Job Summary

The Territory Manager exemplifies the best of both the business and clinical aspects of an industry sales professional.  The TM represents the assigned Clovis product and its approved indications, providing approved disease state and product information and resources to physicians and other stakeholders in the patient care continuum.  In so doing, the TM builds and manages long-term relationships within the assigned territory.

Job Responsibilities

• Meet or exceed all assigned goals
• Deliver exceptional value and unparalleled service to our customers
• Comprehensive business planning and execution
  • Understands and applies knowledge of the healthcare industry, trends, applicable laws and regulations, market conditions, and the market access environment (including but not limited to pharmacy economics, payer/reimbursement landscape, and patient flow/influence between institutions and community practices
  • Demonstrates understanding of current or pending clinical pathways in assigned accounts, and how they influence patient treatment
  • Analyze territory performance, program outcomes, and business trends; develop and execute business plans that optimize the commercial potential of our products
• Maintain expert understanding of the relevant disease state(s), Clovis brands, and relevant competitor products
• Conduct formal and informal presentations and convey complex scientific, reimbursement, and business information fluently to community and institutional based customers
• Excellent competitive and general selling skills
• Utilize approved sales resources
• Meet budget expectations
• Proficient with, and appropriate utilization of sales operations systems
• Communicate regularly with DM and peers
• Adhere to good compliance and operating principles at all times
• Contribute to a positive, productive and thriving culture

Key Capabilities and Competencies

• A track record of delivering exceptional results
• Strong business acumen
• Excellent selling skills - able to translate scientific and clinical findings
• Strong collaborator
  • Respectful and accountable; able to relate and work with a wide range of people to achieve results
  • Skilled in building and maintaining professional relationships with customer stakeholders
• Exceptional problem-solving skills
• Expert public speaking and written communication skills
• Exceptional time management and organizational skills – impeccable planning and follow up
• Demonstrated ability to thrive as an individual territory owner - without sales partners
• Committed to self-development to drive and enhance performance
• High integrity, honest, and trustworthy
• Positive and not easily discouraged; flexible and resilient
• Willing to speak up and challenge the status quo; confident and courageous, but modest and humble
• Personal accountability
• Self-starter – hard working, committed, tenacious

Education and Experience

• BA/BS required
• Minimum of 5 years of experience and success within the biotech/pharmaceutical industry required
  • Proven track record in achieving/exceeding sales objectives
  • Product launch experience preferred
  • Experience creating and executing business plans
• Professional knowledge and experience promoting oncology therapeutics strongly preferred
• Working knowledge of applicable federal and state compliance guidelines & regulations required
• Working knowledge and experience with payers and specialty distributors preferred including the oncology reimbursement, access, and distribution environment
• Working knowledge of the diagnostic marketplace preferred
• Skilled in multiple computer applications, e.g. Word, PowerPoint, Excel and other custom CRM and field-based tools required

Working Conditions

• Up to 50% travel will be required in some geographies
• Must have a valid driver’s license, and meet the requirements as defined in the Clovis Motor Vehicle Policy.