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Territory Business Manager, Bio Pharmaceutical, Northern CA

San Francisco, CA · Sales
Our Client
The story began in the 1980s, when they pioneered the introduction of virally inactivated Factor VIII for the treatment of hemophilia patients. Since then, they have introduced several life-saving and life-enhancing treatments that have helped people lead normal lives. They have provided innovative solutions that include helping several countries meet their self-sufficiency goals for plasma products by fractionating their collected plasma. Fractionation involves the extraction of highly specific proteins or factors that play a crucial part in the coagulation cascade, immunology, and critical care medicine to develop a series of therapeutically beneficial treatments. Each of these products is treated with solvent-detergent (S/D) technology and other additional viral inactivation methods to ensure viral inactivation and product purity. The end result of this is a broad array of highly beneficial biopharmaceutical products. 
These treatments are focused on improving outcomes for patients in three therapeutic areas: Hematology, Immunotherapy, and Critical Care.  

The demand for their state-of-the-art product introductions and constantly expanding manufacturing capabilities has strengthened their position as the world’s largest privately held plasma therapeutics company. Their products and services are available in over 100 countries worldwide, with a significant and direct presence in North America, Europe, Russia, Brazil, Australia, the Middle East and emerging economies. Their family includes over 7,100 direct employees and many other partners. They own and operate 6 state-of-the-art production facilities in Europe and North America and, in addition, also own and operate over 95 plasma collection centers—making them a fully integrated manufacturer and supplier of plasma proteins.

Opportunity: The Territory Business Manager will be responsible for engaging physicians and key customers, presenting clinically focused selling messages within an assigned geography. The TBM will demonstrate consistent sales performance that meets and exceeds sales goals, while managing an assigned territory with a high degree of intergrity and compliance
Key duties
  • Meet or exceed monthly, quarterly and yearly sales goals.
  • Build customer relationships with Key Opinion Leaders (KOL's) at the local level who can influence decision making within healthcare provider systems.       
  • Attend and support territory/regional customer meetings and educational events which may include evening and weekend activities on a local or regional level.           
  • Maintain communication and integrate activity with Director/Senior Director of Sales.     
  • Develop and maintain relationships with key business partners, i.e. distributor partners, acute and non-acute targeted accounts.                        
  • Utilize and update CRM system to accurately capture customer contact and activity.       
  • Maintain and grow sales in complex markets with diverse customer segments, operating with a high degree of integrity.                        
  • Participate in State Pharmacy, Chapter events and various conferences as directed by the Director/Senior Director of Sales.     
  • Conduct in-service and facilitate training for office staffs, nurses, physicians and office administrative personnel.             
  • Manage territory strategically while operating within an assigned budget.
  • Demonstrate a passion and learning aptitude for science and is proactive strengthening knowledge related to disease-state, treatment options and healthcare trends.                      
  • Understand complex public and private payer models, including CMS based pricing and reimbursement.  
  • Collaborate with regional colleagues, as well as other field-based and home office personnel teams to address customer needs, market dynamics and develop strategies which support corporate objectives.
  • Comply with all credentialing requirements for healthcare institutions, including proof of immunizations, training on facility policies and HIPAA agreements.    
  • Travel extensively and manage large geographic territories, including overnight travel.                          
Competencies and skills
  • MUST HAVE Hospital Sales Experience
  • Excellent oral and written communication skills.                      
  • Completes duties proactively. Takes initiative to identify and complete value added tasks.       
  • Strong analytical and critical thinking skills.                  
  • Must be able to work independently, be self-motivated, efficient and work collaboratively in a fast-paced environment.      
  • Demonstrate advanced, clinically-based selling skills.          
  • Demonstrated ability to prioritize and successfully execute multiple tasks simultaneously.      
  • Applies a wide-range of problem solving techniques to improve performance and company effectiveness.             
  • Quickly masters new technical and business knowledge.    
  • Builds productive working relationships with co-workers and external partners.                          
Territory – Greater Northern CA
$80-95,000 Base Salary DOE
Approximate commission $80,000 at plan uncapped 
100% employer paid health
$800 car allowance
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