• Director of Hospital Sales

    Job Locations US-Remote
    Job ID
    2018-1423
    Category
    Commercial
  • Overview

    The Director of Hospital Sales develops the strategy and leads the newly expanded hospital team calling on strategic hospital networks and large community based oncology networks to advance PROVENGE utilization in M+CRPC. Performance will be based on growth of PROVENGE enrollments / infusions vs. historic sales.

    Responsibilities

    • Hires and develops Regional Hospital Account Executives to further existing relationships with identified hospitals, hospital networks and large community based oncology networks to increase PROVENGE enrollments versus previous year.
    • Develops strategy, identifies resources and training needs to customize approach to key decisions makers to include, but not limited to C-suite officers, MD department head / chairs, procurement, pharmacy, nurse navigators, treating urologists and medical oncologists.
    • Works with senior commercial leadership and Regional Hospital Account Executive team to build a sustainable long-term Dendreon Hospital Strategy.
    • Collaborates cross-functionally with national sales management, executive team, field and nursing team along with medical colleagues to build and execute account strategy.
    • Stays abreast of changing hospital and oncology landscape and serves as an organizational subject matter expert to help further strategy and penetration in these key channels.
    • Prioritizes building and ensuring a high performing culture with strong collaboration, morale, engagement and accountability.

     

     

    Qualifications

     

    •  BA or BS degree required. MBA or advanced degree preferred.
    • Minimum of 10 years' experience in the pharmaceutical/biotech/life-sciences industry is required.
    • Experience working in the buy and bill area of reimbursement is required.
    • Minimum of 3 years' hospital account management and demonstrated success in a sales management, training, or marketing role.
    • Minimum 3 years leading sales teams within the hospital channel
    • Experience in oncology/urology specialty or marketplace is preferred.
    • Experience working with separate class of trade contracts is preferred.
    •  Understanding of third party payer, trade and other distribution models is preferred.
    • Experience working with Group Purchasing Organizations (GPO) is preferred.
    • Key Attributes to ensure success include: High Emotional Intelligence, an entrepreneurial spirit and strong strategic thinking skills.
    • Knowledge of and 100% adherence to FDA and PhRMA promotional guidelines.
    • May require up to 70% overnight travel
    • Field based position, must reside near a major airport due to extensive travel.
    • Ability to sit or stand for extended periods of time
    • Intermittent walking to gain access to work areas
    • Finger dexterity sufficient to use a computer and to complete paperwork activities
    • Vision sufficient to use a computer, to read written materials and to complete paperwork activities; Hearing sufficient to communicate with individuals by telephone and in person

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