Description

Job Description

General Summary:

The Territory Account Manager is responsible for plan execution, delivering sales performance, and product promotion in their specified territories. (Territory may change upon the needs of the organization). The TAM must maintain a high level of knowledge within the disease states and product labeling. Activities include disease state and product education to referring HCPs, collaboration with internal and external stakeholders, and shaping and executing sales strategies. The individual in this role must be goal-oriented and accountable for their individual performance, while acting in a professional and compliant manner.

This role will drive business growth through effective sales strategies, HCP engagement, and supporting, as needed, cross-functional dialogue with IDNs/ACOs/large community and government accounts to spread product awareness. A strong candidate will have a deep level of curiosity, proactively and continuously aspire to serve customers, and readily adopt digital tools leveraging data insights to improve sales opportunities. data insights to improve sales opportunities.

Key Duties and Responsibilities:

Establishes meaningful and professional relationships within key accounts across multiple layers of the hospital system (key hospital medical and administrative staff, pharmacies, formulary decision makers and KTLs)

Develops and maintains expertise on the product's clinical attributes and patient unmet need and educates healthcare professionals on product use in appropriate patients

Maintain clinical expertise in Disease area aligned to. Articulate complex scientific data and research findings into clear, concise, and engaging presentations for both technical and non-technical audiences

Navigates the formulary process and delivers key product value content to ensure timely inclusion on formularies, pathways, and/or protocols within targeted institutions and systems

Comfort in using data reporting tools to understand trends and together with customer insights to identify territory and customer opportunities

Strong agility to move between non-digital to digital settings, and strategic use of tools to deliver customized customer experiences

Develop a deep understanding of the institutional customer, account & market dynamics, stakeholder mapping, key decision maker relationship management, patient protocols, referral network navigation, access, and account department drivers & barriers.

Implements and maintains strategic account plans that identify and harness business opportunities and patient-focused solutions for significant growth across the customer landscape

Drives sales performance and ensures forecasts and assigned budgets meet or exceed territory expectations

Collaborates compliantly with other field team members (e.g., field medical, HEOR, IDN and Payer Account teams) and headquarter colleagues to create aligned business plans, focus on strategic drivers, share best practices, and inform initiatives

Role models ethics and integrity in the work that you do to support our culture of compliance and earn trust with external stakeholders, particularly in the context of this market and its history

Effective and timely use of CRM tools to track activities, maintain call plans and report progress against goals and KPIs

Act as a bridge between the company and referring HCP/Physician/other with consistent conference attendance (e.g., ASH and other local conferences) to foster strong relationships, share insights, and inform strategic initiatives

Knowledge and Skills:

Proven ability to navigate hospital institutions and systems and engage formulary management and pharmaceutical product review, to gain product access and impact key decision makers and affiliated community prescribers

Experience with pulling through the implementation of inpatient formularies , protocols, pathways, and order sets

Highly competent in a multitude of IT capabilities to support the business needs including CRM

Experience in launching new products preferred

Employee will be required to establish certain customer credentials and requirements, which include, but may not be limited to, successful completion of trainings, background screens, drug testing and vaccinations.

Must live and work within the territory. Depending on the territory's geography and work requirements may also be required to live within a reasonable distance to a major airport

Valid driver's license and in good standing

Travel by car or airplane up to 80% of the time and work after hours as required by business needs

10-30% of overnight travel may be required depending on territory

Employee may be required to establish certain customer credentials and requirements, which include, but may not be limited to, successful completion of trainings, background screens, etc.

Ability to travel up to 100% to assigned coverage locations

Education and Experience:

Bachelor's degree

5+ experience in biotech sales; hospital/institution product launch experience is highly desired

3+ years of Account Management experience and ability to leverage existing institutional relationships

Pay Range:
$133,600 - $200,400

Disclosure Statement:

The range provided is based on what we believe is a reasonable estimate for the base salary pay range for this job at the time of posting. This role is eligible for an annual bonus and annual equity awards. Some roles may also be eligible for overtime pay, in accordance with federal and state requirements. Actual base salary pay will be based on a number of factors, including skills, competencies, experience, and other job-related factors permitted by law.

At Vertex, our Total Rewards offerings also include inclusive market-leading benefits to meet our employees wherever they are in their career, financial, family and wellbeing journey while providing flexibility and resources to support their growth and aspirations. From medical, dental and vision benefits to generous paid time off (including a week-long company shutdown in the Summer and the Winter), educational assistance programs including student loan repayment, a generous commuting subsidy, matching charitable donations, 401(k) and so much more.

Company Information

Vertex is a global biotechnology company that invests in scientific innovation.

Vertex is committed to equal employment opportunity and non-discrimination for all employees and qualified applicants without regard to a person's race, color, sex, gender identity or expression, age, religion, national origin, ancestry, ethnicity, disability, veteran status, genetic information, sexual orientation, marital status, or any characteristic protected under applicable law. Vertex is an E-Verify Employer in the United States. Vertex will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

Any applicant requiring an accommodation in connection with the hiring process and/or to perform the essential functions of the position for which the applicant has applied should make a request to the recruiter or hiring manager, or contact Talent Acquisition at ApplicationAssistance@vrtx.com