Ophthamology - Regional Manager- East Coast
PDI Inc.,at Pubicis Health seeks a passionate and experienced Regional Manager (RM) who will provide leadership and direction to a team of Full time Pharmaceutical Sales Representatives.
The Regional Manager (RM) will lead a team of Key Account Managers (KAM) and Specialty Sales Representatives responsible for the successful promotion of approved products within the Client’s pipeline and helping define Client Company as a leader within the ophthalmology community. This is done through development of long term relationships with key Ophthalmologist, Ophthalmic surgeons, and ambulatory surgery center (ASC) accounts, regional and local hospital systems including select Integrated Delivery Networks (IDNs), Accountable Care Organizations (ACOs) and Group Purchasing Organizations (GPOs.)
The RM develops, implements and subsequently monitors strategic plans for the district to deliver results per client contract specifications. Critical responsibilities include the timely recruitment, selection, and evaluation of the highest quality talent. Trains, coaches, and develops KAM’s and Specialty Sales Representatives in best practice methods to achieve contract goals and objectives. The RM regularly provides sales direction and guidance to the KAM’s and Specialty Sales Representatives by conducting field visits with each team member on a routine basis. Utilize coaching and counseling to improve their selling skills, product knowledge and overall effectiveness in accordance with standards. The RM is responsible for operations of the District, including meeting revenue goals for the District and expense management. Recognizes and responds to client’s needs. Regularly communicates with home office staff and client personnel. Accomplishment of these goals must comply with all Publicis/Client policies and procedures, sample compliance issues must comply with all PDMA regulations. Reports to National Program Director.
Build (hire), lead, coach, and develop a district of KAM’s and Specialty Sales Representatives
Works with Senior Sales Management to identify and optimize district strategies and opportunities
Leads and motivates team to optimize activity and results to achieve territory and district sales objectives
Partners with NPD and Client Sales Leadership to:
Execute company, region, and district strategies and opportunities at a territory level
Establish measurable territory level objectives
Conducts regular Field Rides and Business Reviews to provide coaching and ensure results
Conducts in depth situational analysis to recognize areas for opportunity or improvement
Manages budget, talent, and HR situations
Model only the highest level of professional behavior and ethics
Understand and be able assist their team with reimbursement issues within commercial and private payers:
Commercial Managed Care (Regional Plans)
Medicaid (Fee for Service, Managed Care Organizations)
Medicare (Part A, B, C, D; Carriers)
Veteran’s Administration (VISNs)
TRICARE Regional Offices
Specialty Pharmacy & Pharmacy Benefit Managers
ACOs and other Integrated Delivery Networks (IDNs)
Advocacy, consumer, provider and treatment systems groups
Education and Experience:
Bachelor’s Degree (BA or BS) from a four-year accredited college or university
3+ years of pharmaceutical or medical sales management experience required
2+ years with Ophthalmologists, Ophthalmic surgeons, or key ambulatory surgery center (ASC) accounts
Minimum of 2 years’ experience in: practice management, or practice billing and revenue cycle; experience with public or private third party reimbursement related to product access impact on providers; or experience in pharmaceutical or managed care industry reimbursement including provider site reimbursement interactions.
Experience working with specialty pharmacy.
Buy and Bill experience
Knowledge, Skills and Abilities:
Knowledge of private payer, Medicare and Medicaid structure systems, and
Technical knowledge of health care reimbursement from a patient and provider perspective (miscellaneous J codes, billing coding, appeals process).
In depth knowledge and understanding of PHARMA Guidelines.
Excellent verbal, written and interpersonal communication skills.
Ability to analyze and interpret regulation and legislation.
Clear, articulate and grammatically sound speech and professional demeanor.
Strong focus on providing customers with superior support and service.
Ability to learn, understand and communicate complex information.
Ability to effectively discover and address account needs with compelling messages and solutions.
Ability to train physicians and other healthcare professionals with confidence and expertise in an office procedural environment.
Project management skills.
Strong rapport building skills and active listening skills.
Strong problem-solving skills with quick, flexible assessment of situations and implementation of decisions.
Demonstrated teamwork ability with high emotional intelligence in managing multiple business initiatives and cross-functional relationships.
Ability to comprehend and communicate complex technical/medical terminology and to maintain the required technical expertise including competitive product knowledge.
Must be self-motivated and disciplined.
Good organizational and planning skills, strong attention to detail and accuracy.
Flexibility and ability to handle multiple tasks simultaneously.
Must be able to deal with people at all levels inside and outside of the company.
Demonstrated technical aptitude and working proficiency in using iPad and working proficiency in Microsoft Word, Excel, PowerPoint and Outlook.
Must be able to successfully complete client training and meet training expectations in order to proceed to servicing client’s customers within the parameters of the program.
Ability to drive to assigned targets within the territory using own automobile or fleet vehicle (if provided by Publicis Health).
Ability to travel to work related meetings and functions as needed.
At PDI, Inc, a Publicis Health Company, our vision is to continuously aspire to design, develop, and deliver industry leading healthcare solutions that accelerate patient access to enable the best possible outcomes. Publicis Health and its business units specialize in the sales and promotion of pharmaceutical brands, services, and products through field and inside sales.
When you join PDI, Inc., you have the opportunity to work with and learn from leaders in the health care industry. Our commitment to a team-oriented culture and value-based leadership model provides an environment where our employees can work to their full potential. All opportunities with Publicis Health business units offer competitive compensation including a comprehensive medical benefits package, 401-k benefits, and the opportunity to grow with the nation's leader in healthcare sales.
One of our goals is to continuously drive innovation through our people by creating an open, respectful, inclusive and trustworthy work environment. We encourage and support equal employment opportunities for all associates and applicants for employment without regard to race, color, creed, religion, age, sex, sexual orientation, gender, gender identity, gender expression, national origin, ancestry, citizenship status, marital status, medical condition as defined by applicable state law, genetic information, disability, military service and veteran status, pregnancy, childbirth and related medical conditions, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Employment decisions are evaluated on the basis of an individual's skills, knowledge, abilities, job performance and other qualifications. We do not condone or tolerate an atmosphere of intimidation or harassment.
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