Territory Sales Representative - Specialty Pharma Sales

Job Description

Job Description

Territory Sales Representative – Specialty Pharma Sales

Reports to: Regional Sales Manager/VP of Sales.

Location: Field-based; must live in the assigned territory.

Status: Full-time.

Position Summary:

The role is to promote the company's various portfolio products to targeted healthcare providers and their staff of dermatologists, primary care, pain management, podiatry and the pharmacies that serve them and grow prescriptions and market share in a defined geographic territory. The representative owns a territory business plan, builds durable relationships with prescribers, referral sources and office staff, and meets monthly, quarterly and annual sales targets while operating inside all pharmaceutical marketing and compliance rules.

Responsibilities

• Meet or exceed territory sales objectives for every product portfolio and identify new business opportunities as they emerge across various therapeutic categories.
• Build and execute a territory business plan that identifies growth opportunities, targets and call frequency, and adjust it as territory data changes.
• Plan routing and call activity to cover the territory effectively and hit weekly call targets; follow up qualified leads promptly.
• Educate prescribers and staff on product attributes, clinical data, dosing and prescribing practices; serve as the go-to product resource for the office.
• Develop strategies for gaining access to hard-to-see offices and for engaging referral sources and key thought leaders.
• Assess provider needs through in-depth questioning, handle objections with data, and close for the prescription.
• Use territory analytics and CRM data to prioritize accounts, track results against goals, and report on competitor and market trends.
• Complete call reports, expense reports and CRM entries on time and accurately; manage the promotional budget and company property assigned to the territory.
• Represent the company at conventions, speaker programs, dinner programs and training meetings, including some evenings and weekends.
• Coordinate with headquarters commercial, marketing, medical and market-access colleagues to execute national strategy locally and to resolve coverage or formulary questions.
• Model ethics and integrity and adhere to all rules governing sales and marketing.

Required Qualifications.

• Bachelor's degree from an accredited institution.
• 2–3+ years of documented, proven record of meeting sales targets within B2B sales preferred.
• Ability to learn, understand and communicate clinical data and disease-state information.
• Strong communication, negotiation and interpersonal skills; self-motivated, results-oriented and able to work independently and as part of a team.
• Analytical and technology skills, including CRM, email, presentation and spreadsheet software.
• Valid driver's license, a driving record that meets company policy, and the ability to travel throughout the territory daily with overnight travel as needed; must reside in the territory

Preferred Qualifications

• Dermatology, pain management or other specialty sales experience; referral-based selling background.
• Product launch experience and experience selling in competitive, complex market-access environments.
• Top-ranked sales performance, expanded responsibilities or leadership in prior roles in B2B sales.

Travel:

Daily field travel within the territory; overnight travel for training, company meetings and outlying accounts, typically 10–30%

Compensation and Benefits:

Base salary plus incentive compensation tied to territory results; the postings range from roughly $50,000+ with unlimited commissions. Benefits package includes medical, dental and vision coverage, 401(k) with company match, paid time off and sick time, company paid life insurance and car allowance.