Position ID: # EB-1569696807
Date Posted: 3/18/2019 9:58:04 AM
Location: Royal Oaks, MI
Job DescriptionGo to end ⇓
Orion Talent, the nation’s largest military recruiting firm, is currently recruiting transitioning or former
military professionals for Cardiovascular Sales Associate positions with a global healthcare industry leader. Our client has been the world’s largest pharmaceutical producer since 2012, and it was the third largest healthcare organization in the world as of 2013. Focused solely on healthcare, the company possesses a diversified portfolio to best meet the needs of innovative medicines, eye care, cost-saving generic pharmaceuticals, consumer health products, and preventative vaccines, and it is the only company in the world with leading positions in all of these areas.
Virtual interviews for the Cardiovascular Sales Associate position will be held on April 5.
As a Cardiovascular Sales Associate (CSA), you will be accountable for implementing the commercial strategy for the Heart Failure (HF) product(s) for those key-targeted specialists and assigned hospitals within an assigned territory. The CSA is part of a high-performing area sales team consisting of Cardiovascular Sales Specialists (CSS), Hospital Account Sales Specialists (HSS), and Managed Markets and Market Access (MM and MA) colleagues. The CSA will drive (post FDA approval) utilization for assigned HF products through assigned physician specialties, HF clinics, and assigned hospital accounts. The CSA will complete extensive sales, product, and marketplace education, including participation in a mentorship program designed to facilitate the application of training to performance in the assigned sales role. After the initial training period, the CSA is responsible for establishing customer relationships with key targeted specialists and their staff, and within assigned community hospitals in his/her sales territory. Additionally, the CSA will develop a comprehensive understanding of opportunities and obstacles within local payer and hospital environments. In assigned community hospitals, the CSA will develop a comprehensive understanding of the formulary process, discharge protocols, treatment algorithms and disease management, applying that knowledge to drive appropriate utilization throughout continuum of care. Additional responsibilities will include:
• Successfully complete extensive training and onboarding activities.
• Successfully lead and enhance the development and maintenance of assigned relationships with appropriate physicians, specialists, and assigned community hospitals
• Accountable for gaining formulary approval, ensuring continuity of care in assigned community hospitals; the end result is to drive appropriate utilization of HF products as defined by approved indications; CSF works closely with CSSs, HSSs and MM & MA to generate pull-through within local payers and hospitals.
• Leverage expertise and knowledge of heart failure, the marketplace, applicable competitors, industry, and cross-functional activities/plans to anticipate and effectively manage business opportunities and challenges.
• Become familiar with the pharmacy and therapeutic (P&T) process in order to maximize opportunities within assigned community hospitals.
• Become familiar with Medicare Part A, C, D, and hospital reimbursement.
• Provide relevant, thoughtful input to sales leadership and MM & MA in regards to strategic and tactical planning for territory, area, and region.
• Effective communication of account strategy and business insights to customers and internal stakeholders.
• Prioritize time and effort to ensure optimal and appropriate coverage of physician specialists and hospital accounts that will also support the activities of MM & MA colleagues; Work with MM & MA colleagues to understand the payer environment, co-pays, and formulary access.
• Build and develop relationships with (but not limited to) cardiology, nephrology, emergency medicine, HF clinic staff, pharmacy staff, within assigned customers (hospital/specialist).
• Evaluate parameters for achieving territory goals. Anticipate potential barriers to achievement of goals and proposes solutions for success.
• Act ethically, adhering to all company ethics and compliance standards and policies.
• Operate within assigned budgets, adhering to all applicable policies.
Location: Royal Oaks, MI
Salary: $75,000-$90,000 base salary, plus you are eligible for a sales bonus of $28,000+ in your first year. The sales bonus is paid incrementally for achieving your sales quota (adjusted for your training status), and the cap for achieving sales greater than your quota is 2.5 times the bonus (topping at $55,000 your first year). You will participate in knowledge and sales reviews at your 12, 18, and 24 month marks, and when the Area Business Leader and your assigned mentor feel you are knowledgeable and proficient enough to sell on your own, you will be promoted to Cardiovascular Sales Specialist, which has a corresponding base salary increase to ~$110,000 and your sales bonus will increase to $30,000+. Top performers are expected to earn a first year W2 over $100,000, and by years 2-3 you should consistently be earning $120,000 (low performance, meeting your minimum quota) to $150,000+.
Reports to: Area Business Leader
Schedule: Monday–Friday, normal business hours.
Travel: There is no overnight travel associated with the sales portion of this role. For your first year, expect to conduct roughly 25% overnight travel as you will be frequently travelling to the Corporate Headquarters in East Hanover, NJ and other locations for training and individual sales/cardiovascular mentorship. Once complete, the only overnight travel is for company sales team events.
Training: It is assumed that you are not a cardiovascular expert upon your transition from the military, so this is going to be the main focus of your training/development. Upon assuming the role, you will spend your first week at the Corporate Headquarters for your onboarding and ethics classes, get enrolled in the company’s benefits program, and get assigned an individual mentor. Company leadership is going to do their best to assign former JMOs that have transitioned straight from the military into medical sales to assist in your mentorship/development. Following which, you will be assigned a few weeks of “home study,” which is essentially online courses to familiarize you with the cardiovascular system, common issues, and treatments available. For the next few months, you will split your time doing ride-alongs with your mentor, meeting doctors in your territory, and conducting further sales/cardiovascular training at the Corporate Headquarters. By months 6-24, you are expected to be competent enough to organize meetings, deliver presentations, and meet with healthcare professionals to drive sales for company products, and you will continue to receive individualized training/mentorship until you achieve the promotion to Cardiovascular Sales Specialist.
• Ideal candidates will possess a Bachelor’s degree and at least four years of military service in a leadership capacity (Platoon Leader, Executive Officer, Company Commander, etc.).
• Strong desire for personal and professional growth, and for a career in the competitive medical sales field.
• Organizational Skills, the ability to plan, implement procedures, monitor growth, and ultimately achieve set goals.
• Technical aptitude (i.e. the ability to learn about very complex biological systems and how pharmaceuticals impact those systems).
• Self-motivated, comfortable working independently.
• Demonstrated ability to analyze complex data.
• Demonstrated skills to influence without formal authority in a matrix environment.
• Demonstrated effective decision making, problem-solving, and strategic thinking.
• Excellent written and oral communication skills.
• Valid driver’s license and clean driving record.
• Able to travel as needed (25%).