All newly-hired experiences (i.e. not entry level) Sales Professionals should enter at this level, regardless of their tenure or experience elsewhere.
Knowledge
Able to understand technical issues (medical, computer, data analysis)
Skills & Abilities
Customer Orientation
Externally Focused
Actively Listens
Manages Emotions
Flexes Customer Approach
Builds Customer Trust
Business Acumen
Scans External Environment
Makes No Assumptions
Analyzes Market Trends
Knows Keenova as a Business
Leverages Internal Network
Product & Therapeutic Expertise
Applies Product Knowledge
Articulates Marketing Messaging
Tailors Marketing Messaging
Articulates Competitive Attributes
Reframes Conversations
Drive for Results
Acts with Sense of Urgency
Communicates Compellingly
Takes Initiative
Creates Change
Gains Commitment
Sells Effectively
Initiates Dialogue
Insightful Questioning
Manages Relationships
Advances Adoption
Expands Account Depth
Personal Credibility
Upholds Keenova's Reputation
Takes Accountability
Adapts to Change
Creates Openness
Invests in Development
Physical Requirements
Overnight travel is necessary (30% or more). Territory specific.
Must have valid driver's license.
Ability to safely operate a motor vehicle.
Ability to lift up to 10 pounds.
Keenova offers employees a T
Benefits
Health insuranceRemote work options
Additional Information
Job Title
Sr. Specialty Sales Professional - Santa Barbara, CA
Requisition
JR000015817 Sr. Specialty Sales Professional - Santa Barbara, CA (Open)
Location
Los Angeles, CA
Additional Locations
Job Description Summary
Fully functioning Sales Professional role that plans and executes a moderately complex sales process, focusing on gaining and leveraging an understanding of the customers' objectives across their full spectrum of needs. The Senior Specialty Sales Professional has broad knowledge of the customer and leverages business knowledge to expand relationships with customers (i.e., hand, orthopedic and plastic surgeons). The Senior Specialty Sales Professional can fully and knowledgably articulate the strengths and limitations of assigned Keenova products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at the customer.
Job Description
Territory Covers: The Valley and parts of Los Angeles. Encino/Simi Valley or Thousand Oaks area
Territory Planning
Establish and maintain call objectives for geography with minimal consultation with Area Sales Manager (ASM) to assure proper portfolio balance and planned actions.
Develop and complete appropriate territory business plan for optimal activity
Pre-call Planning
Create effective call plans that include who to contact, how frequently to contact them, and what products to focus on for each call.
Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.
Sales Call Execution
Understand and use approved promotional materials to support marketing message.
Employ effective selling model and techniques aligning to current strategies set forth by Keenova Therapeutics.
Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Keenova established Policies on all interactions with Healthcare Professionals.
Post-call Follow Up
Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
Territory Management
Effectively manage sample accountability program.
Execute all administrative responsibilities including but not limited to:
Complete weekly activity reports as needed.
Synchronize, check email, and voicemail at least once a day.
Update ASM on territory business plan on a quarterly basis.
Complete and track expense reports every 2 weeks at minimum or at the discretion of the ASM.
Maintain & Expand Market & Professional Knowledge
Maintain an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
Maintain an expert product knowledge base including patient education, consumer education, and factors influencing the market environment.
Learn and execute core sales training curriculum.
Learn and apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
Gain understanding of local 'Payer' environment and incorporate appropriate sales strategies.
Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.
Mallinckrodt · Los Angeles, CA