Act as a program resource for local Account Executives and CMC staff. Responsible for all sales and marketing efforts in a specified territory and for growing top line revenue and margin of assigned therapy. Implement territory sales activities and is responsible for achieving sales objectives. Manages the sales process that ultimately results in customer commitment to Option Care.
Accounts include physicians, academic institutions, hospitals, manufacturers, disease foundations and associations, and payers within the assigned territory.
Develops and implements sales strategies for assigned territory.
Creates a territory sales plan and regularly assesses progress on opportunities.
Prioritizes accounts based on total potential, current referrals, likely profitability, service needs, and probability of success.
Plans activities and account routing to ensure sufficient coverage of all key customers.
Creates and updates short-and long-term account plans; utilizes to guide actions.
Identifies key customer decision makers and builds relationships to gain access to all decision makers.
Assesses and documents the competitive landscape within the account (e.g. pre-existing competitor relationships, presence of clinical liaison, etc.).
Sets account objectives and establishes plans for achieving objectives.
Tracks / records call activity and progress on referral opportunities.
Leverages internal sources (e.g. sales volume data) to identify high potential customers. Leverages external sources (e.g. third party data) to identify high potential customers. Uses all available information to understand customer needs and to identify opportunities.
Conveys and reinforces elements of the value proposition appropriate for each account and decision maker.
Adjusts messaging based on customer relationship life-cycle (e.g. potential new account vs. long-standing, loyal referral source).
Quantifies value in financial / economic terms to appropriate stakeholders.
Uses appropriate marketing materials and tools to convey consistent messaging across the organization.
Obtains a complete understanding of customer needs before offering a solution.
Leverages resources within the WIRS sales and operations organizations—including GMs, first line managers, clinical staff, and other sales roles—to assist in addressing customer issues.
Ensures accounts are effectively managed. Initiates and participates in marketing clinical program services to accounts.
Attends and presents at external customer meetings and internal meetings with other company functions as necessary to aid business development.
Does this position have supervisory responsibilities? NO
(i.e. hiring, recommending/approving promotions and pay increases, scheduling, performance reviews, discipline, etc.)
Basic Education and/or Experience Requirements
Bachelor’s degree and at least 4 years of pharmaceutical of healthcare sales experience.
Travel at least 75% of the time for business purposes (within state and out of state).
Clinical bachelor’s degree.
Infusion or related healthcare sales experience.
Managed Care sales experience with a focus on contracting and sales pull-through.
Experience selling to, and maintaining, physician office-based accounts.
Experience applying Sales and Marketing principles and methods for showing, promoting, and selling products and services.
BioScrip®, Inc. is the largest independent national provider of infusion and home care management solutions, with approximately 2,200 teammates and nearly 80 service locations across the U.S. BioScrip partners with physicians, hospital systems, payors, pharmaceutical manufacturers and skilled nursing facilities to provide patients access to post-acute care services. BioScrip operates with a commitment to bring customer-focused pharmacy and related healthcare infusion therapy services into the home or alternate-site setting. By collaborating with the full spectrum of healthcare professionals and the patient, BioScrip provides cost-effective care that is driven by clinical excellence, customer service, and values that promote positive outcomes and an enhanced quality of life for those it serves.
Our platform provides nationwide service capabilities and the ability to deliver clinical management services that offer patients a high-touch, community-based and home-based care environment. Our multidisciplinary team of clinicians, including pharmacists, nurses, dieticians and respiratory therapists, work with the physician to develop a plan of care suited to our patient’s specific needs. Whether in the home, physician office, ambulatory infusion center, skilled nursing facility or other alternate sites of care, we provide products, services and condition-specific clinical management programs tailored to improve the care of individuals with complex health conditions such as gastrointestinal abnormalities, infectious diseases, cancer, multiple sclerosis, organ and blood cell transplants, bleeding disorders, immune deficiencies and heart failure.