Job Title:Specialty Territory ManagerJob Category:Sales Professional
Travel Required:YesPosition Type:Full-Time
HR Contact:Kathy RogersDate Posted:09/25/18

Roles and Responsibilities

  1. Maintains and utilizes expert product knowledge and highly effective selling skills in order to influence targeted health care professionals to support the use of Napo promoted product, Mytesi, for non-infectious diarrhea in adults on ART therapy. Executes brand strategies to ensure a consistent sales and marketing message.  Establishes and maintains effective communication, cooperation, coordination, and with Napo employees.
  2. Demonstrated effectiveness in pre-call planning to meet health care professionals’ (HCP) needs. Builds discussion around HCP needs and opportunities. Fosters HCP network development and communication. Has accurate and timely follow-up discussions with HCP. Fosters ongoing trust with HCP as relationship develops. Uses appropriate Napo Sales Training techniques, to facilitate the HCP decision making process.
  3. Identifies top plans for HCP. Engages HCP in comprehensive discussions on the payer environment, copays, and formulary access. Works with RBD to generate and sustain support for products on MCO formularies, including ADAP. Develops an extended team to pull-through MCO decisions.
  4. Analyzes territory information to optimize HCP calls. Monitors local market conditions for changes that impact business. Develops plans to maximize speaker programs. Adjusts implementation plans on a regular basis (speaker mgmt., advocate development, etc.). Creates opportunities that meet both territory and brand tactics. Utilizes OCE and supporting analysis to plan activity, report and monitor sample and literature use, and maintain account and HCP records.  Completes all administrative responsibilities as directed by management.  Successfully completes all Sales Training requirements.
  5. Identifies and develops thought leaders, innovators and advocates to support Napo product. Works with trained speakers for given topics and products.  Provides feedback and follow-up to speakers and attendees.  Initiates contacts and network-building among advocates and HCP.  Develops realistic plans to develop speakers and thought leaders.  Manages programs and budgets to stay within standards.
  6. Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures. When violations are noted/observed they are to be immediately reported to management.  Demonstrates high ethical and professional standards with all business contacts in order to maintain Napo’s excellent reputation within the medical and pharmaceutical community

Qualifications and Education Requirements

  • Bachelor’s degree required, advanced degree preferred.
  • A minimum of 3-5 years successful pharmaceutical sales experience. Specialty Pharmaceuticals and/or HIV experience a plus.
  • Must achieve a minimum of Meets Expectations or higher for two most recent performance reviews.
  • Demonstrates acceptable level of performance for all Specialty Territory Manager competencies based on reference check.
  • Proficiency in Excel, Word, Outlook, and database applications.
  • Ability to travel (may include overnight travel).
  • Should reside in territory geography or be willing to relocate.  Company funded relocation not available.
  • Valid Driver’s License and an acceptable driving record.

Performance Measurements

  1. Meets or exceeds all sales, market share and budgetary objectives as defined annually in the Performance Plan.
  2. Meets or exceeds performance standards as defined in the Performance Plan. Maintain a high performing Territory.
  3. Analyzes market place to develop Territory Business Plan content, planned initiatives versus actual initiatives successfully implemented and results achieved.
  4. Demonstrates a commitment to Performance with Integrity and Compliance. Ensure all Napo Policies and Procedures are adhered to and training completed as required.
  5. Overall performance and development of the team, staff retention of high performers, turn-over of low performers, documented feedback in Annual Plans and Coaching feedback.
  6. Provides input and work with counterparts during the Business Planning process.
  7. Ability to assess skills and abilities and develop appropriately. Ability to provide resolution and direction in conflicting situations, follow through on long term vision.  Ability to interpret strategy into short term results as measured in sales reporting tools and documented Performance Plan results.

Additional Notes

Specialty Territory Manager reports to Regional Business Director.

Interested? Contact Kathy Rogers by email at or by phone at (510) 502-0987.

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