization.
-Understand how products are purchased, ordered and administered in hospitals. Understand formulary process and reimbursement policies in target institutions and systems.
-Capable of discussing pricing, contract terms and the negotiation process. Understand how hospitals function as a business and manage profit and loss. Comfortable working with numbers and performing business analyses.
-Understand how patients and customers interconnect in the treatment of disease states in order to identify decision makers and business opportunities.
-Manage and grow the business by continuously looking to surface additional needs and business opportunities from existing accounts.
-Effectively and consistently measure performance.
-Develop and execute business plans for each territory under his/her control. Ensure that appropriate personnel in the formulary and contracting process are identified across hospital systems and member hospitals.
-Call on pharmacy directors in both hospital systems and hospitals to deliver clinical information and conduct business discussions regarding pricing and contracting.
-Coach representatives to develop account management plans designed to uncover general hospital policies and procedures, steps of the formulary process, key influencers on P&T committees, hierarchy and processes to influence decision making.
-Coordinate the activities of multiple disciplines and leverage company resources to enhance partnerships. Leads plan of action, mobilizes resources and is accountable for achievement of sale objectives.
-Communicate contract specifics with sales representatives to ensure understanding.
-Function in a customer service role to address issues and questions relevant to product, pricing, reimbursement and purchasing. Professional, resourceful and demonstrated problem solving skills to deal with many business matters.
-Navigate hospital systems to gain access to key influencers while adhering to existing rules and regulations.
-Recruit and select top talent into the organization. Work with internal Human Resources to fill roles within Division.
-Communicate clear goals and expectations to motivate, inspire, and influence team to achieve goals and objectives.
-Conduct field rides with Sales Representatives, complete field trip evaluations, coach and provide written and verbal feedback on behaviors.
-Coach Knowledge, Skills and Abilities of sales representatives.
-Lead Division Meetings. Conduct regular meetings with Sales Representatives to identify business opportunities and define plans for improved outcomes.
-Plan, implement and manage budgets to deliver sales results and adhere to compliance guidelines.
-Ensure Sales Representatives' target lists are accurate and specific.
-Ensure promotional activities conform to Institution, Industry and Forest policies, guidelines and regulations
-Ensure accuracy of Division's data.

REQUIREMENTS - QUALIFICATIONS: Institutional Division Sales Manager

Education:
B.S. or B.A. degree required. Medical-related major/minor desirable.

Special Skills:
-Coaching individuals for professional leadership.
-Motivating and inspiring individuals and teams.
-Analyzing quantitative and qualitative data to identify trends and accurately draw conclusions.
-Manages time for optimal effectiveness.

Minimum Experience:
-Minimum of 3 years experience as a Specialty Office Based Division Manager or 5 years as a Territory Division Manager, Hospital Rep, Specialty Rep or Institutional Sales Trainer. The individual must have a demonstrated and recognized ability to successfully lead a sales team, i.e., President's Club, manager/rep of the year award, or a consistently high ranking in sales performance. Present a proven track record of receiving an above standard overall rating on the most recent 2 years Annual Performance Reviews, with at least a standard rating in every competency dimension of the review. Top 50% President's Club Ranking for the last two years for Managers, top 25% for Specialty Reps, Hospital Reps, and Institutional Sales Trainers. Additional requirements include:

-Leading People: At least three years' people management experience with documented success. Pharmacy sales and experience managing remotely preferred.
-Hospital Experience: Hospital experience with proven track record managing within the hospital arena preferred.
-Sales: Two or more years of successful sales experience. Track record of achieving challenging targets. Experience selling in a hospital or institutional setting is preferred.
-Account Management: Experience developing and maintaining institutional relationships. Working relationships with territory physicians preferred.

Other Requirements
-Valid driver's license and safe driving record.
-Ability to meet and maintain appropriate hospital setting credentialing guidelines required.
-Overnight travel (up to 80%).

Forest Laboratories Inc.

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