Job details
Job type full-time
Full 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) missionWe’re a growing pharmaceutical company that is breaking through in neurology and oncology, with a strong emphasis on research and developmentOur history includes the development of many innovative medicines, notably the discovery of the world`s most widely-used treatment for alzheimer’s diseaseAs we continue to expand, we are seeking highly-motivated individuals who want to work in a fast-paced environment and make a differenceIf this is your profile, we want to hear from you.
Job summary:
The area business leader (abl) will engage with assigned health systems for eisai’s oncology portfolio and manage a team of sales professionalsThe abl is responsible for the relationships with eisai’s oncology integrated customers and will meet with appropriate influencers and decision makers within the integrated customers environmentAppreciating the market landscape and account dynamics of each integrated customer, the abl will meet with key decision makers across the account (s-suite, c-suite, kols, pathway and p&t committee members)Each abl will lead account responsibility for a defined number of potential strategic accounts and will be responsible for coordinating all appropriate eisai selling activities at these accounts and their affiliated prescribers.
The abl also is responsible for the leadership, development, direction and management of a team of sales representativesEach abl will oversee the pull through of representatives selling efforts in accordance with strategic plans and compliance, monitoring and driving sales goals, and coaching sales representatives on critical selling skills, clinical expertise and business acumen.
Essential functions:
Develop and foster the relationship with assigned accounts, including establishing and maintaining relationships with key influencers and decision makers within the assigned health systems;
Key influencers to possibly include c-suite and administrative roles within an account (not limited to ceo, cfo, cmo, case management, dirOf quality, industry relations, technology dir, etc.).
Evaluate unique needs of the assigned health systems and work with regional business leader and other corporate functions as appropriate (e.g., managed markets, trade relations, value access, contracting, medical, heor, marketing, compliance) to develop compliant means to understand account needs and educate around eisai oncology products consistent with fda-approved labeling;
Employ in-person tactics to execute against account plans, including visiting accounts to promote sales efforts, and provide clinical, efficacy and safety information on eisai oncology brands to key treatment decision makers/executive teams within these high control accounts.
When engaging in business-to-business discussions with qualified stakeholders, utilize approved resources such as fdama 114 material, contract performance updates, and value and access resources, where appropriate.
Support the launch of new products/indications by increasing awareness of the new product/indication, internally identifying competitor drugs currently in use and on formulary or protocol within the account, and determining potential access points for new product/indication on system protocols; ensure to build and maintain compliant relationships with p&t members, key kols and pharmacy and medical directors;
Responsible for gaining and applying a deep understating of relevant markets, business models, strategic priorities, future direction, financial drivers and leadership profiles of key customersThis includes understanding and engaging in key local and national, health care issues/strategies, customer issues/trends, pathway and quality trends and best practices to establish credibility beyond product and therapeutic areas.
Maintain open communication throughout the organization by partnering with relevant cross functional colleagues, departments and alliance partners to provide leadership and insights that lead to strong relationships and the development of appropriate business strategies that support brand(s) objectives in key health systems accounts.
Manage all sales representatives activity in target district and coordinate collaboration of prescriber-level selling efforts across a multi-sleeve sales model.
Develop and implement sales strategies and tactics for the area that are consistent with achieving regional and corporate sales goals in a compliant mannerTailor selling approaches based on targets and deployment structure for specific geographies.
Recruit, develop, train, coach, assess, motivate, and retain talent to achieve oncology portfolio goals.
Ensure individual and team compliance with eisai policies and procedures
Drive company-leased vehicle to meetings with health care providers and other appropriate stakeholders and partners.
Requirements:
Bachelor’s degree required; advanced degree preferred
7+ years of previous pharmaceutical, biotech, or medical marketing/sales and account management experience required with a minimum of 5 years oncology experience highly preferred.
3+ years’ experience leading teams in the pharmaceutical industry required (within idn’s & major oncology centers highly preferred).
Internal eisai applicants only – will consider less years of leadership experience for individuals that have demonstrated effective leadership behaviors and a high level of success
Experience managing major accounts and understanding influence patterns, and previous idn/health system selling experience in geographic area highly preferred
Demonstrated ability to build successful teams through effective leadership, to coach a specialized sales team and retain and develop top talent
Demonstrated ability to read and apply differential sales reports to maximize sales opportunities within area
Demonstrated ability to establish and maintain strong business relationships
Experience with integrated customers and in-depth knowledge of how integrated health systems operate within the current market; understanding influential patterns within markets required
Experience in b2b discussions and relationship management at an executive-level required
Experience with contract management required
Strong understanding of ambulatory/clinic oncology delivery pertaining to infused and oral, specialty pharmacy distribution (spp, in-office dispensing)
Strong understanding of clinical, financial, environmental, and operational stakeholders and drivers within highly integrated oncology delivery systems
Strong understanding of oncology therapeutic area, trends, value frameworks, pay for performance initiatives, ocm, channel dynamics (340b, buy & bill, government, and commercial payer coverage)
Understanding of the market access and reimbursement landscape, hospital buying & distribution process, hospital contracting process, processes for developing formularies, protocols, pathways and order sets, and how they are used to influence treatment decisions at the physician level
Strong selling and negotiation skills
Strong knowledge of key laws and regulations impacting the pharmaceutical industry including the phrma code; federal food, drug, cosmetic act; anti-kickback statute; false claims act, oig/doj guidance; foreign corrupt practices act; and federal and state transparency and disclosure laws.
Excellent written and verbal communication skills, strong presentation skills.
Must successfully complete all company training programs and pass the company certification process, as well as all customer mandated and vendor credentialing requirements
Valid us driver’s license and a driving record in compliance with company standards required
Ability to travel up to 70% of the time (as area requires, including overnight travel to conferences, training, and sales meetings etc.
Eisai requires all new hires to be fully vaccinated against covid-19 and provide valid proof of vaccination as of their start date, to the extent permitted under applicable lawThis requirement is a condition of employment at eisai, and it applies regardless of whether the position is located at an eisai site, field based or is fully remoteIf you are unable to receive the vaccine for qualifying medical reasons (including pregnancy-related), or religious reasons (sincerely held religious beliefs), you will have an opportunity to request a reasonable accommodation.
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 statusSimilarly, considering the need for reasonable accommodations, eisai prohibits discrimination against persons because of disability, including disabled veterans.
Eisai incParticipates in e-verifyE-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.
