Neurology Account Specialist, Northern California - Field based
Company: Eisai
Location: Santa Rosa
Posted on: May 4, 2024
Job Description:
At Eisai, satisfying unmet medical needs and increasing the
benefits healthcare provides to patients, their families, and
caregivers is Eisai's human health care (hhc) mission. We're a
growing pharmaceutical company that is breaking through in
neurology and oncology, with a strong emphasis on research and
development. Our history includes the development of many
innovative medicines, notably the discovery of the world's most
widely-used treatment for Alzheimer's disease. As we continue to
expand, we are seeking highly-motivated individuals who want to
work in a fast-paced environment and make a difference. If this is
your profile, we want to hear from you.Job SummaryEisai is in the
midst of an important launch of a new product in the U.S. focused
on educating HCPs on a treatment for appropriate individuals
suffering from mild cognitive impairment due to Alzheimer's disease
(AD) or mild AD. TheNeurology Account Specialist (NAS) will be part
of a diverse team of sales professionals who support this important
launch and will be responsible for developingand executing
businessplans for theirassignedgeography.In this role, the NAS will
have the primary role of demand generation by conveying complex
clinical information to customers and key stakeholders consistent
with the FDA-approved indication. Additionally, the NAS will be
responsible for ensuring customers are educated on the simplest
patient journey to therapy within their assigned geography. The
individual must be able to utilize exemplary interpersonal skills
to uncover and address the customer's educational needs. The NAS
will be required to effectively understand, navigate, and
communicate a successful patient pathway to customers.The NAS will
be an agile learner with the expectation of understanding
Alzheimer's disease and the competitive landscape in which we will
market our brand. They will build trusted professional
relationships with appropriate Healthcare Professionals (HCPs),
other HCPs, and office staff and be expected to work
cross-functionally while adhering to all of Eisai's ethics and
compliance standards.Essential Functions
- Develop and maintain superior clinical expertise with our
brand(s) and disease state/conditions to effectively educate and
engage healthcare professionals in a dialogue about clinical
evidence, approved indication(s), and the product efficacy/safety
profile to support on-label prescribing for appropriate
patients
- Strong knowledge and understanding of the process to start and
maintain a patient on therapy
- Develop deep knowledge of Alzheimer's disease, local and
regional market trends, product, and competitor knowledge
- Accountable for assigned hospitals/institutions and respective
P&T committees
- Knowledge of institutional P&T processes. Document key
processes and dates for hospital P&T for anti-amyloid
treatments
- Develop knowledge of Infusion centers to complete stated
objectives
- Engage HCPs to identify and assess infusion and diagnostic
pathways using approved resources when available; identify
alternatives if viable pathways do not exist
- Ability to appropriately coordinate a cross-functional team
approach to assist in providing the knowledge needed for hospitals
to make informed formulary decisions
- Leverage regional KOL and advocacy group learnings regarding
local care pathways garnered by RMLs
- Educate HCPs, HCOs and Infusion centers on our AD product and
the infusion process (including infusion site reactions, and MRI
monitoring)
- Ability to develop and execute a business plan to meet / exceed
brand strategic goals
- Leverage expertise and knowledge to anticipate and effectively
manage business opportunities and challenges with HCPs in assigned
geography
- Engage and influence key customers to include local and
regional hospital systems to establish a strong organizational
presence and build upon the history of Eisai in the Alzheimer's
marketplace
- Develop expertise in understanding of their assigned IDNs
- Account / market dynamics, stakeholder mapping / management,
the HCP referral process, access, account department drivers,
patient pathway, etc.
- Develop, maintain, and execute strategic key-account plans
- Provide account/ patient-focused solutions, connect the right
solution to the right account stakeholder
- Function independently demonstrating a high degree of sales
proficiency to drive sales performance and ensure sales forecasts
and assigned budgets meet or exceed therapeutic and territory
expectations
- Collaborate with key Eisai functional areas to drive outcomes
that align to organizational objectives, demonstrate Eisai values,
and represent Eisai's hhc mission
- Participate in industry related congresses, local and regional
meetings, and medical conferences
- Demonstrate awareness, understanding, and adherence to all
industry and company policies and guidelines; apply these standards
across all business operations (i.e. policies/procedures, resource
utilization, sales and account data, etc.)
- Cultivate a culture of high performance with emphasis on
accountability, drive for results, and collaboration upholding
Eisai's strong ethical standards
- Provide formal and informal updates to the Alzheimer's
franchise on the progress against defined KPI attainment,
post-launch.
- Successfully complete training requirements, including product,
and disease-state examinationsQualifications
- Bachelor's Degree from an accredited institution (BA, BS or
equivalent) required
- Must have at least 7 years of total sales experience clearly
noted on resume, a portion of which must include two or more of the
following areas: infusion, diagnostic, biologic, medical device,
buy and bill, rare disease, specialty pharmacy, and/or neurology.
(Neurology and infused product experience preferred).
- For internal candidates only- a minimum of 7 years of sales
experience and a track record of internal success is required. A
combination of infusion, diagnostic, biologic, medical device, buy
and bill, rare disease, or specialty pharmacy experience is
strongly preferred.
- Understanding the healthcare delivery system including: buy &
bill, specialty pharmacy, distribution models, medical device
and/or biologics experience is strongly preferred
- Build and execute business plans for top markets within their
geography
- Additional commercial function experience a plus (i.e. sales
training, marketing, managed markets, sales/business analytics,
etc.)
- Strong understanding of pharmaceutical manufacturer compliance
& regulatory requirements
- Demonstrated success in driving growth and profitability,
establishing strong trusted partnerships, leveraging market and
customer insights, strategic and tactical planning
- Expertise in U.S. healthcare industry; including the
understanding of delivery of care, market access and reimbursement
landscape, and key stakeholders that influence decision making
within local markets and healthcare systems
- Ability to effectively work and coordinate activities across of
multidisciplinary matrix team within Eisai
- Demonstrated ability to network, establish, and maintain strong
business relationships with customers
- Entrepreneurial spirit; embracing strategic and creative
thinking to achieve goals
- Influence, meet and adapt to the changing needs of the external
customers, Alzheimer's franchise and healthcare industry
- Strong business acumen, problem-solving, and analytical skills
are essential
- Demonstrated ability to thrive in a highly complex environment
balance competing priorities and work in an ambiguous market
- Excellent communication skills - written and verbal
- Proficient with Microsoft Office Suite platform, Outlook,
salesforce automation and customer management databases, formulary
software and applications (i.e. FTF), digital communication
platforms
- Ability to operate a motor vehicle legally, safely and
successfully is required; candidates must have a valid driver's
license to be considered
- Domestic travel 50% - when necessary, travel overnight
including to conferences, training, and sales meetingsCritical
Experiences and Characteristics
- Genuine sense of empathy for patients and care partners and the
challenges they face from this disease (ability to build
trust)
- Experiences outside of comfort zone (e.g., different functional
areas, product situations) that required engaging new learning and
contemplating or experiencing failure
- Experience navigating matrixed environments in a constructive
and collaborative manner, notably across functions and with
external business partners (ability to "see the essence", "connect
the dots" and solve or facilitate solutions to complex
problems)
- Effectively handled uncertain or challenging situations that
required both strategic thinking and adaptability
- Demonstrations of grit (passion and perseverance), courage, and
a commitment to a cause
- Ability to contribute to and participate within a diverse
team
- Demonstration of a clinical aptitude
- An earned industry/market perspective coupled with high
professional selling ability (impact with integrity)
- Complex launch and/or account management experience, and an
ability to communicate the "how"
- Authentic, undeniable positive energy#LI-MI1#IND123#LI-RemoteAs
a condition of employment and an essential function of this
field-based position, applicants must be able to engage in person
with HCPs and other third parties at their offices, institutions
and other appropriate locations on a regular basis. In order to
gain in-person access, applicants selected for the position may be
required to complete third parties' credentialing and/or entry
requirements, which often include an attestation to and/or
providing proof of having received certain vaccinations, including
but not limited to the COVID-19 or flu vaccines. To the extent you
are unable to meet certain requirements for qualifying medical
(including pregnancy-related) or religious reasons, applicants must
request a reasonable accommodation by contacting the Human
Resources Department.Eisai Salary Transparency Language:The base
salary range for the Neurology Account Specialist, Northern
California - Field based is from :127,400-167,300Under current
guidelines, this position is eligible to participate in : Eisai
Inc. Sales Incentive Plan.Final pay determinations will depend on
various factors including but not limited to experience level,
education, knowledge, and skills.Employees are eligible to
participate in Company employee benefit programs. For additional
information on Company employee benefits programs, visit .Certain
other benefits may be available for this position, please discuss
any questions with your recruiter.Eisai is an equal opportunity
employer and as such, is committed in policy and in practice to
recruit, hire, train, and promote in all job qualifications without
regard to race, color, religion, gender, age, national origin,
citizenship status, marital status, sexual orientation, gender
identity, disability or veteran status. Similarly, considering the
need for reasonable accommodations, Eisai prohibits discrimination
against persons because of disability, including disabled
veterans.Eisai Inc. participates in E-Verify. E-Verify is an
Internet based system operated by the Department of Homeland
Security in partnership with the Social Security Administration
that allows participating employers to electronically verify the
employment eligibility of all new hires in the United States.
Please click on the following link for more information:Right To
WorkE-Verify Participation
Keywords: Eisai, Napa , Neurology Account Specialist, Northern California - Field based, Healthcare , Santa Rosa, California
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