Sr Regional Oncology Specialist - Richmond, VA

Job Description

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.

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Position Overview

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Working on the Oncology Sales team, the Sr Regional Oncology Specialist (Sr ROS) will develop and implement a plan to maximize the utilization of Abbott Cancer Diagnostics' products in targeted accounts, while staying within budget, and support the corporate objectives and highlight the delivery of key selling messages. Products may include OncoExTra, OncoDetect (MRD) RiskGuard (Hereditary Cancer Testing), and Cancerguard (MCED). The Sr ROS should incorporate a high level of service toward being the best-in-class for an assay provider. The Sr ROS’s plans are used to solve challenging problems in a dynamic environment. The plans should emphasize developing customer relationships as well as leveraging strong clinical and scientific expertise, key stakeholder insight, and selling approach in highly competitive and complex market. To do this plan, the Sr ROS must have, or be able to quickly develop, a clear understanding of key territory-related clinical/political issues. The Sr ROS will devote whatever time is necessary to complete objectives outlined in the sales plan.

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The Sr ROS provides information critical to accomplishing our mission to all parties involved in the sales of products. The Sr ROS will provide direct feedback to individuals so they can make accurate decisions at all levels of the company, such as national, regional, and area teams. The Sr ROS will work with managed care, reimbursement, patients, to include patient support groups, our advocacy group, and providers to ensure access to products.

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This territory in Virginia covers the area stretching north to Broadway, west to Bedford, east to Richmond, and south near the North Carolina border.

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Essential Duties include, but are not limited to, the following:

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  Consistently meet or exceed sales objectives in an assigned geographic area (territory) through field-based call activity/meetings with healthcare providers and their staff on a regular basis. 

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  Sell company products or services, develop new accounts, and drive depth within existing accounts. 

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  Demonstrate elevated territory management, planning, and implementation.

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  Develop and implement results-oriented territory management and planning.

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  Develop and implement a highly strategic and actionable tactical plan to maximize the utilization of our products in the most productive accounts while staying within budget; support corporate objectives and highlight the delivery of key selling messages and provide a high-level of customer service toward being the best-in-class provider.

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  Executes with strong understanding of key territory-related clinical/political issues while devoting whatever time is necessary to complete objectives outlined in the sales plan. 

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  Drives growth through in-depth knowledge of scientific and applicable disease states, competition, and outside influences that impact our business.

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  Complete all training programs and work proficiently with the concepts and complexities associated with genomic testing and our Precision Oncology products.

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  Invest the time necessary to maintain an in-depth understanding of all disease states associated with our products and the strengths and weaknesses of the competition; use technical fluency to move target physicians and influencers to actions that result in patient access and utilization of our products.

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  Strive for excellence in all aspects of performance and is committed to continuous self-evaluation and development. 

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  Attend various sales meetings and professional conferences around the U.S. on an as needed basis.

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  Develop relationships with a demonstrated ability to quickly develop one with national opinion leaders in oncology and pathology within their target territory.

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  Strong communicator with an ability to maintain open communication with internal employees, managers, and customers, as needed.

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  Ability to integrate and apply feedback in a professional manner.

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  Ability to prioritize and drive to results with a high emphasis on quality.

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  Ability to work as part of a team.

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  Ability to quickly learn and understand clinical research in cancer. 

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  Apply strong interpersonal skills.

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  Apply strong organizational skills.

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  Ability to communicate effectively at all levels of the organization.

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  Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork.

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  Support and comply with the company’s Quality Management System policies and procedures.

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  Maintain regular and reliable attendance.

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  Ability to act with an inclusion mindset and model these behaviors for the organization.

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  Ability to work designated schedule.

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  Ability to work seated for approximately 50% of a typical working day. Ability to work standing for approximately 50% of a typical working day.

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  Ability to lift up to 25 pounds for approximately 15% of a typical working day.

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  Ability to travel 75% of working time away from work location, may include overnight/weekend travel.

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Minimum Qualifications

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  Bachelor’s Degree in Sales, Business Management, Marketing or, Science, or any other related field or 4 years relevant experience in lieu of degree.

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  5+ years of sales experience with a strong record of success selling/promoting complex products in medical oncology and/or diagnostics or similar experience in selling/promoting complex healthcare products. 

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  3+ years medical sales experience in specialty areas including:  Buy & Bill, Medical Device, highly clinical Specialties like urology, cardiology, GI

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  3+ years experience selling in a highly competitive environment

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  Demonstrated clinical and scientific expertise.

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  Demonstrated strong territory or account management skills.

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  Demonstrated strong understanding of competitors and market trends that are impacting product utilization of customers.

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  Possession of a valid driver's license; no suspended, revoked, surrendered, invalid, etc. allowed. 

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  No more than two moving violations, events, or accidents within the last 36 months. 

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  No alcohol or drug event in which a vehicle was driven by the candidate or employee, including but not limited to Blood Alcohol Content (BAC) failure, refusal to submit to alcohol or drug test, alcohol related suspension, etc. in the last 36 months.

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  No other results from the Motor Vehicle Report (MVR) check that exposes the company to what we deem to be an unacceptable level of liability. 

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  Demonstrated ability to perform the essential duties of the position with or without accommodation.

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  Authorization to work in the United States without sponsorship.

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Preferred Qualifications

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  Clinical experience.

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  1+ years of experience in oncology either selling chemo/immunotherapy or diagnostics in oncology.

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  Strong relationships within oncology accounts in territory

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  Experience selling to surgeons and cancer centers.

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  Experience in NextGen Sequencing, Minimal Residual disease, comprehensive genomic profiling, liquid biopsy and/or hereditary cancer.

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The base pay for this position is $86,700.00 – $173,300.00. In specific locations, the pay range may vary from the range posted.