Territory Sales Manager - Baltimore, MD

Kala Pharmaceuticals, Inc - Baltimore, MD

30+ days ago
Job Description

As the Territory Sales Manager (TSM), you will be part of the inaugural specialty sales team responsible for the successful promotion of approved Ophthalmology products. You will have the opportunity to launch the Kala Pharmaceuticals organization as well as our first FDA-approved product. This is done through establishing partnerships with key Ophthalmologist, Ophthalmic surgeons, and ambulatory surgery center (ASC) accounts and regional / local hospital systems. The TSM utilizes approved tools and resources for product promotion and maintains competencies in clinical information, selling skills and territory management expertise. You will be responsible for meeting sales goals. Accomplishment of these goals must comply with Kala Pharmaceuticals policies and procedures. This position reports to a Regional Sales Leader.

Essential Duties/Responsibilities

Create and implement strategically sound business plans and tactical strategies within the assigned geographic territory to achieve individual, territory and company goals for sales, market share, call metrics and appropriate sample distribution.

Manage daily sales responsibilities including:
Promote product(s) via face to face interactions with assigned HCP targets, engaging them in in-depth product discussions/presentations
Maintain call productivity and call plan execution
Effectively and persuasively communicate with customers using selling, listening and negotiation skills, aligned to marketing messaging and resources.
Create and maintain a positive relationship with both internal and external customers.
Effectively utilize and manage budget.
Models only the highest level of professional behavior and ethics.
Collaborate with the market access team to optimize payer access opportunities.

Understands reimbursement issues within the payer landscape:
Commercial Managed Care
Medicaid (Fee for Service, Managed Care Organizations)
Medicare Part D
Specialty Pharmacy and Pharmacy Benefit Managers
ACOs and other Integrated Delivery Networks (IDNs)


Education and Experience


Bachelor’s Degree (BA or BS) from a four-year accredited college or university.
3-5 years of pharmaceutical sales experience.
1 year of specialty pharmaceutical sales experience.
2 years of experience in ophthalmology sales strongly preferred.
Preferred Knowledge, Skills and Abilities

Launch experience preferred.
Knowledge of Commercial payer, Medicare and Medicaid structure systems.
Ability to effectively discover and address customer needs with compelling messages and solutions.
Results-oriented professional who demonstrates strong problem-solving skills with quick, flexible assessment of situations and implementation of decisions.
Demonstrated teamwork ability with high emotional intelligence and openness to coaching.
Must be self-motivated and disciplined.
Demonstrated technical aptitude and working proficiency in using iPad and working proficiency in Microsoft Word, Excel, PowerPoint and Outlook.
In depth knowledge and understanding of PHARMA Guidelines.
Excellent verbal, written and interpersonal communication skills.

Additional Information

All your information will be kept confidential according to EEO guidelines.