Senior Oncology Account Manager, Hematology - Los Angeles
Jazz Pharmaceuticals — Los Angeles, CA
This role covers the Los Angeles, CA territory.
Stated in the posting
Pay: $155K – $233K (base salary)
Experience: 5+ years
If you are a current Jazz employee please apply via the Internal Career site
Jazz Pharmaceuticals is a global biopharma company whose purpose is to innovate to transform the lives of patients and their families. We are dedicated to developing life-changing medicines for people with serious diseases — often with limited or no therapeutic options. We have a diverse portfolio of marketed medicines, including leading therapies for sleep disorders and epilepsy, and a growing portfolio of cancer treatments. Our patient-focused and science-driven approach powers pioneering research and development advancements across our robust pipeline of innovative therapeutics in oncology and neuroscience. Jazz is headquartered in Dublin, Ireland with research and development laboratories, manufacturing facilities and employees in multiple countries committed to serving patients worldwide. Please visit www.jazzpharmaceuticals.com for more information.
Job Description
The Leukemia & Transplant Oncology Account Manager is responsible for direct promotion of Jazz Pharmaceuticals’ products, and the development and management of business relationships with therapeutic specialists within an assigned geographical territory. The Senior Oncology Account Manager (OAM) is an integral part of the commercial team that includes all personnel dedicated to the sales and marketing functions. The Senior Oncology Account Manager will implement Jazz Pharmaceuticals’ marketing strategies and marketing tactics to achieve sales goals through short-term and long-term objectives.
This position reports directly to the Regional Sales Manager and covers the Los Angeles Territory. This territory includes Hawaii.
Key Skills:
Strategic Account Management:
Customer Understanding
Possess strong sales analytics capabilities with demonstrated understanding of prescribing and purchasing decision processes and any marked differences from national trends
Demonstrate a thorough understanding of:
Internal customer business models - how profit is generated, business and financial risks, cost impacts of managing patient care
External customers - current reimbursement landscape/ managed care, payer issues and trends, and other factors which inform the development of one’s annual territory business plan
Gain understanding of customer needs through thorough research and analysis to understand the specific needs and requirement of each customer/and or account
Identify key stakeholders within the account and understand their roles, priorities, motivations and patient needs
Proven excellence to leverage all available resources - dashboards, alerts, omnichannel reports, speaker programs, conference attendance
Actively gain customer insights and provide timely feedback to cross-functional partners and regional sales manager regarding account business trends, changes in the therapeutic landscape, performance, industry issues and business opportunities and obstacles
Strategic Planning: Keep the needs and expectations of the customer/patients at the forefront of all that we do
Define clear, measurable objectives that align both with the company goals and the goals and needs of the customer
Develop tailored strategies and tactics to address the unique needs and challenges of each customer
Determine the resources required to execute the strategic account plan effectively
Continuously review and adjust the strategic account plan based on activities, feedback, changing market conditions and evolving customer needs
Develop and implement customized account strategic plans with clear next steps, specific strategies and tactics and appropriate utilization of resources while meeting the needs of our customers
Demonstrated collaborative efforts with cross-functional teams including marketing, medical affairs and market access to align and execute on account strategies to achieve common business objectives
Work with customer facing colleagues to facilitate achievement of the respective functional tactical objectives
Recognize changes in the work environment to ensure effective development and implementation of alternate plans to achieve objectives, modify call plan/business plan activities as needed
Strong ability to identify patterns and trends from multi-source data (OmniChannel) for divergent collaborative problem solving
Teamwork & Collaboration:
Maintain an enterprise mindset and cross-functional thinking to maximize one Jazz customer engagement
Highly effective at leveraging cross-functional partnerships with marketing, medical affairs and market access with the goal to advance Business Unit and organizational interests
Engage and align with cross-functional partners to mobilize resources and ideas to deliver to successfully meet customer and patient needs
Actively shares insights and best practices across the team; demonstrates trust in others by consistently finding opportunities to contribute to their effectiveness and impact
Work effectively with customer facing colleagues to facilitate achievement of the respective functional teams tactical objectives
Lead where appropriate as the main point of contact for designated accounts and collaborate with cross-functional partners to create a streamlined, organized interface between account stakeholders and all field facing colleagues
Selling Effectiveness:
Effective promotion of Jazz Pharmaceuticals Adult Oncology products to physicians and other health care providers within the designated area at both community and Academic centers
Institute a network-selling mindset to customer relationships, seeing them as part of a connected healthcare ecosystem to broaden connections across an account
Stay abreast of industry trends, competitive landscape, and clinical developments in oncology to effectively communicate product differentiation and value proposition
Ability to adapt quickly to new tools and resources for successful customer engagement; leverages analytics to assist with developing insights and next best action plans
Identify, establish and maintain strong relationships with key physicians, health care providers and organizations within assigned territory
Product and Scientific Knowledge:
Educate physicians and other health care professionals about Jazz Pharmaceuticals product(s), providing the most current information about the approved indications for the company’s products within the current disease areas of focus: pediatric and young adult acute lymphoblastic leukemia (ALL) and bone marrow transplant
Demonstrates a superior level of effectiveness in communicating, educating, and consulting across multiple disease states
Effectively and appropriately responds to the customer’s questions about other approved products/therapies, based on the clinical information contained in the package insert and per company compliance guidelines
Demonstrate to customers and internal team members a high level of clinical knowledge of a) the disease state, and b) Jazz product(s), based on the clinical information contained in the package insert
Demonstrates confidence in appropriately challenging prescribers about treatment decisions associated with assigned product
Execution:
Participate in organizing and facilitating meetings for the exchange of medical and product information in line with the company’s policies, regulatory and legal requirements
Represent company at live and virtual conferences, attend company meetings, educational events, training programs and functions as needed
Utilize CRM tools to effectively manage customer interactions, track sales activities and maintain accurate territory records
Present a positive and professional image of Jazz Pharmaceuticals, and ensure activities are consistent with and enhance the company’s ethical pharmaceutical marketing policies and procedures
Special projects as assigned
Comply with all legal/regulatory guidelines of the Food, Drug and Cosmetic Act, the Prescription Drug Marketing Act, the Pharma Code, OIG guidelines, and all other applicable federal and state regulations
Perform all activities within allocated budget
Required Experience
Four-year college/university degree
Experience in Oncology
Excellent verbal and written communication skills with an effective presentation style both with face to face and virtual interactions to connect and build credibility with healthcare professionals
Ability to meet territorial travel requirements
Preferred Experience
Post-graduate business school study, training
Minimum of 5 years in the oncology market
Strong clinical, technical and scientific knowledge of product(s); applicable disease states desired
Strategic thinker who can drive a strategic account business plan
Strong key account management experience working in complex academic and community accounts, identifying influential stakeholders, and working with them to better serve patients
Demonstrated history of strong business acumen, problem solving, effective prioritization, account management and effective sales data analytics skills
Skillful in fostering teamwork and collaboration in cross-functional account management
Results oriented with a proactive and Self-motivated approach to driving sales growth
Experience with pediatric and young adult ALL and bone marrow transplant highly preferred
Key Account & Market dynamics knowledge
Description of Physical Demands
Frequent travel between meeting sites
Frequently operating a computer, printer, telephone and other similar office machinery
Frequent interactions with external contacts in their office environment with little exposure to excessive noise, dust, fumes, vibrations and temperature changes
Frequent computer laptop or tablet use, not usually at a workstation
Responsibilities require a work schedule that will include working outside of “normal” work hours, in order to meet business demands
Frequent public contact requiring appropriate business apparel
#LI-Remote
Jazz Pharmaceuticals is an equal opportunity/affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any characteristic protected by law.
FOR US BASED CANDIDATES ONLY
Jazz Pharmaceuticals, Inc. is committed to fair and equitable compensation practices and we strive to provide employees with total compensation packages that are market competitive. For this role, the full and complete base pay range is:
$155,200.00 - $232,800.00
Individual compensation paid within this range will depend on many factors, including qualifications, skills, relevant experience, job knowledge, and other pertinent factors. The goal is to ensure fair and competitive compensation aligned with the candidate's expertise and contributions, within the established pay framework and our Total Compensation philosophy. Internal equity considerations will also influence individual base pay decisions. This range will be reviewed on a regular basis.
At Jazz, your base pay is only one part of your total compensation package. The successful candidate may also be eligible for a discretionary annual cash bonus or incentive compensation (depending on the role), in accordance with the terms of the Company's Global Cash Bonus Plan or Incentive Compensation Plan, as well as discretionary equity grants in accordance with Jazz’s Long Term Equity Incentive Plan.
The successful candidate will also be eligible to participate in various benefits offerings, including, but not limited to, medical, dental and vision insurance, 401k retirement savings plan, and flexible paid vacation. For more information on our Benefits offerings please click here: https://careers.jazzpharma.com/benefits.html