Account Manager Urology/Oncology (Remote In Territory)

Description * Candidates for this position must be located in the Richmond, VA Area
Purpose and Scope
Under limited supervision, the Account Manager- Uro/Onc- Richmond, VA is responsible for achieving sales objectives in assigned territory through the development, maintenance, and enhancement of the business. These customers include oncologists, urologists, nurses, pharmacists, pharmacy and therapeutics groups, teaching institutions, private and federal hospitals and formulary committees. The AMRU is responsible for ensuring customer's clinical conviction in the product and seeing the sale through to its conclusion by providing sufficient training and ongoing customer service. The AMRU will develop territory business plans and work with the sales management team to maximize the impact of sales and marketing plans and tactics.
Essential Duties & Responsibilities
* Develop and maintain business relationships with targeted physicians, health care providers and customers focusing on the promotion of Tolmar products
* Create, maintain and increase sales within designated territory by influencing the prescribing habits of the targeted audience.
* Call on health care providers and health-related organizations within assigned territory.
* Strategically identify and develop relationships with non-prescribing health care providers that influence decision making in accounts such as CEOs, CFOs, Nurse Navigators, injecting nurses, Medical Assistants, office managers and personnel, etc.
* Understand impact of local purchasing coalitions, Group Purchasing Organizations, IDNs and other health organizations in geography.
* Provide community oncology practices, private and group urology practices and private and federal hospitals with contracting, training, technology troubleshooting and ongoing customer service.
* Identify practice needs for Tolmar's proprietary Inventory Management System and manage the implementation as well as ongoing training within accounts.
* Communicate and partner regularly with other AMRs to successfully manage accounts that overlap across multiple geographies.
* Evaluate and monitor sales data reports weekly to manage business needs promptly and effectively.
* Demonstrate advanced business acumen and granular account acumen management skills
* Communicate contract measurement details to accounts when necessary, ie quarterly or semi-annually.
* Follow up on leads among offices that have expressed interest in learning more about the Company's products.
* Convert potential leads to active users, and provide or arrange for necessary training of those offices.
* Demonstrate thorough knowledge of products by effectively communicating appropriate clinical, technical, therapeutic, disease state and product information to customers.
* Successfully promote the appropriate on-label use of approved products.
* Develop and deliver informative sales presentations based on individual customer needs to maximize sales of the product portfolio.
* Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
* Complete routine reports and be compliant with industry, regulatory and company guidelines.
* Prepare annual business plans and conduct quarterly analysis of the territory performance vs. plan.
* Attend and represent the Company at trade shows and community events, as appropriate.
* Attend and travel for Company meetings.
* Manage usage and inventory of promotional items to be given away to offices.
* Abide by Administrative Expectations as defined by AMR SOPs: Submit expense reports regularly as outlined, enter sales calls in CRM system daily or as indicated by Regional Sales Director, enter company car mileage weekly, maintain company car as required by Fleet Maintenance.
* Manage promotional budget effectively and in a compliant manner.
* Manage relationships internal and external of the Company to support pull through of business.
* Partner with different departments in the Company as the business requires.
* Abide by the Company's email and communication SOPs.
* Perform various other duties as assigned.
* Regular and punctual attendance is an essential function of the job. It is expected that our sales force is "in the field" calling on customers from 8:00am to 5:00pm each day.
Knowledge, Skills & Abilities
* Knowledge of Microsoft Office products including Outlook, Word, PowerPoint and Excel.
* Excellent interpersonal, written and verbal communication skills.
* Excellent analytical skills and proven strategic thinker.
* Advanced Skill in organization and follow-up.
* Skill in negotiation and selling techniques with demonstrated accountability in executing sales plans.
* Aptitude for learning technical and scientific product relation information.
* Highly motivated for success with a "can do" attitude.
* Ability to work independently.
* Ability to manage multiple projects both inside and outside the organization.
* Ability to work with multiple interruptions and tight deadlines.
* Ability to execute effective business plans for assigned territory.
* Ability to develop working relationships with both internal and external customers and work as a team player with employees at all levels.
* Ability to take initiative in the absence of precise direction.
* Ability to demonstrate good judgment, discretion and compliance to industry ethical guidelines.
* Demonstrates assertive selling techniques including asking for business on every call.

Education & Experience
* Bachelor's degree in science, business or related field.
* Two or more years of successful business-to-business sales experience, preferably in the urology industry.
* Pharmaceutical/buy-and-bill sales experience preferred
* Clinical experience helpful.
* Consistent track record of exceeding sales quotas
* Ability to be approved and insured to drive company car including valid driver's license and good driving history
* Reside centrally within the territory.

Working Conditions
* Office environment; requiring sitting and standing.
* Overnight travel is required up to 50%.
* Ability to lift 50 pounds.
* Travel by air as required.
* Availability to work extra hours and on weekends as necessary.
Compensation
Tolmar compensation programs are focused on equitable, fair pay practices including market-based base pay and a strong benefits package. The final compensation offered may vary from the posted range based on the selected candidates qualifications and experience.
The pay range for this position at commencement of employment is expected to be between:
2-5 years of experience with proven sales results: $110,000-$130,000
5+ years of experience with proven sales results: $125,000-$150,000

however, while salary ranges are effective from 1/1/24 through 12/31/24, fluctuations in the job market may necessitate adjustments to pay ranges during this period. Further, final pay determinations will depend on various factors, including, but not limited to geographical location, experience level, knowledge, skills and abilities.
About Tolmar
Tolmar is proud to have earned a reputation for performance and innovation. Through a progressive company culture, Tolmar has established a legacy as a trusted name in the research, development and manufacturing of high quality topical products used in dermatology, and extended release dosing forms for products commonly used in urology and oncology. Founded in 2006, we are a private company known internationally for our advanced drug delivery capabilities and our unmatched commitment to our partners, and to the patients and provider communities we serve.
Since our inception, Tolmar has produced 22 marketed products supported by 5 New Drug Applications (NDAs) and 17 Abbreviated New Drug Applications (ANDAs) across urology and oncology and dermatology. With more products forthcoming, our dedicated pipeline reflects Tolmar's future-focused approach.
Tolmar offers exciting opportunities that will leverage your abilities, expand your skills, and reward your contributions in an atmosphere that encourages both personal and professional growth. Additionally, Tolmar offers competitive compensation and excellent benefits including:
Competitive and inclusive medical, dental and vision coverage options
Flexible Spending Accounts for medical expenses and dependent care expenses
HSA through our HDHP
CompleteCare reimburses you and your dependents for eligible health care expenses and premium expenses incurred under alternate group health coverage
Generous 401K match - currently match 100% of your contributions up to the first 6% of compensation and 50% from 7%-12%, but never greater than 9%
Tolmar-paid Life, LTD and STD insurance coverages, as well as voluntary benefit options
Employee Assistance Plan, Legal Guidance and Funeral Planning & Concierge Services
Adoption and family-planning benefits, Fertility and Family Forming Benefits
Generous paid time off, including:
Vacation, sick time and holidays
Volunteer time to participate within your community
Discretionary year-end shutdown

We provide a positive work environment designed around the philosophy of mutual respect and the challenge and rewards of contributing to the continued success of our organization. Tolmar is committed to fostering, cultivating and preserving a culture of diversity, equity and inclusion.

Tolmar is an Equal Opportunity Employer. We do not discriminate on the basis age 40 and over, color, disability, gender identity, genetic information, military or veteran status, national origin, race, religion, sex, sexual orientation or any other applicable status protected by state or local law. It is our intention that all qualified applicants be given equal opportunity and that selection decisions are based on job-related factors.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)