Pharmaceutical Sales Representative - Cardiovascular Specialty

Job Category: Sales/Retail/Business Development Reference Code: 24810 Position DescriptionUnderstands and applies knowledge of health care industry, market dynamics, trends, competitors, regulations and the managed health care environment into business plans and in daily execution of sales calls, within compliance guidelines. Develops and implements territory plans that properly identify and prioritize activities to accomplish short and long term business plan goals. Applies thorough knowledge of market conditions and key influencers to territory tactics and strategies. Analyzes trends to effectively identify future business opportunities and builds plans to address them. Integrates data from sales reports into businessplan. Demonstrates effective usage and application of approved sales resources,such as technologies and systems, promotional tools, call plans and matrix plans, to achieve optimal results. Uses approved clinical reprints to support sales messages. Utilizes medical resources, e.g., MSM, to address customer issues and to develop speakers. Demonstrates appropriate knowledge and use of local HCM information with customers. Applies sales model with proficiency and confidence when promoting BMS products. Demonstrates expertise at gaining strong understanding of a customers need, specific treatment of his or her patients and appropriately tailoring message to assist customer to make informed clinical decisions. Effectively applies strategic account selling tactics. Demonstrates clear and thorough understanding of disease states, BMS products and relevant competitor products, including their mechanisms of action, indications, efficacy, etc. Collaborates with matrix team on territory identifying opportunities and developing appropriate tactics and strategies. Builds and maintains strong relationships withphysicians in private practice, medical group practices and or hospitals, MD office staffs and others in the patient care continuum. Understands and ensures adherence to all applicable laws, regulations and BMS policies, including but not limited Position RequirementsBachelors degree or equivalent. Minimum of 2 years of pharmaceutical sales experience or other relevant experience is required. Pharmaceutical sales experience is preferred. Must be in good standing, not on a Written Warning. Must be in current role for a minimum of 12 months. 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.