Job Description
Gilead's mission is to discover, develop, and deliver therapies that will improve the lives of patients with life-threatening illnesses worldwide. As a Senior Therapeutic Specialist within Gilead's Liver (HBV/HDV) division you will represent Gilead's products and services to a defined customer base. Your focus will be on generating and growing sales by consistently achieving or exceeding sales targets within a specific geographic area. This role emphasizes a comprehensive account management approach, engaging healthcare practices through in-person representation, face-to-face meetings, and strategic partnerships.
You will establish strong working relationships with healthcare providers and deliver timely disease awareness information, clinical updates, and education on healthcare changes. The ability to distill complex clinical concepts into easily understood messages tailored to diverse audiences is essential. Success in this role depends on strong presentation and communication skills and a proven track record of effectively interacting with healthcare professionals.
This unique opportunity supports the Los Angeles North region.
Key Responsibilities:
Account Management & Sales Strategy:
- Build strong relationships and engage healthcare providers across various touchpoints, ensuring a holistic understanding of their needs and maximizing the impact of Gilead's products.
- Develop and execute a comprehensive territory business plan that meets customer needs and achieves sales goals. Continuously monitor sales progress, adjusting strategies as necessary to meet and exceed targets.
Product & Disease State Expertise:
- Maintain a deep understanding of Gilead's products, competitive products, and the complexities associated with the therapeutic area’s disease state.
- Actively promote the appropriate use of Gilead products to healthcare professionals, adhering to Corporate, PhRMA, and OIG guidelines.
Collaboration & Teamwork:
- Partner effectively with local cross-functional colleagues (field reimbursement managers, medical scientists and other field team members) to ensure a seamless customer experience through access, acquisition, administration and operational support with Gilead products
- Collaborate externally with healthcare organizations and partner companies, including co-promotion efforts, to enhance product reach and drive sales results.
- Demonstrate the ability to build and maintain strong internal and external working relationships, ensuring seamless collaboration across departments and organizations.
Leadership & Compliance:
- Model and uphold Gilead's compliance standards and ethical behavior, demonstrating peer leadership within the team.
- Ensure adherence to regulatory agency, state, federal, and company policies, procedures, and business ethics. This includes timely reporting of adverse events to Gilead's Drug Safety and Public Health department.
- Ensures all department personnel are fully informed of and in compliance with Gilead commercial compliance policy, all applicable federal and state laws and guidance relating to product promotion and information dissemination, including, but not limited to, the Federal Food, Drug, and Cosmetic Act, the Food and Drug Administration's implementing regulations, the Federal Anti-Kickback Statute, the False Claims Act, PhRMA, Corporate Code of Business Conduct and the Office of the Inspector General's Compliance Program Guidance for Pharmaceutical Manufacturers
Customer Engagement & Reporting:
- Leverage advanced influencing and relationship skills to drive sales outcomes
- Build solid relationships and establish long-term partnerships with healthcare providers.
- Perform all required administrative tasks, including reporting call activity and customer information in the designated systems, submitting expenses, and managing the territory budget.
- Continuous Learning & Development:
- Exhibit a passion for learning and retaining technical and scientific product information, staying updated on industry trends and changes in the therapeutic area.
- Demonstrate a self-motivated drive to surpass personal goals and consistently exceed performance standards while working autonomously.
- Experience in selling a Buy and Bill product with proven sales success
Inclusion & Diversity Commitment:
- Actively contribute to Gilead's ongoing Inclusion & Diversity efforts, fostering an inclusive environment within the team and the broader organization.
Skills and Competencies Needed:
- Advanced Communication Skills: Effectively conveying complex clinical information to diverse audiences.
- Sales Acumen: Proven track record of achieving or exceeding sales targets in a competitive pharmaceutical environment.
- Technical & Scientific Proficiency: Strong understanding of the therapeutic area, including disease states, treatment protocols, and competitive landscape.
- Cultural Awareness: Demonstrates cultural awareness, empathy, and sensitivity in addressing needs across diverse customers; comfort engaging in conversations in the sexual health space
- Collaborative Matrix Teamwork: Ability to lead within a cross-functional matrix environment, prioritizing the team's success and patient access over individual recognition, fostering cross-functional collaboration. Proven ability to collaborate with local cross-functional colleagues to optimize experience for the account.
- Collaboration & Partnership Skills: Demonstrated ability to build and maintain effective partnerships both internally across departments and externally with other organizations to drive sales and achieve business objectives.
- Leadership & Ethical Conduct: Demonstrated ability to lead by example in compliance and ethical behavior.
- Autonomy & Initiative: A self-starter who can work independently and is driven to exceed expectations.
- Patient-Centric Focus: Embodies a collaborative leadership approach wholly dedicated to ensuring patient access and positive outcomes through teamwork, placing patient and team success at the forefront.
- Account Management Expertise: Proficiency in managing and growing key accounts through a strategic, holistic approach
- Multi-Product Experience: Experience managing a multiple product portfolio
Basic Qualifications:
High School and Eleven Years' Experience
OR
Associates Degree and Nine Years' Experience
OR
Bachelor's Degree and Seven Years Experience
OR
Master's Degree and Five Years Experience
- Ability to engage in travel as may be reasonably required, including regular travel within the assigned area (and, to the extent applicable, satisfaction of any requirements associated with such travel).
- Satisfaction of any onsite visitation requirements of healthcare practitioners within an assigned area, if applicable (which may include but not be limited to, by way of example, vaccinations, drug and background screenings, and any other requirements that certain healthcare practitioners may adopt).
- To perform this job successfully, the employee must be able to perform each essential duty satisfactorily. The above-mentioned requirements represent the knowledge, skill, and/or ability necessary for success. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.
- A valid driver's license is required
Preferred Qualifications:
- BA or BS degree
- A minimum of 7 years of pharmaceutical, biotech or healthcare industry sales experience
- Possess superior selling skills focused on highly competitive markets
- Proven and consistent track record of meeting/exceeding sales objectives, preferably in specialty markets
- Successful performance and collaborative leadership with account-focused cross-functional local teams
- Experience in selling injectable physician-administered products
- Familiarity with the managed care landscape and its impact on business
People Leader Accountabilities
- Create Inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.
- Develop Talent - understand the skills, experience, aspirations, and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop, and realize their purpose.
- Empower Teams - connect the team to the organization by aligning goals, purpose, and organizational objectives and holding them to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.
