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Form of workThe Director of Corporate Accounts is responsible for promoting the portfolio of products for Tolmar, Inc. to key, regional and national Corporate Accounts across the hospital, urology, oncology, and managed care segments in their assigned area. The main the goal of the Director of Corporate Accounts is building strong relationships with key personnel, expanding PedEndo/Orphan business and growing market share. Focus is based on specific customers who are key to the success of Tolmar, Inc. This position works closely with the sales team to identify key personnel within targeted accounts, gain historic knowledge and account details. Develops customer-specific business plans and works with the sales team to maximize the impact of sales and marketing plans.
Essential Duties & Responsibilities
• Acquire a thorough understanding of key customer needs and requirements.
• Develop and maintain business relationships with targeted physicians and key decision-makers focusing on the promotion of Tolmar products.
• Communicate clinical information about Tolmar products consistent with package insert label.
• Develop business plans to maximize Eligard growth.
• Expand the relationships with existing customers by continuously proposing solutions that meet their specific objectives.
• Call on physicians, key decision-makers, and health-related organizations that are key to the success of Tolmar Pharmaceuticals, Inc.
• Collaborate closely with Account Managers, Regional Sales Directors, Contracts and Pricing, and Marketing teams.
• Convert targeted accounts to active users.
• Develop strong, lasting relationships within those offices such that they will be forthcoming in helping us to secure data about their usage, reimbursement success and other actionable issues.
• Create, maintain and increase sales within designated territory by influencing the prescribing habits of the targeted audience.
• Demonstrate thorough knowledge of the urology industry, including current trends, products and other hot topics.
• Develop and deliver informative sales presentations based on individual customer needs to maximize sales of the product portfolio.
• Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
• Complete routine reports and be compliant with industry, regulatory and company guidelines.
• Prepare annual business plans (updated quarterly) and provide performance updates monthly.
• Engage key stakeholders across the company to assist in advancing Tolmar portfolio across key target accounts.
• Attend and represent the Company at trade shows and community events, as appropriate.
• Perform various other duties as assigned.
• Regular and punctual attendance is an essential function of the job. It is expected that our sales force is “in the field” calling on customers from 8:00am to 5:00pm each day.
Knowledge, Skills & Abilities
• Knowledge of Microsoft Office products including Outlook, Word, PowerPoint and Excel.
• Excellent interpersonal, written and verbal communication skills.
• Excellent analytical skills and proven strategic thinker.
• Skill in organization and follow-up.
• Skill in negotiation and selling techniques with demonstrated accountability in executing sales plans.
• Aptitude for learning technical and scientific product-related information.
• Highly motivated for success with a “can do” attitude.
• Ability to work independently.
• Ability to manage multiple projects both inside and outside the organization.
• Ability to work with multiple interruptions and tight deadlines.
• Ability to execute effective business plans for assigned territory.
• Ability to develop working relationships with both internal and external customers and work as a team player with employees at all levels.
• Ability to take initiative in the absence of precise direction.
• Ability to demonstrate good judgment, discretion and compliance to industry ethical guidelines.
• Demonstrates assertive selling techniques including asking for business on every call.
Education & Experience
• Bachelor’s degree in science, business or related field.
• Five or more years of successful business-to-business sales experience, preferably in the urology or oncology industry.
• Pharmaceutical/buy-and-bill sales experience preferred
• Documented, consistent track record of exceeding sales goals
• Ability to drive company vehicle with approved driver’s license and insurance
• Reside near a major U.S. airport.
Working Conditions
• Office environment; requiring sitting and standing.
• Travel is required up to 75%.
• Ability to lift 50 pounds.
• Travel by air as required.
• Availability to work extra hours and on weekends as necessary.
