Position Summary:
The Territory Business Manager (TBM) is a customer-facing sales role and will represent Apellis to key retina specialists and institutions within their defined geography. The goal will be building trust in Apellis, its values, its science, and the product. The TBM will be accountable for understanding those retina accounts and building effective account plans that address the needs of external stakeholders (e.g., physicians, techs, office staff, administration, billing, reimbursement, etc.)
The TBM will create and implement geographic business plans in collaboration with other customer-facing teams (Field Reimbursement Managers (FRMs), Thought Leader Liaisons (TLLs), Strategic Account Directors, Medical Science Liaisons, Marketing partners, Medical Affairs, Patient Support Services, etc.) aligned to their geography and while adhering to all compliance and regulatory requirements. In addition, the TBM will provide disease state education, identify treatment patterns, help map referral networks, sell with science, and work collaboratively with all internal and external stakeholders.
Key Responsibilities:
• Build and maintain proficiency in the disease state, patient and clinic experience, and product.
• Drive company revenue by achieving all sales/marketing objectives and goals.
• Serve as the primary commercial interface with retina community, being accountable for the overall customer experience.
• Develop and maintain a deep understanding of and relationships with offices, including all relevant stakeholders (e.g., physicians, techs, office staff, management, etc.)
• Establish and execute against business plans in alignment with national strategy and resources. Effectively communicate those plans and business planning discussions with leadership, building understanding and support.
• Assess the treatment patterns and referral networks to targeted key customer accounts.
• Work collaboratively with multiple internal and external stakeholders, to achieve objectives.
• Proactively communicate with Regional Sales Director (RSD) and fellow Territory Business Managers (TBMs) on a routine basis to discuss/share ideas and challenges.
• Responsible for sharing of field insights back with home-office team and participation in internal workshops and insight readouts as well as regularly bringing forward innovative engagement tactics.
• Operate with a high level of professional integrity, within established guidelines and policies, and in alignment with the Apellis culture and values.
Education, Registration & Certification:
• BA/BS degree
Experience:
• 5+ years of biotech/pharma sales and account management experience required.
• 3+ years of ophthalmology and/or retina experience is strongly preferred.
• Experience in buy & bill, biologics, and ophthalmic product launches is a plus.
Skills, Knowledge & Abilities:
• Proven track record of sales success
• Expertise in creating and executing on business plans, informed by local knowledge and aligned to strategy and tactics provided by headquarters
• Passion for understanding and championing the needs of customers and accounts, resulting in strong relationships, credibility, and trust
• Demonstrated learning agility as shown by past success when encountering new challenges, roles, and/or situations
• Positive attitude and comfort in navigating ambiguity
• Commitment to effective collaboration with key company stakeholders driven by a high degree of emotional intelligence
• The ability to persevere and focus on solutions when encountering all obstacles.
• Strong communication skills with the ability to listen actively, express compelling ideas fluently and succinctly, and present effectively
• Demonstrated integrity on the job, including an understanding and deep respect of relevant rules and regulations within the pharma sector
• Must live in territory. Willing to travel domestically up to 50% of the time, including overnights, depending on territory
• Must be willing and able to fully comply with all applicable credentialing requirements for customer interaction
• Must adhere to all regulatory and compliance requirements
Travel Requirements:
• Overnight travel may be up to 50%; will vary by individual territory boundaries
Benefits and Perks:
Apellis offers a comprehensive benefits package, including a 401(k) plan with company match, inclusive family building benefits, flexible time off, summer and winter shutdowns, paid family leave, disability and life insurance, and more! Visit https://apellis.com/careers/ to learn more.
Company Background:
Apellis Pharmaceuticals, Inc. is a global biopharmaceutical company that combines courageous science and compassion to develop life-changing therapies for some of the most challenging diseases patients face. We ushered in the first new class of complement medicine in 15 years and now have two approved medicines targeting C3. These include the first and only therapy for geographic atrophy, a leading cause of blindness around the world. With nearly a dozen clinical and pre-clinical programs underway, we believe we have only begun to unlock the potential of targeting C3 across many serious diseases.
For more information, please visit http://apellis.com or follow us on Twitter and LinkedIn
EEO Statement:
Apellis is an equal opportunity employer and complies with all applicable federal, state and local fair employment practices laws. Apellis strictly prohibits and does not tolerate discrimination against employees, applicants or any other covered persons because of race, color, religion, creed, national origin or ancestry, ethnicity, sex (including pregnancy), gender (including gender nonconformity and status as a transgender or transsexual individual), age, physical or mental disability, citizenship, past, current or prospective service in the uniformed services, genetic information, marital status, AIDS/HIV status, smoker/nonsmoker, and occupational pneumoconiosis or any other characteristic protected under applicable federal, state or local law.
For San Francisco postings: Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
