JOB DESCRIPTION:

The Territory Business Manager (TBM) is responsible for launching and selling the Company's lead product candidate, HTX-011 in the US hospital (inpatient and outpatient) and ambulatory surgery center (ASC) market. He/she is responsible for successful navigation of the hospital formulary process as well as gaining appropriate pull-through and utilization of the Company's pain management franchise across a broad spectrum of customers. The TBM requires developing and implementing strategies for introducing new products and growing the business in assigned accounts, promoting thought-leader and advocate development, and building strong relationships with other key personnel to drive product sales.

Position based in Miami, Florida.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Meet or exceed all established territory sales plan managing to budgets by developing and implementing strategies specific to the assigned territory that aligns to the overall commercial brand strategy.
• Establish and maintain professional relationships with targeted opinion leaders and hospitals/ASCs, including surgeons, anesthesiologists, pharmacy, other critical medical staff, etc. Present a professional sales image in all business matters.
• Develop strategically targeted account-specific business plans that reflect an in-depth understanding of local market forces.
• Develop and implement strategies to ensure Heron's pain management products are on hospital formulary within an accelerated time-period after launch as well as in EMR systems, on protocols and standing orders to ensure HTX-011 pull-through.
• Discover who the decision-makers and key contacts are in hospital accounts, and establish and maintain professional relationships and developing buy-in and support for Heron's pain management portfolio.
• Engage in informed discussions and communicate a compliant, current, effective, on-message and accurate sales presentation to customers. Customize interactions based on individual customer needs and perspectives.
• Develop and implement special programs within territory to maximize sales opportunities, i.e. peer-to-peer programs, etc.
• Verbally deliver clear and concise instruction on the safe and efficacious use of Heron pain management products to customers in and out of the operating room setting, including in-services for surgeons and clinical staff.
• Participate fully in training on new data and materials through in person and online training programs. Attend district, regional and national meetings, as required.
• Maintain an updated working knowledge of Heron's pain management products, relevant disease states, and competitor products in order to provide comprehensive clinical knowledge to customer contacts.
• Effectively plan workdays and sales calls to accomplish goals and objectives.
• Able to carry out all duties and responsibilities in compliance with applicable regulations and Pharma guidelines. Complete assigned administrative tasks, including customer records, in a timely, accurate, legible, and organized manner complying with all corporate policies, procedures, and standards.

REQUIREMENTS:

• B.A. or B.S. degree in relevant field or equivalent experience required.
• Minimum three (3) or more years of pharmaceutical hospital sales or account management experience and 2-3 years in the geography.
• Minimum three (3) years of experience building and maintaining strong professional relationships with pharmacists and surgeons across multiple specialties. Experience in orthopedic and general surgery, pain management preferred.
• Demonstrated strong business skills to understand and analyze business and market drivers, and develop, execute and adjust business plans.
• Demonstrated experience working alongside physicians and staff in the operating room.
• Demonstrated experience developing relationships with hospital pharmacies and getting on P&T including experience building a coalition across different groups to get a product on formulary.
• Demonstrated understanding of EMR and CPOE systems.
• Demonstrated experience getting products into protocols/standing orders and experience with general pull-through.
• Demonstrated ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans.
• Demonstrated in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and position Heron's pain management products compliantly versus competition.
• Ability to communicate a current, effective, and accurate sales presentation to customers.
• Ability to understand and retain comprehensive knowledge of information regarding pain management practices, related disease states, and associated patient care.
• Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
• Excellent communication and interpersonal skills in addition to being self-motivated with a sense of urgency, well organized, and possessing strong problem-solving abilities.
• Must be willing to travel by car or plane as needed to visit customers, attend conferences, or corporate meetings. Must possess a valid motor vehicle operator's license in good standing.
• Candidates must satisfy reasonable credentialing requirements, including, but not limited to vaccinations and background checks, where applicable.
• Must be available to work in the evenings and weekends, as required.
• Position will require 80% field time.

The above description is intended to describe the general nature of the job and may include other duties as assumed or assigned; it is not intended to be all-inclusive or limit the duties of the position.

Heron is an Equal Employment Opportunity/Affirmative Action Employer: Minority/Female/Disability/Veterans/Sexual Orientation and Gender Identity.