About the role
Overview MannKind Corporation focuses on the development and commercialization of innovative inhaled therapeutic products and devices to address serious unmet medical needs for those living with endocrine and orphan lung diseases. We are committed to using our formulation capabilities and device engineering prowess to lessen the burden of diseases such as diabetes, nontuberculous mycobacterial (NTM) lung disease, pulmonary fibrosis, and pulmonary hypertension. Our signature technologies – dry-powder formulations and inhalation devices – offer rapid and convenient delivery of medicines to the deep lung where they can exert an effect locally or enter the systemic circulation, depending on the target indication. This position report to the Regional Sales Director. Responsibilities: Successfully meet and exceed established sales budgets with accountability for territory results. Drive appropriate utilization of approved products with (but not limited to) Heart Failure (HF) specialists, cardiology, nephrology, emergency medicine, nurse practitioners, HF clinic staff, and all other health care professionals within assigned accounts. Apply understanding and knowledge of heart failure and marketplace to effectively manage business opportunities and challenges. Provide relevant, thoughtful input to Regional Sales Director and other commercial and medical colleagues on field-based knowledge for potential strategic and tactical planning for territory, region, and nation. Prepare, maintain, present, and implement strategic customer and institutional specific territory plans. Execute marketing / sales initiatives to achieve business objectives for assigned accounts. Be a model of MannKind vision, mission, and objectives. Actively participate in shaping of winning organizational culture. Operate within defined budgets for territory expenses. Manage resources to achieve territory and objectives. Conduct speakers programs (except where prohibited) in territory. Lead delivery of outstanding customer experience, satisfaction, and retention. Establish and build deep understanding of account needs, stakeholders, and competitive situation of accounts. Utilize sales reports to identify territory potential and key HF stakeholders. Organize and complete administrative responsibilities efficiently (including healthcare compliance, expense reports, call reporting in Veeva CRM, and other assignments by established deadlines). Provide input and instruction to all functions within MannKind that support ongoing sales market development. Consistently measure progress toward objectives, deliver business results and model leadership across region and organization. Required Expertise Competencies: Bachelor’s degree from an accredited 4-year college/university required. A minimum of 5 years of healthcare sales experience in pharma specialty, hospital or in medical device/diagnostic or in-kind experience/expertise. Preference given to candidates with experience with cardiovascular categories. 1-year Institutional sales experience preferred. IDN experience is a plus. Demonstrated track record of high achievement as demonstrated in top 30% ranking 2 of last 5 years. Experience with product launch. Experience in Medicare population is a plus. Strong team player that has a customer service approach and is solution oriented. Must be able to provide exemplary customer service. Must demonstrate strong written and verbal communication skills and be a polished meeting presenter. Prior experience working a large geography, based on market. Ability to travel overnight as needed within territory is required. Experience working with a HUB and specialty pharmacies. Experience in Medicare population with coverage determination facilitation OR extensive prior authorization experience. Proficient in Microsoft Office as well as prior utilization of CRM systems. Achieve and maintain a satisfactory driving record rating in compliance with the Company’s Motor Vehicle Driving Record Policy. Required Power Competencies: Teamwork & Leadership: Functional influencer; builds effective partnerships and works collaboratively with others to meet shared objectives; knowledge of company structure; deliberately includes and inspires colleagues and team members. Execution: Consistently directs, drives, and holds others accountable for crossfunctional results; identifies ambiguity and a path forward; removes obstacles to facilitate work. Solution Maker: Dissects functional work/process issues to discover opportunities for improvement; leverages resources to deliver function-level solutions/improvements; begins building internal and external networks; demonstrates courage to ask questions, try new things, and provide feedback. Continuous Improvement: Creates new ways for self and team to be effective; proactively leverages resources where appropriate; early adopter and implementer of technology and student of industry. Awareness: Leverages awareness and recognition of the strengths and limitations of others; resolves ambiguity and helps others reframe questions to optimize ideas and solutions. Must possess high level business management, business acumen and interpersonal skills Passion for creating innovative, valuable, and high-quality products, and personal commitment to your areas of responsibility. High level of emotional intelligence and professionalism in your decision making. Integrity and respect for colleagues, business partners, and customers. Good communication skills and strong interpersonal skills. Solid Presentation and Facilitation skills. Demonstrated leadership capabilities, organization, flexibility, and the ability to operate in a fast-paced environment. Strong work habits, problem solving, a hands-on approach, innovation, and creativity. Ability to identify critical activities and prioritize as well as manage multiple concurrent tasks. Ability to implement strategy through plan execution to achieve company goals. High degree of personal responsibility and similar expectations of your team and colleagues. Responds to consumer needs and wants through planned, personalized communication. Ability to confer with others to reach resolution that is acceptable by all parties involved. Produces consistent, high quality and quantity of outputs and meaningful results that contribute to the strategic goal. Can multi-task and productively manage complex situations. Expectations: Up to full-time travel