Job Title: | Account Executive | Job Category: | Sales | Department/Group: | Sales | Internal Team: | Sales/Operations |
Description of Responsibilities |
ROLE AND RESPOSIBILITIES The Account Executive – Oral Oncology is responsible for achieving territory sales objectives by promoting oral oncology products to oncologists, hematologists, advanced practice providers, pharmacists, and key decision-makers within health systems and oncology practices. The Account Executive develops strategic account plans, delivers scientific and product education, and collaborates with cross-functional teams to improve patient access and optimize customer engagement. The role requires strong business acumen, consultative selling skills, and a deep understanding of the oncology treatment landscape. Key Responsibilities - Develop and execute comprehensive territory and account business plans aligned with company sales objectives.
- Build and maintain relationships with oncologists, hematologists, oncology nurses, pharmacists, practice administrators, and integrated delivery networks (IDNs).
- Promote oral oncology therapies by communicating clinical efficacy, safety data, dosing, administration, and patient outcomes.
- Identify business opportunities through analysis of prescribing trends, market dynamics, and competitive intelligence.
- Conduct product presentations, educational programs, and peer-to-peer events for healthcare professionals.
- Collaborate with Medical Affairs, Market Access, Patient Services, Specialty Pharmacy, and Commercial Operations to support customer needs.
- Educate providers on patient support programs, reimbursement resources, and specialty pharmacy processes.
- Develop relationships with key opinion leaders (KOLs) and influential stakeholders within the oncology community.
- Utilize CRM tools to document customer interactions, manage territory performance, and forecast business opportunities.
- Maintain compliance with FDA regulations, company policies, and industry standards.
- Attend oncology conferences, regional meetings, and continuing education events to remain current on clinical developments.
Reporting Responsibilities for both unless otherwise specified |
Qualifications, Education and Training for both unless otherwise specified |
Required Qualifications - Bachelor's degree in Business, Life Sciences, Healthcare, or a related field.
- 3–7 years of pharmaceutical, biotechnology, or specialty sales experience.
- Oncology or hematology sales experience strongly preferred.
- Demonstrated success achieving or exceeding sales goals in a complex healthcare environment.
- Strong understanding of oral oncology therapies, treatment pathways, and oncology practice dynamics.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Ability to analyze clinical data and communicate scientific information effectively.
- Proficiency with CRM systems and Microsoft Office applications.
- Valid driver's license and willingness to travel extensively within the assigned territory.
Preferred Qualifications - Experience selling specialty or oral oncology products.
- Knowledge of specialty pharmacy distribution and reimbursement processes.
- Experience managing large health systems, IDNs, or academic medical centers.
- Familiarity with NCCN Guidelines and current oncology treatment standards.
Core Competencies - Strategic account management
- Consultative selling
- Clinical and scientific communication
- Territory planning and execution
- Business development
- Customer Relationship Management (CRM)
- Market analysis
- Negotiation and influencing
- Presentation and facilitation
- Cross-functional collaboration
- Problem-solving
- Time and territory management
Key Performance Indicators (KPIs) - Achievement of territory sales quota
- Prescription and market share growth
- Account penetration and expansion
- Customer engagement and call quality
- New prescriber acquisition
- Formulary and access success
- CRM documentation and forecasting accuracy
- Compliance with company and regulatory standards
Work Environment - Field-based role with frequent travel throughout an assigned geographic territory.
- Regular visits to oncology clinics, hospitals, infusion centers, and specialty pharmacies.
- Participation in regional and national oncology conferences, advisory boards, and educational events.
- Collaboration with internal commercial, medical, market access, and patient support teams
Physical and Environmental Requirements with or without accommodation for both unless otherwise specified |
The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions in this job description: - Field-based position covering a designated geographic territory.
- Frequent travel to physician offices, cancer centers, hospitals, and conferences.
- Combination of independent territory management and collaboration with internal teams.
- The employee is regularly required to stand, walk, and sit, as well as talk and hear.
- The employee is required to use hands to operate vehicles and office equipment.
- The employee must occasionally lift and/or move up to 25 pounds.
Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and the ability to adjust focus |
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