Specialty Account Manager- San Francisco, CA - Pacira BioSciences, Inc.

About Pacira

Pacira BioSciences, Inc. is a leading provider of non-opioid pain management and regenerative health solutions dedicated to improving outcomes for health care practitioners and their patients. Our in-depth knowledge of non-opioid pain management, coupled with our passion for advancing patient care, drives our commitment to providing solutions that address unmet medical needs and improve clinical results.

Why work with us?

Rarely do you have an opportunity to do work that really matters. What drives us is our mission. What makes us successful are our people.  At Pacira, you are part of an inclusive culture that fosters collaboration, growth, and innovative thinking - a place where you can make an impact and help change the standard of care in non-opioid pain management. Be part of our movement, let’s pursue excellence together.

Summary:

The Specialty Team serves as the relationship owner of Soft Tissue and Dental offices. External relationships include but are not limited to executives and system leaders of academic and non-academic institutions, corporate leaders of key dental group practices, allied health educator’s key opinion leaders (KOL’s), department directors.  Key internal relationships: Executive Team, Marketing, Sales, and Health System Alliance.

The Specialty Account Manager is responsible for the positioning and selling of EXPAREL within the assigned territory. This includes the pharmacological & technical (Package Insert & functions, benefits) knowledge and sales of EXPAREL’s value proposition. This individual will work with the Regional Director, Specialty Accounts to develop a sound business plan that will lead to exceeding defined sales revenues for said territory. The Specialty Account Manager will utilize product knowledge, relevant institutional and office relationships, and business acumen skills and execute strategy to meet and exceed sales objectives of the Pacira portfolio of products in the dental and soft tissue community.

Essential Duties & Responsibilities:

The following statements are intended to describe the general nature and level of work being performed by an individual assigned to this job. Other duties may be assigned. 

• Identify target markets in accordance with organizational strategy utilizing familiarity with account-based operations and existing reporting, tools and dashboards.
• Ensure that corporate revenue objectives are exceeded within a specified geography
• Work with surgeons, anesthesiologists, OMF and soft tissue health care providers, focused on pain management to ensure Pacira portfolio of products is adopted within an account and geography
• Developing and maintaining expertise of EXPAREL
• Build relationships and a strong customer base across assigned territory’s key dental and soft tissue sales channels.
• Provide strategic partnerships with OMFS, plastic, and dental offices as well DSO affiliates
• Effective time management skills to increase sales productivity and tactical implementation of sales activities to achieve business objectives.
• Actively participating with Regional Director, Specialty Accounts in the strategic and tactical planning process
• Update and document sales account information via software system (Veeva)
• Demonstrate expertise and knowledge of the conversion process, an ASC or an office.
• Develop and execute sales and retention strategies for target markets and customers.
• Complete face-to-face sales meetings with physicians, schedulers, practice managers, and medical staff in accounts to ensure understanding, as well as to close business, ensuring that obstacles are identified and minimized.
• Effectively manage territory, conducting office visits to include Education on services offered, enhancement and new advances.
• Communicating opportunities, market trends, and issues to appropriate management/staff in a timely manner Prepare and present opportunities, market trends, and challenges to appropriate leadership/staff in a timely manner and on a regular basis, gaining support and commitment as needed.
• Manage expense budgets in a timely manner
• Keeping up to date with the latest clinical data supplied by the company, and interpreting, presenting and discussing this data with health professionals during presentations. 

Education and Experience:

• Bachelor’s degree from accredited college or university required.
• Must have a minimum 1 year of direct selling experience to healthcare professionals in the pharmaceutical, biotech, device or health care industry or minimum of three years with prior experience as a Pacira employee or partner in a customer facing sales or training role.
• Minimum 1 year experience selling in the OR preferred.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Knowledge, Skills, and Abilities:

• Excellent written and oral English communication skills.
• Strong demonstrated presentation skills.
• Must be able to timely and accurately complete Credentialing requirements to gain access to their facilities
• Experience using Customer Resource Management tools required
• Able to travel extensively; valid driver’s license in the state in which you reside and safe driving history record; reliable transportation. Must live in or close proximity to your designated geographic territory.
• Knowledge of key industry business drivers, emerging medical trends, and performance metrics, and ability to leverage that knowledge to inform strategy.
• Strong communication, interpersonal, collaborative, and analytical skills with a customer focus; must be able to foster and maintain sound working relationships.
• Independently motivated and driven to achieve high goals and seek continuous improvement in knowledge and skills.
• Competencies for sales efficiency and effectiveness; discipline in goal setting, prospecting, networking, territory management, and time management.
• Skills in account management, needs assessment, value propositioning, handling objections and gaining agreement with both physicians and facility procurement departments.
• Skills to employ technologies effectively and proficiency (MS office suite, relevant mobile technology and web-based applications.)
• Overnight travel will be required, ability to cover geographic territory; include corporate meetings. Able to travel overnight and locally up to 90% of the time.  

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

The employee is regularly required to travel by automobile as well as by airplane and other forms of public transportation. The employee is regularly required to sit or stand for long periods of time (up to several hours straight). The employee will be required to move quickly and safely in OR and other healthcare environments.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. 

The work setting is consistent with a typical corporate environment with offices and cubicles. Also: healthcare facilities including but not limited to Hospitals, Medical Centers and Ambulatory Care Centers. The work setting will also include public spaces such as conferences and professional meetings at venues of varying sizes as well as B2B accounts.

Benefits:

• Medical, Prescription, Dental, Vision Coverage
• Flexible Spending Account & Health Savings Account with Company match
• Employee Assistance Program
• Mental Health Resources
• Disability Coverage
• Life insurance
• Critical Illness and Accident Insurance
• Legal and Identity Theft Protection
• Pet Insurance
• Fertility and Maternity Assistance
• 401(k) with company match
• Flexible Time Off (FTO) and 11 paid holidays
• Paid Parental Leave

The base pay range for this role in California is $75,000 per year to $130,000 per year. 

The range is what we reasonably expect to pay for this role. The range considers a wide range of factors that are considered in making compensation decisions, including but not limited to: geographic markets, business or organizational needs, skill sets, experience, training, licensure, and certifications.