Territory Manager - Mansfield, OH

Job Description:At Wyeth, we have a vision of leading the way to a healthier world. We've committed ourselves to achieving this vision by making quality, integrity and excellence the hallmarks of our business. A Fortune 500 company and global leader in pharmaceuticals, consumer healthcare, and animal healthcare products, we know that our employees are who keep us on the cutting edge of innovative discoveries and superior customer service. To sustain and enhance our leadership position in the pharmaceutical industry, we continue to recruit, develop and motivate individuals whose skills, values, and work ethic will grow and improve our business.Job Summary The key focus of the Territory Manager (TM) position is to increase the level of Wyeth product prescribing within assigned portfolio and geography. This is accomplished through regular on-going contact with providers and by building solid working relationships with providers that ensure continuing access that enables the use of effective direct selling techniques. The incumbent must strictly abide by all Wyeth policies, Wyeth Code of Conduct and government regulations. Job Responsibilities Meets or exceeds product sales objectives for assigned portfolio of products. Responsible for providing healthcare providers with all relevant information that promotes quality healthcare decisions. The following represents key responsibilities to achieve this objective: *Maintains an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables the TM to engage in meaningful dialogue, build credibility and add value when calling on providers. *Overcomes access challenges caused by the volume of competing pharmaceutical representatives, the pace of a general practice and the breadth of a primary care physician’s interests. *Maintains an expert product knowledge base including patient education, consumer education, and factors influencing the market environment. Understands and uses approved promotional materials to support marketing message. *Responsible for understanding the managed care market dynamics and formulary status of each promoted product and for communicating this information to physicians and staff. *Establishes and maintains objectives for geography in consultation with district management to assure proper portfolio balance and planned actions. *Creates effective call plans that include who to contact, how frequently to contact them, and what products to focus on for each call. *Makes judgments about the appropriate message for each healthcare provider, including decisions about which products to discuss, frequency of calls, and which approved materials to use during the call. Prepares in advance of the call for a focused interaction with the provider using approved sales aids and samples. *Employs effective selling techniques, including pre-call planning, effective opening, presentation focus and productive questions, issue identification and effective close. *Successfully implements the call plan and resource strategies as developed with district management to meet or exceed goals . *Seeks out and utilizes customer and market data, and as necessary, adjusts sales strategies based on that data to maximize sales results; monitors progress and adjusts efforts and activities to exceed goals. *Analyzes prescribing trends, competition, and provider habits to maximize effectiveness of each call,and based on that information, tailors a unique sales approach for each call with the goal of becoming the best rep servicing that office. *Evaluates sales potential and access to existing customers for the purpose of adjusting, as necessary: a.Call plan at determined time intervals b.Resource offerings to existing customers *Decides what types of interactions or educational opportunities will maximize the prescribing of Wyeth products. Effectively executes product tactics to support marketing strategy which includes making judgments about how and when to use samples in a productive manner and the type and extent of home office support to offer to providers, such as marketing and education. *Continuously prospects for appropriate new customers; communicates opportunities, competitive activity, and business events to the District Manager and Area Business Director or Sales/Marketing management as appropriate. *Continuously develops and maintains productive business relationships with customers in order to increase access and sales results. Determines best access methods using whole office call approach. Efficiently uses time with providers in order to present the most impactful product messages. *Customizes the delivery of product messages (e.g., anatomy, physiology, disease state, and treatment options) to align with customer needs and highlights only those features and benefits that are relevant to the customer and consistent with the Package Insert and Good Promotional Practice. Completes all assignments from District Manager and Headquarters Sales Management in a timely and efficient manner (including the maintenance of accurate records on all accounts and activities within the territory). *Completes all call reporting responsibilities in accordance with current procedures and policies. *Distributes samples to only licensed practitioners, and follows all Good Promotional Practices procedures and policies. *Sets aside needed study and certification time, during off-territory hours, required to learn medical, product and policy information, as well as to maintain company supplies, equipment, and records. *Prepares for, attends, and actively participates in all required sales conferences and training classes at local and/or remote locations. *Undertakes a program of performance and career development, whether through Wyeth or own initiative, and continually strives to improve knowledge, skills and capabilities. Collaborates with Regional Account Managers (RAM) and Area Account Managers (AAM) to implement plan for the assigned geographic business and/or managed care business. *Supports these plans with appropriate literature, samples, and special programs, consistent with Company policies and procedures. Basic Qualifications *Bachelor’s degree with at least 1-2 years selling experience preferred. *Prior pharmaceuticals, healthcare, education, insurance and/or outside business-to-business selling experience preferred. *Ability to work independently and manage time effectively without close supervision required. *Working knowledge of sales operations including: data/reports, call planning, and sales tactics preferred. *Creativity to accomplish sales goals is required. *Understanding of market strategy, tactical mix, and financial management desirable. *Effective interpersonal, organizational, communication skills and the ability to advance and influence the acceptance of ideas required. *Comprehensive training and learning of portfolio products (consistent with Package Insert and Good Promotional Practices), the competition, and the physiology and therapeutics involved with these products. Relocation is not available for this position.Wyeth offers competitive compensation and benefits programs, including child-care subsidies, flex-time, business casual attire, educational assistance and professional development programs. For more information and to apply online, please visit us at: www.wyeth.com/careers Wyeth is an Equal Opportunity Employer, M/F/D/V. Search Firm Representatives: Please Read Carefully. Wyeth is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any employee at Wyeth via-email, the Internet or directly to hiring managers at Wyeth in any form without a valid written search agreement in place for that position will be deemed the sole property of Wyeth, and no fee will be paid in the event the candidate is hired by Wyeth as a result of the referral or through other means. Note: Any search agreement entered into with Wyeth prior to January 2004 is hereinafter void. Search firms are essential to the recruitment and staffing efforts at Wyeth and we value the partnerships we have built with our preferred vendors. For this reason, Wyeth has established and regularly maintains a preferred vendor list. Please note that even preferred vendors need to have a written search agreement signed by the Vice President, Strategic Staffing at Wyeth in place for the specific position in order for a fee to be paid for any candidate referrals.Job Experience:See above.Expected Travel Time: None       www.wyeth.com/careers Wyeth is an equal opportunity employer that shares the vision of a diverse workplace. Search Firm Representatives: Please Read Carefully. Wyeth is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any employee at Wyeth via-email, the Internet or directly to hiring managers at Wyeth in any form without a valid written search agreement in place for that position will be deemed the sole property of Wyeth, and no fee will be paid in the event the candidate is hired by Wyeth as a result of the referral or through other means. Note: Any search agreement entered into with Wyeth prior to January 2004 is hereinafter void.Search firms are essential to the recruitment and staffing efforts at Wyeth and we value the partnerships we have built with our preferred vendors. For this reason, Wyeth has established and regularly maintains a preferred vendor list. Please note that even preferred vendors need to have a written search agreement signed by the Vice President, Strategic Staffing at Wyeth in place for the specific position in order for a fee to be paid for any candidate referrals.