Position:	Hospital Sales Representative
Company:	N/A
Description
Honolulu, Hawaii – Hospital Sales Representative – Job Description/Overview Overview: The hospital marketplace is a strategically important business segment to our Company. This segment is comprised of over 5500 hospitals with varying levels of sophistication, bureaucracy and influence. This is a complex selling environment requiring proactive management of key clinical, quality and economic influencers. The HAS will report to a Hospital Manager (HM) and be responsible for building clinical support for Lilly products in all accounts. The HAS may share sales accountability in key accounts with a Hospital Account Executive (HAE). In a shared account the HAE is accountable for developing account action plans, managing contracts and building administrative champions to support our goals. The strategic intent of the HAS role is to maximize territory sales of our products by bringing value to the customer through understanding and addressing customer needs, while modeling compliance as a competitive advantage. Responsibilities: Manage key accounts. HAS will target the top 8 to 12 accounts in their territories and be accountable for developing account action plans in non HAE targeted accounts. If an account is shared with an HAE then the HAE will own this responsibility and coordinate closely with the HAS to ensure each is aligned to the plan and implementation actions. Demonstrate disease state, product and service expertise. Accurately explain relevant features of targeted disease states, products and services as aligned to brand strategy. Proactively monitor competitive strategies and effectively position our products and services for appropriate patients. Build clinical champions and align our solutions to hospital goals. Role model deep clinical expertise. Demonstrate effective analysis and decision-making skills. Understand and utilize sales, competitor, customer and industry data; accurately diagnose customers’ key issues; select sales strategies and plans based on analysis. Ensure all actions align with company policy, legal and ethical guidelines. Demonstrate effective planning and organizational skills. Manage and implement plans by allocating appropriate resources in the form of time, materials and programs. Ensure territory and account plans are SMART, involve appropriate colleagues, and link to key account goals and priorities. Grow the business. Exceed territory sales goals. HAS may need to secure access (formulary approvals, appropriate product positioning in protocols, optimal product location) in non-HAE targeted accounts. If an account is shared with an HAE then the HAE will be held accountable for securing appropriate product access. Apply Major Account Selling (MAS), SPIN and negotiation skills. Consistently demonstrate ability to target the right accounts with the right goals, right customers, right dialogue, at the right time to achieve advances and address customers’ needs. Satisfy the customer and become a valued partner. Create customer value by building effective relationships with key hospital customers. Understand customer needs, appropriately navigate the account, cultivate an active network, manage customer expectations and resolve issues. Build clinical champions in all targeted accounts and administrative champions where appropriate in non-HAE accounts. Participate in appropriate state and local hospital trade organizations to ensure presence and represent our interests (i.e., ASHP, State societies, ect). Demonstrate essential traits to include: a) professionalism, b) the ability to build trusting relationships, c) the ability to communicate in a compelling manner and d) active learning. Qualifications: EDUCATION: Bachelor's degree in Nursing (BSN), Minimum 2.75/4.0 Cumulative GPA in undergraduate degree GPA minimum does not apply to candidates with 10 or more years of work experience since their undergraduate degree was obtained EXPERIENCE: Must have at least 3 years previous work experience in one of the following areas: Pharmaceutical Sales Experience Cardiovascular or sepsis disease therapeutic experience Specialized role in a hospital environment Pharmacist, Nurse, or Physician SPONSORSHIP: Qualified candidates must be legally authorized to be employed in the United States. Our Company does not anticipate providing sponsorship for employment visa status (e.g., H-1B status) for this employment position. ADDITIONAL SKILLS/PREFERENCES: PLATFORM SKILLS: -Demonstrated learning agility, critical thinking skills -Demonstrated leadership and relationship building including cross-functional teamwork skills and the ability to influence senior management -Strong verbal and written communication and group presentation skills -Ability to understand and communicate highly technical information -Demonstrated project management skills PREFERENCES: -Minimum 3-year commitment to the position -Hospital market business acumen and industry knowledge -Working knowledge of competitive interventions in the hospital marketplace -Flexibility to learn new products and disease states over time -Acceptable driving record will be required OTHER CONSIDERATIONS: Some overnight travel may be required. Some evening programs will be required Weekend and late shift in-services may be required