Institutional & Specialty Sales Consultant

About the Role

The Institutional and Specialty Sales (ISS) team is being established to lead and drive launch activities for indications within the CVR portfolio. Responsibilities include driving demand, clinical education, and sales by developing, coordinating, and implementing a strategic business plan for top priority Institutions (i.e., Hospitals and Health Systems), Cardiologists, and Nephrologists both in the Institutional and Community settings. The ISS reports to the CVR Area General Manager (AGM) and will be an integral part of the Area Customer Squad, collaborating closely with Marketing, Market Access, Patient Services, and other internal partners, as appropriate, to drive US Pharma outcomes. The span of coverage will be within the Eastern Los Angeles, CA metropolitan area. Travel up to 50% within the territory. The position is residence-based. The candidate must be domiciled within the territory.

Key Responsibilities

• Drive clinical demand, education, and sales by building a deep understanding of disease state, unmet needs, and treatment options to effectively educate healthcare professionals and business stakeholders on the unique benefits of assigned products, balancing efficacy and safety through detailing of approved clinical information for community-based healthcare professionals and health systems.
• Build institutional advocacy to drive formulary/pathway/protocol adoption of cardiovascular-renal brand(s) to drive appropriate pull-through of approved products.
• Develop, co-create with external and internal stakeholders, and implement strategic business plans for identified top strategic Institutions with an in-depth understanding of local market dynamics that influence product sales.
• Demonstrate expertise and knowledge of disease state, the marketplace, competitors, industry, and cross-functional activities/plans, possessing analytical rigor to anticipate and identify business opportunities and challenges.
• Build key business relationships within prioritized customers in the community, including key stakeholders at Institutions (i.e., C and D Suite and Head of Pharmacy, Head of Quality), Cardiologists, and Nephrologists.
• Manage the P&T committee processes at the priority Institutions.
• Collaborate with the cross-functional and Area Customer Squads to develop and pull through strategic partnerships with key customers.
• Provide support to Area General Managers in strategic projects, as needed.
• Leverage and embrace emerging technologies to enhance performance, while continuously striving to improve proficiency.
• Understand and comply with pharmaceutical industry guidelines and regulations, applying high ethical standards in day-to-day work.

Requirements & Tech Stack

• Bachelor's degree or 10 years of relevant sales experience in competitive landscapes in lieu of a Bachelor's degree.
• Deep expertise and understanding of the cardiovascular and/or renal therapeutic area(s).
• Experience launching new products and product indications.
• Excellent facilitation and verbal/written communication skills.
• Ability to work under pressure and meet short deadlines.
• Ability to comply with any customer credentialing and safety requirements (e.g., up-to-date vaccinations, trainings).
• Valid driver’s license and clean driving record required.
• Advanced degree (preferably in the Life Sciences, Pharmacy, or business-related field) is preferred.
• 5 years of successful pharmaceutical/biotech/medical sales experience in competitive landscapes is preferred.
• Experience selling in Institutions and clinic settings and navigating the P&T committee process is preferred.
• Experience in establishing and pulling-through in-patient to out-patient protocols is preferred.

Location: Los Angeles, East, CA

Travel: Up to 50%

Work Arrangement: Residence-based