Job Summary - a concise overview of the job
Fully functioning Sales Professional role that plans and executes a moderately complex sales process, focusing on gaining and leveraging an understanding of the customers' objectives across their full spectrum of needs. The Senior Specialty Sales Professional has broad knowledge of the customer and leverages business knowledge to expand relationships with customers. The Senior Specialty Sales Professional can fully and knowledgably articulate the strengths and limitations of assigned Endo products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at the customer.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Single territory
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
Accountability
Responsibilities
Territory Planning
§ Establish and maintain call objectives for geography with minimal consultation with Area Sales Manager (ASM) to assure proper portfolio balance and planned actions.
§ Develop and complete appropriate territory business plan for optimal activity
Pre-call Planning
§ Create effective call plans that include who to contact, how frequently to contact them, and what products to focus on for each call.
§ Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.
Sales Call Execution
§ Understand and use approved promotional materials to support marketing message.
§ Employ effective selling model and techniques aligning to current strategies set forth by Endo Pharmaceuticals.
§ Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
§ Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.
Post-call Follow Up
§ Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
Territory Management
§ Effectively manage sample accountability program.
§ Execute all administrative responsibilities including but not limited to:
o Complete weekly activity reports as needed.
o Synchronize, check email, and voicemail at least once a day.
o Update ASM on territory business plan on a quarterly basis.
o Complete and track expense reports every 2 weeks at minimum or at the discretion of the ASM.
Maintain & Expand Market & Professional Knowledge
§ Maintain an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
§ Maintain an expert product knowledge base including patient education, consumer education, and factors influencing the market environment.
§ Learn and execute core sales training curriculum.
§ Learn and apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
§ Gain understanding of local ‘Payer' environment and incorporate appropriate sales strategies.
§ Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.
Qualifications
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor's degree with 3-5 years' relevant experience preferred.
§ Biopharmaceutical Industry experience required.
§ B2B sales experience required.
§ All newly-hired experiences (i.e. not entry level) Sales Professionals should enter at this level, regardless of their tenure or experience elsewhere.
Knowledge
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Able to understand technical issues (medical, computer, data analysis)
Skills
&
Abilities
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
Customer Orientation
§ Externally Focused
§ Actively Listens
§ Manages Emotions
§ Flexes Customer Approach
§ Builds Customer Trust
Business Acumen
§ Scans External Environment
§ Makes No Assumptions
§ Analyzes Market Trends
§ Knows Endo as a Business
§ Leverages Internal Network
Sells Effectively
§ Initiates Dialogue
§ Insightful Questioning
§ Manages Relationships
§ Advances Adoption
§ Expands Account Depth
Product & Therapeutic Expertise
§ Applies Product Knowledge
§ Articulates Marketing Messaging
§ Tailors Marketing Messaging
§ Articulates Competitive Attributes
§ Reframes Conversations
Drive for Results
§ Acts with Sense of Urgency
§ Communicates Compellingly
§ Takes Initiative
§ Creates Change
§ Gains Commitment
Personal Credibility
§ Upholds Endo's Reputation
§ Takes Accountability
§ Adapts to Change
§ Creates Openness
§ Invests in Development
Be the first to see new jobs
Job Summary - a concise overview of the job
The Associate Director, Commercial Development & Professional Relations is responsible for the execution of commercial strategies and tactics to drive the success of the aesthetics business unit. This role will assist in the development of successful strategies and execute initiatives that support the launch of Qwo. Also responsible for building the ongoing development of professional and industry relations strategy.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Branded Business Unit/Sales & Marketing (Aesthetics)
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
Accountability
Responsibilities
% of Time
Commercial Strategy & Execution
§ Develop advocacy and relationships in the aesthetics market and medical societies for Endo.
§ Be a primary contact and company representative to the medical societies, industry associations, etc. Attend major conferences with a focus on developing relationships with high-volume potential customers and thought leader influencers. Serve as the primary commercial liaison with leadership and other key partners for KOL meetings during congresses.
§ Help identify and select national medical congresses for Endo Aesthetics to sponsor and attend. Work with marketing to ensure Endo Aesthetics' products are prominently and compliantly represented.
§ Help establish and build relationships with Key Opinion Leaders to understand the appropriate outreach in various disciplines (dermatology, plastics, etc.).
§ Help develop commercial medical education strategy, which includes program parameters and infrastructure requirements (Peer-to-Peer programs, Product Theaters, Symposiums, Speaker Programs, etc.). Manage vendor(s) for the development of Commercial medical education. Monitor competitive landscape of commercial medical educational offerings.
§ Identify the needs for Advisory Board activity and develop plans to ensure optimal execution of meetings and input from partnering with internal and external experts.
§ Develop and execute HCP injection training programs for launch and beyond.
§ Help provide critical insights to support market research, pricing, and commercialization strategy for Endo products.
§ Participate in business and marketing plan process
§ Collaborate with Marketing and business leaders to build, manage and execute medical education marketing plans to achieve business objectives and goals
§ Responsible for integrated strategic marketing engagements across key aesthetic customer base, including the development of integrated thought leader/KOL communications and execution
Total
100%
Qualifications
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ BS in marketing related discipline, MBA preferred.
§ 5-10 years' experience in sales and marketing.
§ Experience working in an aesthetic product portfolio preferred.
§ Experience developing business relationships with Key Opinion Leaders and Medical Society Leadership.
§ Experience developing a commercial medical education strategy, program parameters, and infrastructure requirements.
§ Experience working successfully with commercial and clinical functions.
§ Prior launch and launch planning experience preferred.
§ Proven experience at being able to build processes and project management
§ Prior business development experience preferred.
§ Experience working with field based sales force and, assessing product portfolio and commercial opportunities.
Knowledge
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Proven track record of developing and implementing business plans, creating and managing budgets.
§ Strong understanding of marketing business processes and pharmaceutical regulatory requirements.
Skills
&
Abilities
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
§ Strong influencing skills with those over whom there is no immediate supervisory capacity to achieve objectives.
§ Results oriented, attention to accuracy and detail, able to set priorities, take appropriate risks.
§ Ability to interface with key customers, accounts, physicians, industry contacts, and consultants, accomplish corporate objectives.
§ Skill to perform complex analyses of data, documents, and understand marketing terminology.
§ Strong project management skills, ability to manage multiple high priorities, identify resource needs, drive to completion, prepare reports, evaluate results, and make go/no-go decisions.
§ Excellent interpersonal, and oral and written communication skills. Skilled in presenting
Physical Requirements
Physical & mental requirements e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.
Ability to travel ~70%.
Job Summary - a concise overview of the job
Entry-level Sales Professional role that executes a selling process and has developed basic knowledge of customers' organization/staff and the ability to uncover their primary issues regarding their business and patients. The Sales Professional can articulate the core strengths and limitations of assigned Endo products and competitor products. The Sales Professional is always in the process of building relationships and ongoing interactions to establish trust and deliver value with all relevant contacts at the customer. Plans and executes annual plans to achieve account objectives and sales goals.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Single territory
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
Accountability
Responsibilities
Territory Planning
§ Establish and maintain call objectives for geography in consultation with Area Sales Manager (ASM) to assure proper portfolio balance and planned actions.
§ Develop and complete appropriate territory business plan for optimal activity.
Pre-call Planning
§ Create effective call plans that include who to contact, how frequently to contact them, and what products to focus on for each call.
§ Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.
Sales Call Execution
§ Understand and use approved promotional materials to support marketing message.
§ Employ effective selling model and techniques aligning to current strategies set forth by Endo Pharmaceuticals.
§ Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
§ Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.
Post-call Follow Up
§ Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
Territory Management
§ Effectively manage sample accountability program.
§ Execute all administrative responsibilities including but not limited to:
o Complete weekly activity reports as needed.
o Synchronize, check email, and voicemail at least once a day.
o Update ASM on territory business plan on a quarterly basis.
o Complete and track expense reports every 2 weeks at minimum or at the discretion of the ASM.
Maintain & Expand Market & Professional Knowledge
§ Maintain an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogues, building credibility and adding value when calling on health care professionals.
§ Maintain an expert product knowledge base including patient education, consumer education, and factors influencing the market environment.
§ Learn and execute core sales training curriculum.
§ Learn and apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
§ Gain understanding of local ‘Payer' environment and incorporate appropriate sales strategies.
§ Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.
Qualifications
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor's degree with 0-3 years' relevant experience preferred.
§ Some prior B2B sales experience desirable.
§ Biopharmaceutical experience desirable, but not required.
Knowledge
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Able to understand technical issues (medical, computer, data analysis)
Skills
&
Abilities
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
Customer Orientation
§ Externally Focused
§ Actively Listens
§ Manages Emotions
§ Flexes Customer Approach
§ Builds Customer Trust
Business Acumen
§ Scans External Environment
§ Makes No Assumptions
§ Analyzes Market Trends
§ Knows Endo as a Business
§ Leverages Internal Network
Sells Effectively
§ Initiates Dialogue
§ Insightful Questioning
§ Manages Relationships
§ Advances Adoption
§ Expands Account Depth
Product & Therapeutic Expertise
§ Applies Product Knowledge
§ Articulates Marketing Messaging
§ Tailors Marketing Messaging
§ Articulates Competitive Attributes
§ Reframes Conversations
Drive for Results
§ Acts with Sense of Urgency
§ Communicates Compellingly
§ Takes Initiative
§ Creates Change
§ Gains Commitment
Personal Credibility
§ Upholds Endo's Reputation
§ Takes Accountability
§ Adapts to Change
§ Creates Openness
§ Invests in Development
Physical Requirements
Physical & mental requirements e.g. lift
Job Summary - a concise overview of the job
Endo Aesthetics is an exciting new affiliate of Endo International focused on providing physicians and their patients with expanded choices in medical aesthetic treatments and procedures. We are seeking a passionate, driven Aesthetic Business Manager (ABM) to launch a new and innovative cellulite treatment to the market. The ABM will be responsible for prospecting customers in the medical aesthetic market, providing product information/clinical data, facilitating training, in-practice marketing and sharing appropriate information regarding Endo Aesthetics. The ABM will develop new accounts in the defined geographic territory while meeting and exceeding established sales quotas.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Endo Aesthetics Business
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
Accountability
Responsibilities
% of Time
§ Accountable for meeting or exceeding assigned sales objectives on a monthly, quarterly and annual basis.
§ Develops quarterly, monthly and weekly plans designed to maximize customer relationships and improve face-to-face selling time in assigned territory.
§ Communicates initial strategy for all new pipeline opportunities and works with Regional Sales Manager (RSM) on how to advance all such opportunities through the sales cycle.
§ Communicates and monitors all opportunities in a timely fashion and with a sense of urgency.
§ Delivers tangible near term actions with a vision to longer-term sustainable revenues across company offerings.
§ Through active listening and questions, understands and has the ability to influence the customer's decision-making process and leads the customer to positive decisions.
§ Demonstrates strong customer service focus and ability to effectively communicate value propositions.
§ Develops and maintains a strong relationship with Regional Sales Manager that enables collaborative efforts to be utilized.
§ Develops strong relationships with key decision makers at multiple levels.
§ Is proficient in knowledge of Endo products and of competitive products and positioning.
§ Responsible for demonstrating knowledge of target customers, competitive accounts, new growth opportunities and time and territory management; submitting reports to RSM consistently on a weekly basis.
§ Implements key marketing strategies, business objectives, and treatment/practice growth plans.
§ Develops a working territory business plan that includes account segmentation, forecasting, marketing initiatives, and sales execution strategies (i.e. staff training pull through plans, in-office events, etc.).
§ Develops and coordinates physician training programs, practice enhancement in-services, and patient events.
§ Demonstrates and provide technical product and procedure expertise.
§ Completes all assigned paperwork in a timely and accurate manner (i.e. expense reports, business plans, etc.).
§ Ensures individual and Company compliance with all federal, state, and local laws, and all company policies and procedures
Total
100%
Qualifications
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor's degree or equivalent experience within an aesthetic medical practice
· 5+ years successful medical/dental/device sales or a combination of Business to Business and medical/dental/device and sales
· Demonstration of sustained, high performance (President's Club, Circle of Excellence or equivalent top sales award)
· New product launch and/or experience capitalizing on new market opportunities
· Medical aesthetic industry experience (preferred)
Knowledge
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Experience and knowledge of general marketing principles and concepts within an aesthetic or other relevant medical practice
§ Experience and knowledge of inner workings of a physician's practice
§ Strong knowledge of the aesthetic market in the assigned territory
§ Consultative selling skills and/or B2B selling experience in the aesthetic medical space
§ Strong customer service focus and ability to effectively communicate value propositions
§ Successful experience with KOL identification and development
Skills
&
Abilities
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
§ High level of business acumen
§ Proven consultative selling skills
§ Strong analytical skills
§ High customer service orientation with a sense of urgency to respond to the needs of the customer
§ Strong conflict and problem resolution skills
§ Ability to develop key strategies at the account level and effectively execute
§ Strong interpersonal skills
§ Strong negotiating skills
§ Financial/budgetary experience
§ Highly organized and able to prioritize effectively
§ Strong presentation, verbal and written communication skills
§ Proficiency with Excel, Word, PowerPoint and other software skills
§ Ability to travel as required by specific territories
§ High aptitude for learning, coaching, and situational awareness
§ Ability to work independently and collaboratively
Physical Requirements
Physical & mental requirements e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.
§ Overnight travel may be required
Job Summary - a concise overview of the job
The Senior Scientist, Laboratory Technical Services is primarily responsible for supporting the analytical testing requirements of commercial/pre-commercial materials and products, including method development, validation and transfer, pre-commercial/commercial testing of materials and samples in a regulated laboratory environment. Has expert proficiency and takes lead role in conducting all types of physical and chemical analyses (including the most complex analyses) using all equipment. This position will have a significant role supporting pending ANDA submissions, product launches, complex product investigations, product development, and method lifecycle activities to achieve company goals and initiatives, and is considered an SME for these areas. Write and review SOPs, test methods, validation protocols and validation reports. The Senior Scientist also provides mentoring to Scientists and Chemists.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Horsham, PA
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
Accountability
Responsibilities
% of Time
Analysis & Testing
§ Develops, designs, and validates analytical methods for Finished Product and Raw Material release and stability testing
§ Evaluates, troubleshoots/improves existing analytical methods when necessary
§ Prepares method validation protocols, reports, analytical test methods, and analytical sections for regulatory submissions, as required
§ Develops and validates experiments designed to provide support for process and formulation activities (e.g. excipient compatibility, solubility, dissolution studies, stability/impurity assessment)
§ Independently performs scheduling and coordination of activities of assigned projects
§ Presents analytical data to project team for review and discussion
§ Reviews and approves laboratory test data and documentation (e.g. notebooks, raw data and technical documentation, test method, validation protocol, or validation report) for completeness and compliance, when necessary, in support of regulatory filings and commercial product maintenance
§ Reviews and evaluates drug substance supplier's technical documents and provides recommendations of API vendor selection
§ Is alert to and detects abnormalities during performances of tests and reviews
65%
Lab Equipment
§ Evaluates new technologies to improve efficiencies and to reduce cost of testing
§ Provides general laboratory support such as routine instrument cleaning/preventative maintenance/calibration, sample receiving, chemical inventory, document filing and housekeeping
§ Cleans lab working surfaces and dispose of any excess chemicals, solutions, solvents, etc. in the special waste containers for each class of waste chemicals
§ Troubleshoots instrumentation and performs subsequent analyses
20%
Investigations
§ Elevates questionable sample results, OOS, and aberrant results immediately to supervisor and recommends a course of action related to LTS activities
§ Leads the effort in root cause identification of complex laboratory investigations
§ Writes, edits, and reviews SOPs and laboratory investigations
10%
Training
§ Coaches and provides technical guidance to more junior Scientists in method development and validation as well as troubleshooting of methods and analytical techniques
§ Continuously updates knowledge with respect to the latest technologies related to analytical science
§ Maintains assigned training records current and in-compliance
§ Actively assumes/demonstrates responsibility in training others in good documentation practice, practical lab skills, and chemical theories, methodologies and procedures
5%
Compliance
§ Identifies need for SOPs and writes or revises, as appropriate
§ Performs work in a timely and safe manner conforming to regulatory, company and compendiaI requirements within pharmaceutical manufacturing setting. Work in compliance with cGMP/cGLP regulations
§ Documents accurately data generated in notebooks/worksheets/LIMS in compliance with SOPs
§ Takes active role in auditing laboratory records to ensure compliance
§ Follows internal processes related to controlled substances
continuous
Safety
§ Follows EH&S procedures to ensure a safe work environment
§ Follows all applicable safety and standards guidelines, such as SOPs, cGMP, DEA regulations good documentation practice and/or MSDS
continuous
Total
100%
Qualifications
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor of Science Degree in chemistry, chemical engineering or related field with 8 years' relevant analytical laboratory experience OR
§ Master's Degree in above disciplines with 6 years' relevant analytical lab experience OR
§ PhD in above disciplines with a minimum 2 years' relevant pharmaceutical lab experience
Knowledge
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Has strong knowledge of laboratory software and has expanded knowledge of chromatographic software (e.g. Waters Empower, Agilent ChemStation and Sotax WinSotax), using custom fields, custom calculations and custom reports
§ Full proficiency with various laboratory techniques/instruments: HPLC, UV-Vis, FT-IR, GC and dissolution tester, melting point apparatus, viscometer, Karl Fischer titrator, pH meter, analytical balance, etc.
§ Thorough knowledge of applicable safety and standards guidelines, such as FDA, ICH, SOP, cGMP, GLP, DEA regulations and/or MSDS
§ Has demonstrated competence in conducting chemical analyses
§ Strong knowledge of wet chemistry techniques
§ Competency in Microsoft Office Suite
Skills
&
Abilities
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
§ Ability to critically review, analyze data, interpret information, and draw conclusions from relevant or missing information
§ Ability to display and analyze data in a logical manner
§ Strong verbal and written communication skills as well as good computer skills
§ Strong attention to details and accurate record keeping
§ Establish and maintain cooperative working relationships with others
§ Solid organizational skills
§ Ability to coach less senior staff and develop laboratory skills and ability
§ Ability to take initiative, set priorities and follow through on assignments
Jobs from similar companies you might want to view.