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Territory Business Manager, IPT - Atlanta, GA- Animas Corporation-2841130305
Animas Corporation, a member of the Johnson & Johnson Family of Companies, is recruiting for a Territory Business Manager, IPT & Diabetes Treatment that will be located in the Atlanta, GA area.
Animas Corporation, a fully-integrated global company within the Johnson & Johnson family of companies, is an innovator in insulin pump technology, with products such as the ground-breaking OneTouch Ping. The company is experiencing an unprecedented period of strong growth, outpacing the rapid market growth in the insulin delivery category. As part of the Johnson & Johnson Diabetes Franchise, the company's mission is to create a world without limits for people with diabetes. Animas is dedicated to making diabetes management easier through product innovation, exceptional customer support and customized education programs. Our mission is to improve the lifestyle of our patients, reduce the long-term morbidity of the disease and lower healthcare costs.
The promotion and sale of the insulin delivery and other diabetes treatment products to Healthcare Professionals, Diabetes Educators and Patients. Responsible for achieving sales, quota, including market volume, market share growth and business objectives within an assigned territory. The Territory Business Manager applies a range of consultative selling skills and in-depth clinical and product knowledge to drive business results and build support for the diabetes portfolio of products. Educates Healthcare professionals on the value of the portfolio of diabetes products and cultivates relationships with key influencers with assigned customers and professional networks to enhance scope of influence. The individual collaborates across the DCF to include Clinical Managers and SMBG/Diabetes TBMs to ensure all territory goals are met.
The TBM calls on healthcare professionals, diabetes educators and patients to educate them on the value of the diabetes product portfolio and achieve sales quotas and other key metrics, resulting in increased support for company products. Establish account-specific business plans that drive territory results. Sets priorities and focuses efforts in alignment with business needs and account objectives. TBM's Conduct special events (i.e., Diabetes Days, health fairs, etc.) to enhance the education of customers. The TBM is directly responsible for the promotion of the diabetes portfolio of products and services within an assigned territory. Develops territory thought leaders to enhance selling efforts and serves as a resource to practitioners in navigating related complexities. Execute POA Direction to meet and exceed company forecast. Leverages consultative selling skills, including targeted probing, active listening and partnering with diverse staff members to understand customer needs, preferences, and to ensure measurable business outcomes and patient pull-through success. The TBM applies reimbursement, formulary, and managed care knowledge to increase access to the diabetes portfolio of products. Quickly adapts to change during times of transition, including marketplace shifts and product launches. Effectively uses approved sales and marketing aids to support customer calls. Positions and adapts the message to meet each stakeholder's decision-making style and prescribing habits. Create, update and drive Territory Business Plans, including competitive opportunities, new business development, while leveraging analytics, forecasting, etc. Prioritizes time, effort, and available resources in the areas where the greatest potential is possible in order to continue to deliver results in an unpredictable environment. Achieve assigned sales goals as established by District Business Manager and/or senior staff through effective call plan attainment and business plan execution.
The TBM utilizes sales analytics tools to develop strategies for growth that are customized to the assigned territory and assess changes within the territory. Develops a local market plan to maximize selling time. Develops and implements an efficient territory business plan with strategies and tactics to maximize opportunities, increase sales results and meet strategic objectives. Serves as an information conduit, communicating openly with peers, management, and internal/external partners to enhance District business results. Conveys local market information and data regarding competitive conditions and practitioner trends. Records all calls in sales reporting tool (i.e.,Veeva, AccessIT) and is accountable for call plan attainment goals. Holds decision makers accountable for their commitments while striving to enhance relationships. Effectively manages inventory of product within Veeva and AccessIT. Collaborates with internal partners to leverage synergies and create targeted selling opportunities; adjusts plans to execute a cohesive sales effort across geography. TBM collaborates with the business and other J&J Resources proactively.
The TBM understands and speaks to the detailed features of company and competitor products.
Develops and applies business analytics, marketplace, disease state, competitor and clinical expertise to position company favorably within the territory. Understands and speaks to progression of disease and interaction of company and competitor products. The TBM understands Insulin Pump Industry & Diabetes thoroughly. Also looks for opportunities to learn about new issues and trends in the industry. The TBM applies knowledge of disease state and products to help customers through purchasing process. Leverages understanding of the healthcare landscape, clinical/therapeutic, managed care, and customer to establish a business strategy that addresses both customer and Territory business goals. Demonstrates a comprehensive knowledge of clinical and therapeutic practices, using case studies and approved aids within compliance guidelines; adjusts use of aids to align to customer‐specific requirements. TBM's provide accurate and timely answers to questions posed and solutions to challenges faced. The TBM leverages internal partners for information and resources when appropriate. Applies technical and clinical knowledge to influence practitioners' treatment choice. Ensures customers are continually educated and advised on the approved use of Company products. Utilizes technology to analyze sales results, track results of activities, and drive business plan revisions. Updates customer account documentation to serve as a ready resource when planning pre/post‐call activity. The TBM applies a full understanding of healthcare compliance and regulatory guidelines when devising and executing plans. Anticipates customer and marketplace trends and shifts. Leverages clinical, technical, industry, and market knowledge to refine strategies appropriately. Attends and participates in all sales meetings and those conventions and symposia to which he/she is assigned
The TBM completes all expense reports in a timely manner and keep corporate accounts current. Complete all reports required by District Business Manager in a timely basis. Maintain accurate records in time and attendance system. Stay current on any other administrative duties as assigned by District Business Manager. Executes on Call Plan Attainment-all calls entered into Veeva and AccessIT. Complies with all company policies and procedures. Complete other assignments as directed by District Business Manager.
A Bachelors Degree is required. A minimum of 3 years of related experience is required. A minimum of 3 to 5 years of previous Medical Device, Pharmaceutical, or Biotech experience is required. A successful and consistent track record of delivering results in the Pharmaceutical or Medical Device sales industry is required. The incumbent must be able to lift 30 lbs. maximum with frequent lifting and/or carrying of objects up to 20 lbs. is required. There is moderate potential for exposure to bloodborne pathogens, body fluids or other potentially infectious materials. Excellent written and verbal communication skills are required.
Strong business partnering, negotiation and influencing skills are required. Demonstrated capability to skillfully communicate with all levels of employees, influence outcomes and establish credibility is required. Demonstrated ability to interact with patients of diverse backgrounds and to resolve conflict is required. This position could require up to 60% travel which may include overnight and/or weekends. Candidates must possess a valid driver's license issued in one of the 50 United States and a clean driving record. Previous Diabetes Care field sales and/or management experience is strongly preferred.
BE VITAL in your career, Be seen for the talent you bring to your work. Explore opportunities within the Johnson & Johnson Family of Companies.
Primary Location:North America-United States-Georgia-Atlanta
Organization: Animas Corporation (6150)
Job Function: Selling MD&D