Pharmaceutical Territory Manager

Arena Pharmaceuticals - Nashville, TN


The purpose of the Pharmaceutical Sales Territory Manager is to increase sales and market share in their assigned geographic and therapeutic areas. Successful interaction with healthcare professionals and other designated decision makers is a primary responsibility. Utilizing all available Sales and Marketing resources and accurate CRM updating are a key expectation.

  • The Representative will be responsible for driving sales through the promotion of products in a prescribed manner to: Physicians, Nurse Practitioners, Physician Assistants, Pharmacists, and other HCPs, as necessary. Present and educate office on marketing and patient support programs to assist indicated patients.
  • Executes with a logical territory management plan that is constantly improved and tailored to the customer, based on updates from real world experience. Develops pre-& post-call planning strategy for key targets and/or accounts
  • Achieve sales goals within territory while adhering to all ethical sales practices and required regulations
  • Gathers and utilizes information from offices, pharmacists and others to develop and implement specific strategies for territory prescribers with the aim to maintain and apply understanding on an on-going basis
  • Develops clear call objectives based on customer profile
  • Responsible for ensuring high levels of call and field productivity
  • Actively listens, observes and solicits feedback to genuinely engage in meaningful dialogue to identify appropriate information that the customer finds useful in improving patient outcomes
  • Demonstrates persuasive, balanced dialogue that gains agreement and changes customers’ beliefs and behaviors resulting in appropriate utilization of our products to improve outcomes
  • Responds appropriately to all customer requests in a timely, reliable manner with information that is consistent with the request
  • Performs all administrative tasks requested in a timely, accurate and truthful manner
  • Qualifications

Along with a results-oriented mindset, self-assurance and an engaging manner, the ideal candidate has:

  • BS or BA degree required
  • Minimum of 1 years’ outside sales experience. Pharmaceutical sales experience not required but preferred.
  • Demonstrated: business acumen, account management and 1:1 interactions that are 2-way dialogues, meaningful, relevant and persuasive; ability to work independently and as a team member to deliver results; self-starter, highly motivated and strong leadership
  • Documented history of successful performance
  • Excellent oral and written communication skills
  • Strong verbal, interpersonal and listening skills
  • Meets expectations for the key competencies for this role
  • Ability to learn, apply and communicate products and disease states over time
  • Ability to travel
  • Proficiency in Excel, Word and Outlook
  • Must live within geography of responsibility or within reasonable driving distance. No relocation offered.
  • Own vehicle Valid Driver’s License and acceptable driving record

Job Type: Full-time

Salary: $50,000.00 to $85,000.00 /year


  • relevant: 1 year (Preferred)
  • sales: 1 year (Preferred)


  • Bachelor's (Required)

Additional Compensation:

  • Commission

Work Location:

  • On the road


  • Health insurance
  • Retirement plan
  • Dental insurance
  • Vision insurance
  • Paid time off

Typical start time:

  • 8AM

Typical end time:

  • 5PM

This Job Is Ideal for Someone Who Is:

  • People-oriented -- enjoys interacting with people and working on group projects
  • Innovative -- prefers working in unconventional ways or on tasks that require creativity
  • Dependable -- more reliable than spontaneous


  • Monday to Friday
  • Day shift