Regional Business Manager, Aprepitant - West Region

Heron Therapeutics develops cutting edge medicine to meet unmet patient needs and solve big problems by applying our innovative science and technologies with well-known pharmacology.  Our entrepreneurial culture gives everyone the chance to be heard with easy access to decision-makers like other smaller companies, along with some of the sophistication and benefits of larger organizations. We developed the Heron Ways of Working to implement training and practices that breathe life into our values and embed them into our daily experience such as open collaboration across teams, self-responsibility & accountability, communication strategies & techniques, and the mindset of always assuming positive intent!

The Regional Business Manager (RBM) is responsible for managing the business within a specific sales region and providing operational leadership of a sales team focused on sales of Aponvie and Cinvanti in the US hospital market (inpatient and outpatient).  He/she is responsible for the sales function within an assigned area, including hiring and managing Institutional Business Managers as well as the execution of sales strategy.  The RBM develops and oversees the implementation of strategies/POAs to meet national and regional goals and ensures the productivity and profitability of the region. 

The ideal candidate will reside near a major airport in the western United States (.e.g. Denver, Dallas, St. Louis)

• Partnering with sales leadership to drive the sales of Aponvie and Cinvanti in the US and achieve rapid formulary uptake of the product in key hospital accounts.
• Using effective leadership skills, recruits, mentors, coaches, and oversees the successful performance and continued development of Institutional Business Managers while also retaining top talent.
• Trains Institutional Business Managers in product information and selling techniques and assesses technical readiness to sell Heron’s PONV and CINV products.
• Spends approximately 75% of time working in the field, one-on-one, with direct reports.
• Monitors and measures individual and regional sales performance.
• Works with the VP of Sales and other field-based leadership/personnel to develop and execute strategic plans and metrics to ensure sales goals and individual development needs are achieved.
• Responsible for sales and marketing activities and associated budget for the district.
• Mentors and coaches Institutional Business Managers in product information and selling techniques. Partners with sales training in the development of training programs to address specific regional or individual needs.
• Develops relationships with key stakeholders in the PONV and CINV hospital space. Key stakeholders to include leadership in Pharmacy, Anesthesia, PACU, Oncology infusion, Service Line Directors, and Surgery.
• Understands and navigates the product adoption and utilization process/cycle throughout large , with demonstrated knowledge and experience of the Institutional ecosystem: IDN’s, Academic Medical Centers, 340B 
• Reviews the larger context of sales activity within his/her region and the opportunities associated with increased internal collaboration.
• Establishes and maintains professional and positive cross-functional partnerships and shares best practices across the region.
• Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
• Works continuously to identify and develop strong and long-standing relationships with key physicians, thought leaders and product champions.
• Collaborates with other departments during planning and process improvement activities to ensure timely completion of all operational objectives and milestones.

Requirements:

• Bachelor’s degree or equivalent, advanced degree preferred.
• Experience with Biotech/Pharmaceutical hospital sales required.  
  • Minimum of 10 years successful sales experience commercializing products in the hospital market. Prior experience selling products in aesthesia and oncology is preferred.
  • Demonstrated track record of success selling acute care products and minimum five (5) years recent sales/people management experience is required.
• Strong leadership, team building, organizational, communication, and interpersonal skills.
• Able to successfully manage simultaneous, complex selling situations.
• Must consistently demonstrate sound judgment and strategic decision-making abilities.
• Experience working with large to mid-size hospital accounts.
• Experience building a coalition/collaboration across different groups to get a product approved on the formulary and into protocols for pull-through.
• Full understanding of the formulary process, P&T committee, EMR, and CPOE systems.
• Broad knowledge of regional dynamics in the hospital marketplace.
• Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
• Experience in developing and making formal presentations to commercial leadership.
• Ability to travel extensively (up to 75%).

The above description is intended to describe the general nature of the job and may include other duties
as assumed or assigned; it is not intended to be all inclusive or limit the duties of the position.

Heron Therapeutics, Inc is an EEO/AA/Disability/Vets Employer