Associate Sales Specialist Flex Team, LTC

Seeking talent near: Miami, FL; Atlanta, GA; Boston, MA; Raleigh, NC; Chicago, IL; New York, NY; Nashville, TN

Position Summary:

This role provides interim coverage for open sales territories, overseeing all aspects of territory management, including product sales and addressing customer needs. Key responsibilities involve managing relationships with prescribers, pharmacists, and decision-makers at nursing home facilities. The position requires flexibility to travel within the U.S. based on business needs, with each assignment lasting 1-6 months before being reassigned to a new territory. After successfully performing in the role for 12 months, the individual will be eligible to apply for a permanent, full-time sales territory anywhere in the U.S.

Primary Responsibilities:

• Effectively impacts existing and new customers by providing exceptional value and service, which ultimately helps providers to identify and start appropriate patients on therapy.
• Educates physicians and physicians’ staff on the value of the Company’s products for patient care.
• Utilizes knowledge, critical thinking, and dialogue skills to deliver meaningful customer experiences that result in satisfaction, equity, and loyalty.
• Anticipates, identifies and appropriately addresses healthcare professionals (HCP) objections, questions, and concerns.
• Utilizes appropriate techniques to gain consistent access to customers.
• Utilizes appropriate sales aids, clinical reprints, etc. according to training.  Tailors appropriate resources and information depending on customer needs.
• Develops strong relationships with HCP customers including key opinion leaders (KOLs’) within the territory.
• Identifies and investigates customer concerns and communicates with appropriate staff to solve problems in a timely manner.
• Analyzes sales potential and then executes in the territory to ensure appropriate calls, reach, frequency, business meals, speaker programs, etc. to achieve consistently strong business results.  Works within given budgets and policy guidelines.
• Analyzes, evaluates, and adjusts as needed to develop effective quarterly business/action plans.
• Prepares and submits timely reports of business transactions and keeps accurate expense account records.
• Provides appropriate guidance around pricing and reimbursement for promoted products to customers.  Acts as liaison between customers and Company when specific reimbursement questions arise.
• Communicates and collaborates with sales management and region/area teammates, as well as cross-functional teammates (i.e. managed markets, operations, sales training, marketing, etc.) as business needs dictate.
• Attends conferences, trainings, exhibits, meetings, and product launches as required.
• Takes on leadership opportunities as appropriate, and consistently operates with a positive, collaborative attitude.
• Remains compliant with all regulations in the course of carrying out responsibilities.
• May participate in the training of new Sales Specialists in the field.
• May participate in training activities during Area, Regional and National meetings.
• Consistently carries out responsibilities with proficiency and professionalism.
• May participate in cross-functional projects affecting area, regional and commercial objectives.
• May provide mentoring support to new and/or junior Sales Specialists.
• Other duties as assigned.

Selling Responsibilities

• Proudly represent Acadia and its culture, mission, and values
• Meet or exceed sales expectations
• Exhibit a firm understanding of the selling process
• Develop and execute territory business plans
• Exercise professionalism, leadership, and teamwork at all times
• Adhere to all Acadia company policies.

Customer Service

• Partner and build relationships with customers to understand and meet their needs – including providing disease, product, and reimbursement information
• Interact and sell to the entire spectrum of applicable customer types, including staff, nursing, physicians, and other healthcare professionals
• Provide approved resources to customers as appropriate, including product samples, clinical trial data, and patient brochures
• Manage relationships with important customers, including key opinion leaders, Acadia speakers, local medical societies and advocacy groups, long-term care facilities, local and regional payers, pharmacists, etc.

Knowledge

• Develop deep neuroscience and Acadia product knowledge, and an understanding of local and regional market trends 
• Aggressively pursue ongoing personal development 
• Earn a reputation throughout the neuroscience medical community as a subject-matter expert and a valued resource
• Disease state and product information expert

Education/Experience/Skills:

External Candidate Requirements:

Bachelor's degree required, with an emphasis in the life sciences, preferred. A preferred minimum of 2 years of healthcare sales. Ability to travel 90% of the time and live in assigned geographies for 1-6 months at a time. Must be in good standing with the FDA and OIG. 

Once this individual has performed successfully in role for 12 months, they will be eligible to apply for an open territory.

Must possess:

• Demonstrated selling skills and ability to dialogue effectively with customers
• Ability to quickly build relationships with key customers and build networks within the neuroscience community
• Must be able to live within the assigned territory in temporary housing paid for by Acadia and be able to relocate every 3 to 6 months as business needs dictate
• Ability to demonstrate exceptional disease state and product knowledge
• Strong persuasive selling and negotiation skills
• Strong interpersonal and communication skills
• Ability to assess territory business opportunities and customer needs, operating with a business owner mentality to maximize impact in a short time frame
• Demonstrated ability to learn and apply technical/scientific knowledge and business analyses
• Organization, initiative, and self-motivation
• Consistently models professionalism, integrity, and the ability to comply to strict policy, work in a highly regulated environment, and maintain confidential information and data
• Must possess a valid driver's license and maintenance of an acceptable driving record. Must follow all applicable guidelines as set forth in the Company Fleet Management Program including periodic DMV reviews
• Requires significant and extensive driving of company-provided car on a daily basis as well as overnight travel depending on the territory’s geography.  Air travel also required, based on territory’s geography, to the Company’s headquarters and for regional and national meetings and events.

Scope:

Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways, exercising judgment in selecting methods, techniques and evaluation criteria for obtaining results.  Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. 

Physical Requirements:

This role involves regular standing, walking, sitting, and the use of hands for handling or operating equipment. The employee may also need to reach, climb, balance, stoop, kneel, crouch, and maintain visual, verbal, and auditory communication in a standard office environment and while working independently from remote locations. The employee must occasionally lift and/or move up to 20 pounds.  This position requires the ability to travel independently overnight and/or work after hours as required by travel schedules or business needs.

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