Hospital Pharmaceutical Sales Representative

Job Category: Sales/Retail/Business Development Reference Code: 24651 Job Requirements:Effectively apply strategic account selling and management processes through organizing and communicating information on BMS products, building customer confidence and receptivity, developing rapport, and building and maintaining personal relationships with physicians in private practice, medical group practices, and or hospitals, M.D. office staffs, and others in the customer influence network. .Apply accurate knowledge of BMS and competitor products e.g., mechanism of action, indications, efficacy and disease states to leverage the portfolio within a group of physicians. Understand health care industry and market dynamics, trends, competitors, regulations and managed health care environment. Develop territory management plans that identify and prioritize activities to accomplish short and long term business goals, following and applying the management process. Apply thorough knowledge of local market conditions and key influencers to territory performance. Analyze trends to effectively identify future business opportunities and build plans to address them. Collaborate within a virtual team environment to coordinate business efforts. Job Requirements:Bachelors degree or equivalent. Minimum of 2 years of pharmaceutical sales experience is required. S03 – TBM Product and Disease State Knowledge - Demonstrates clear and thorough understanding of products, relevant competitor products, treatment options and disease states. Demonstrates fluency in communicating product and disease state information and differentiates products based on strengths and weaknesses. Market and Industry Knowledge - Demonstrates clear and thorough understanding of health care industry dynamics, trends, competitors, and/or managed health care environment. Adjusts activity due to local changes and is aware of local spheres of influence and patient continuum of care. Sales Resource Utilization - Demonstrates effective usage and application of approved sales resources, such as technologies and systems, promotional tools, call plans and matrix plans. Uses resources as appropriate in daily call planning, territory planning, business reviews and HCP interactions. Selling Skills - Demonstrates proficiency applying sales model when promoting products. Demonstrates expertise at gaining strong understanding of a HCP’s need, specific to the treatment of his/her patients, and appropriately tailoring message to assist HCP in making informed clinical decisions. Understands customer segments and local patient and payor mix. Business Planning - Develops and implements territory, district, or region management plans that properly identify and prioritize activities to accomplish short- and long-term business goals. Coordinates with matrix sales team to develop, track and update plans against measurable outcomes. Compliance - Not differentiated by level. Understands and adheres to all applicable laws, regulations and BMS policies. Proactively identifies, evaluates and appropriately shares industry and company developments which may relate to U.S. healthcare law compliance. Conducts daily activities in an ethical manner. S04 – Senior TBM Product and Disease State Knowledge - Demonstrates clear and thorough understanding of products, relevant competitor products, treatment options and disease states. Demonstrates fluency in communicating product and disease state information including clinical studies, pharmacokinetic and pharmacodynamic information. Mentors others on same and proactively increases knowledge using approved resources Market and Industry Knowledge - Demonstrates clear and thorough understanding of health care industry dynamics, trends, competitors, and/or managed health care environment. Proactively address opportunities to increase market share based on local dynamics. Mentors others on same and shares information on spheres of influence and patient continuum of care. Sales Resource Utilization - Demonstrates effective usage and application of approved sales resources, such as technologies and systems, promotional tools, call plans and matrix plans. Mentors others on same and proactively uses resources to uncover and address opportunities in district. Selling Skills - Demonstrates proficiency applying sales model when promoting BMS product(s). Demonstrates expertise at gaining strong understanding of a HCP’s need, specific to the treatment of his/her patients, and appropriately tailoring message to assist HCP in making informed clinical decisions. Mentors others on same and serves as a resource to HCP. Business Planning - Develops and implements territory, district, or region management plans that properly identify and prioritize activities to accomplish short- and long-term business goals. Mentors others on same and proactively identifies, prioritizes and allocates resources against new business opportunities. Shares plans that have broader district application with manager. Compliance - Not differentiated by level. Understands and adheres to all applicable laws, regulations and BMS policies. Proactively identifies, evaluates and appropriately shares industry and company developments which may relate to U.S. healthcare law compliance. Conducts daily activities in an ethical manner.