Sales Representative – Primary Care - West Orange, NJ
Shionogi Inc. (U.S.), West Orange, New Jersey, us, 07052
Overview
The Sales Representative (SR) for Primary Care is responsible for promoting and selling primary care product(s) to healthcare providers, driving sales performance in alignment with business goals within the assigned territory. This includes driving demand, clinical education, and sales by developing, coordinating, and implementing a strategic business plan for Primary Care Physicians. The position reports to the District Manager and collaborates with Marketing, Market Access, and other internal partners to drive sales results. The span of coverage is within the West Orange, NJ territory. This role requires strong interpersonal skills, a deep understanding of the healthcare market, and the ability to meet and exceed sales targets.
Responsibilities
Educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
Function independently with sales proficiency to drive performance and ensure sales forecasts and budgets meet or exceed therapeutic and territory expectations.
Build and develop professional relationships with primary care healthcare professionals and pharmacy staff within assigned customers and territory.
Develop and maintain in-depth knowledge of the market, demographic, and managed care information relative to the territory.
Drive appropriate utilization of the primary care product(s) by collaborating with cross-functional partners to generate pull-through with local payers and community HCPs.
Work with the District Sales Manager and Regional Sales Director to develop a local strategy and business plan to generate high-performing sales in the territory.
Capitalize on formulary approvals and other opportunities through targeted plans using promotional, digital, personnel resources and analytical tools to enhance effectiveness.
Leverage knowledge of the primary care marketplace, competitors, and cross-functional activities to anticipate and manage opportunities and challenges.
Provide special education to healthcare providers within Shionogi’s guidelines.
Contribute input to strategic and tactical planning for territory, area, and region to other commercial colleagues.
Prioritize time to ensure optimal coverage of physician targets through in-person and virtual discussions.
Understand customers’ product and business needs and work to meet those needs while adhering to Shionogi’s ethics and compliance standards.
Anticipate barriers to goals and propose responsible solutions for success.
Handle objections effectively and exceed customer expectations with value delivered to physicians; may train others regionally as needed.
Embrace emerging technologies to enhance performance and continuously improve proficiency.
Understand and comply with pharmaceutical industry guidelines and regulations and apply high ethical standards in day-to-day work.
Minimum Job Requirements / Qualifications
BS/BA degree required.
Minimum 3+ years of experience in pharmaceutical or medical device sales, or related transferable sales experience.
Proven track record of consistent high performance in a sales-focused role or relevant experience.
Proven track record in developing long-standing relationships with customers.
Ability to work independently and manage multiple clients.
Strong understanding of the primary care market and healthcare industry (highly preferred).
Demonstrated ethical behavior and compliance with company policies and applicable laws.
Knowledge of the medical, healthcare, or pharmacy industry; clinical skills are preferred.
Product launch experience is a plus.
Knowledge of the territory and established relationships with key stakeholders is a plus.
Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools is a plus.
Marketing and other commercial experience with understanding of financial processes, Market Access, Project Management, and regulatory environment within biotech/pharma is a plus.
Competencies
Strong written, organizational, administrative, and communication skills.
Excellent judgment and decision-making skills.
Excellent presentation and negotiation skills.
Ability to receive and act on feedback to improve performance.
Results-oriented with strong time management.
Ability to analyze, understand, and convey complex information.
Compliance with corporate and industry policies and regulations.
Flexible prioritization and change management in a dynamic environment.
Focus on customer excellence and building relationships to deliver innovative solutions.
Develops positive relationships internally to meet access goals.
Proactive ownership of situations with a can-do approach.
Advanced business analytics to identify trends, opportunities, and threats.
Problem-solving skills to drive business or overcome challenges.
Ability to utilize corporate reporting tools and technology, and to overcome challenges.
Other Requirements
Ability to comply with customer credentialing and safety requirements (e.g., vaccinations, trainings).
Complete onboarding including clinical modules, CRM documentation, and call standards.
Pass live call certification and mock objections during training.
Attend refresher meetings on product and disease-state updates.
Significant field travel (approximately 80%), including potential overnight and weekend work.
Valid driver’s license with a clean driving record and ability to pass background check.
Must have valid licenses and credentialing required to conduct business in the territory.
Safe driving to required meetings and appointments.
Ability to drive or fly to target accounts, customers, meetings, and conventions.
Additional Information The base salary range for this full-time, field-based position is $110,000-$140,000. Individual pay is determined by factors including job-related skills, experience, and education. The range does not include comprehensive benefits, vehicle allowance, bonus, long-term incentive, or additional compensation that may be associated with this role.
EEO Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by emailing ShionogiHR@shionogi.com.
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Responsibilities
Educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
Function independently with sales proficiency to drive performance and ensure sales forecasts and budgets meet or exceed therapeutic and territory expectations.
Build and develop professional relationships with primary care healthcare professionals and pharmacy staff within assigned customers and territory.
Develop and maintain in-depth knowledge of the market, demographic, and managed care information relative to the territory.
Drive appropriate utilization of the primary care product(s) by collaborating with cross-functional partners to generate pull-through with local payers and community HCPs.
Work with the District Sales Manager and Regional Sales Director to develop a local strategy and business plan to generate high-performing sales in the territory.
Capitalize on formulary approvals and other opportunities through targeted plans using promotional, digital, personnel resources and analytical tools to enhance effectiveness.
Leverage knowledge of the primary care marketplace, competitors, and cross-functional activities to anticipate and manage opportunities and challenges.
Provide special education to healthcare providers within Shionogi’s guidelines.
Contribute input to strategic and tactical planning for territory, area, and region to other commercial colleagues.
Prioritize time to ensure optimal coverage of physician targets through in-person and virtual discussions.
Understand customers’ product and business needs and work to meet those needs while adhering to Shionogi’s ethics and compliance standards.
Anticipate barriers to goals and propose responsible solutions for success.
Handle objections effectively and exceed customer expectations with value delivered to physicians; may train others regionally as needed.
Embrace emerging technologies to enhance performance and continuously improve proficiency.
Understand and comply with pharmaceutical industry guidelines and regulations and apply high ethical standards in day-to-day work.
Minimum Job Requirements / Qualifications
BS/BA degree required.
Minimum 3+ years of experience in pharmaceutical or medical device sales, or related transferable sales experience.
Proven track record of consistent high performance in a sales-focused role or relevant experience.
Proven track record in developing long-standing relationships with customers.
Ability to work independently and manage multiple clients.
Strong understanding of the primary care market and healthcare industry (highly preferred).
Demonstrated ethical behavior and compliance with company policies and applicable laws.
Knowledge of the medical, healthcare, or pharmacy industry; clinical skills are preferred.
Product launch experience is a plus.
Knowledge of the territory and established relationships with key stakeholders is a plus.
Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools is a plus.
Marketing and other commercial experience with understanding of financial processes, Market Access, Project Management, and regulatory environment within biotech/pharma is a plus.
Competencies
Strong written, organizational, administrative, and communication skills.
Excellent judgment and decision-making skills.
Excellent presentation and negotiation skills.
Ability to receive and act on feedback to improve performance.
Results-oriented with strong time management.
Ability to analyze, understand, and convey complex information.
Compliance with corporate and industry policies and regulations.
Flexible prioritization and change management in a dynamic environment.
Focus on customer excellence and building relationships to deliver innovative solutions.
Develops positive relationships internally to meet access goals.
Proactive ownership of situations with a can-do approach.
Advanced business analytics to identify trends, opportunities, and threats.
Problem-solving skills to drive business or overcome challenges.
Ability to utilize corporate reporting tools and technology, and to overcome challenges.
Other Requirements
Ability to comply with customer credentialing and safety requirements (e.g., vaccinations, trainings).
Complete onboarding including clinical modules, CRM documentation, and call standards.
Pass live call certification and mock objections during training.
Attend refresher meetings on product and disease-state updates.
Significant field travel (approximately 80%), including potential overnight and weekend work.
Valid driver’s license with a clean driving record and ability to pass background check.
Must have valid licenses and credentialing required to conduct business in the territory.
Safe driving to required meetings and appointments.
Ability to drive or fly to target accounts, customers, meetings, and conventions.
Additional Information The base salary range for this full-time, field-based position is $110,000-$140,000. Individual pay is determined by factors including job-related skills, experience, and education. The range does not include comprehensive benefits, vehicle allowance, bonus, long-term incentive, or additional compensation that may be associated with this role.
EEO Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by emailing ShionogiHR@shionogi.com.
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