Critical Care Sales Specialist- (DC, Maryland, Delaware)

Company Overview:

Innoviva Specialty Therapeutics, Inc., a subsidiary of Innoviva, Inc., is a biopharmaceutical company focused on developing innovative solutions for patients and healthcare providers in the fields of Critical Care and Infectious Diseases. 

Our mission to deliver innovative, life-saving medicines for serious unmet medical conditions drives us every day and contributes to building a sustainable business for the long term. It also inspires our entrepreneurial culture which fosters innovation, collaboration, and a relentless commitment to the people we serve. Patients are at the center of everything we do because everyday matters. Every employee is encouraged to take initiative, explore new ideas, and turn challenges into opportunities that can potentially transform lives, especially those suffering from serious and difficult-to-treat illnesses.

Our products marketed in the U.S. include:

• GIAPREZA® (angiotensin II) is a vasoconstrictor to increase blood pressure in adults with septic or other distributive shock.
• XACDURO® (sulbactam for injection; durlobactam for injection) is a new treatment designed specifically to treat hospital-acquired bacterial pneumonia (HABP) and ventilator-associated bacterial pneumonia (VABP) caused by susceptible strains of bacteria called Acinetobacter baumannii-calcoaceticus complex in adults.
• XERAVA® (eravacycline) is a broad-spectrum antibiotic used to treat patients with complicated intra-abdominal infections (cIAI).
• ZEVTERA® (ceftobiprole) is an approved advanced-generation cephalosporin antibiotic and the only FDA-approved cephalosporin specifically designed to treat adult patients with Staphylococcus aureus bloodstream infections (bacteremia) including those with right-sided infective endocarditis. In addition, Zevtera is approved in adult patients with acute bacterial skin and skin structure infections (ABSSSI), and adult and pediatric patients (3 months to less than 18 years old) with community-acquired bacterial pneumonia (CABP). 
• Nuzolvence® (zoliflodacin) for oral suspension is a first-in-class, single-dose oral antibiotic for the treatment of uncomplicated urogenital gonorrhea in adults and adolescents 12 years of age and older weighing at least 35 kg.

Summary of Position:

This is a field-based position, assigned to the East Region (DC, Maryland, Delaware) The Critical Care Sales Specialist (CCSS) will partner with the Key Account Directors, National Account Directors, and field Medical Science Liaison Team to improve treatment in our targeted disease states and establish process in customer accounts to improve outcomes. Responsibilities will include developing tactical plans to establish consistent and sustainable sales growth within the territory, building relationships within the critical care and infectious disease communities to facilitate clinical discussion of where our products fit to improve outcomes. 

Responsibilities will include building strategic relationships within the critical care and infectious disease communities and be prepared to discuss clinical information. The CCSS will also understand the formulary process, P&T committee process, and decision-making processes germane to the addition of new therapies at each institution. 

The Critical Care Sales Specialist will be expected to have a high level of product knowledge, relevant institutional and HCP office relationships, and the ability to leverage all available avenues to influence their accounts. This includes the use of technology like Microsoft Teams, but most importantly the mindset of being present, live, in accounts. They will be able to demonstrate business acumen, the ability to formulate and execute a territory-specific strategy, the ability to communicate clinical data with impact and will be held accountable to consistent growth of all promoted products over time.

Responsibilities:

• Work cross functionally to identify customer needs. Collaborate and communicate effectively with RBD (Regional Business Director), KAD (Key Account Director), NAD (National Account Director) and medical field partners (MSL Field Team) and others within the geographic region to deliver coordinated, efficient, effective, and appropriate approved product and disease state information.
• Consult with both state and local professional organizations and identify exhibit or engagement opportunities.
• Develop and maintain strong and long-term relationships with all key HCP’s that align to the product marketing strategy and other health care providers (collectively “HCP”) that see appropriate patients within the institutions or geographic area served. CCSS will continue to add new HCPs within the account quarterly and maintain routine and regular interactions with all HCPs within the account as reported in VEEVA. 
• Be influential in discussions with customers using effective selling, listening and negotiation skills, using proper terminology and approved messaging.
• Manage the formulary process in assigned accounts, but more importantly communicate the clinical value of Innoviva’s portfolio for specific patient types in regular conversations with relevant stakeholders.
• Ensure approved product and disease state information is used in an appropriate and compliant manner. Have relevant HCP work in Tier 1 and 2 accounts that include a strategic, tactical, measurable and time bound plan that meets both HCP needs, and company expectations focused on approved product and disease state information.
• Engage formulary and administrative business partners within the hospital to pursue formulary acceptance/approval and appropriate usage of our portfolio of products. Once on formulary, work to develop a specific protocol, key HCP’s, and monitor orders for routine utilization. Utilize VEEVA to update account progress in real time as information is uncovered at the account level. 
• Engage in strategic territory planning by utilizing sales tools weekly to evaluate performance in accounts. Monitor sales performance and utilize tools for planning and execution of account plans. Ability to provide specific territory updates to your RBD on all 1:1’s and field visits. Maintain call activity on all key HCPs in Tier 1 and 2 accounts with high frequency and reporting calls on a daily basis. All HCPs should align to appropriate specialties in alignment with the Products promoted and the marketing strategy.
• Perform all administrative functions of the position in a timely and efficient manner and in accordance with all IST policies and procedures.
• Formulate and execute a specific quarterly tactical plan combining market knowledge and analytics in their assigned geography in coordination with their RBD, KAD, and Medical team.
• Serve on field input teams by having strong engagement and communication to internal partners, sales leadership and peers in the field.
• Other duties as assigned.

Experience & Education:

• Minimum of bachelor’s degree, RN or other clinical degree or experience preferred. ICU and Infectious Disease portfolio experience preferred.
• Current or previous hospital-based pharmaceutical experience is required

 Specialized knowledge:

• Hospital product sales experience and experience with antibiotics and intravenous medications preferred.
• Presentation skills and experience necessary.
• Proven ability to understand disease states, patient profiles, and treatment pathways to articulate and routinely present complex scientific information, required.
• Demonstrated ability to interpret complex clinical information and an ability to work in cross functional teams, collaborate, develop, implement, and execute strategic and tactical plans.
• Demonstrated understanding of hospital formulary process and requirements and ability to navigate a hospital system.
• Demonstrate a working knowledge of FDA OIG, HIPPA regulations and approved guidelines for pharmaceutical promotion and adverse event/drug reaction reporting, medical education guidance and compliance policies.
• Proficiency in Microsoft Office, standard programs (Word, Excel, and Power Point), Teams for virtual meetings and Outlook for email communication.

Skills and Abilities:

• Strong interpersonal and presentation skills.
• Excellent written and oral communication skills.
• Self-motivated, reliable and ability to function independently within a team. Proficiency in conducting and leading video calls or meetings.
• Able to address change and ambiguity with a positive attitude and strong work ethic.
• Veeva and MS Teams experience preferred, MS Office required.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Innoviva Specialty Therapeutics is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Innoviva Specialty Therapeutics is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.