Regional Business Manager - Gulf Coast

Heron Therapeutics develops cutting edge medicine to meet unmet patient needs and solve big problems by applying our innovative science and technologies with well-known pharmacology. With therapeutic areas in oncology and pain, our goal is to offer alternatives so patients can be opioid free post-surgery. With additional products and indications on their way, we are excited to be growing and adding to our amazing team.

Our entrepreneurial culture gives everyone the chance to be heard with easy access to decision-makers like other smaller companies, along with some of the sophistication and benefits of larger organizations. We developed the Heron Ways of Working to implement training and practices that breathe life into our values and embed them into our daily experience such as open collaboration across teams, self-responsibility & accountability, communication strategies & techniques, and the mindset of always assuming positive intent!

The Regional Business Manager (RBM) is responsible for managing the business within a specific sales region and providing operational leadership of a sales team focused on sales of Zynrelef and Aponvie in the US hospital (inpatient and outpatient) and ambulatory surgery center (ASC) market. He/she is responsible for the sales function within an assigned area f including hiring and managing Territory Business Managers as well as the execution of sales strategy. The RBM develops and oversees the implementation of strategies to meet national and regional goals and ensures the productivity and profitability of the region.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Partnering with sales leadership to drive the sales of Aponvie and Zynrelef in the US and achieve rapid formulary uptake of the product in key hospital accounts and ASCs.
• Using effective leadership skills, recruits, mentors, coaches, and oversees the successful performance and continued development of Territory Business Managers while also retaining top talent.
• Trains Territory Business Managers in product information and selling techniques and assesses technical readiness to sell Heron's pain management products.
• Spends approximately 75% of time working in the field, one-on-one, with direct reports.
• Monitors and measures individual and district sales performance.
• Works with the Regional Business Director and other field-based personnel to develop and execute the strategic plans and metrics to ensure sales goals and individual development needs are achieved.
• Responsible for sales and marketing activities and associated budget for the district.
• Mentors and coaches Territory Business Managers in product information and selling techniques. Partners with sales training in the development of training programs to address specific district or individual needs.
• Develops relationships with strategic partners in hospital surgical departments, pharmacies, and ASCs ensuring continuous pull-through of Heron's pain management products.
• Understands and navigates the product adoption and utilization process throughout large institutions.
• Reviews the larger context of sales activity within his/her district and the opportunities associated with increased internal
• Establishes cross-functional partnerships and shares best practices across the region.
• Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
• Works continuously to identify and develop strong and long-standing relationships with key physicians and thought leaders.
• Collaborates with other departments during planning and process improvement activities to ensure timely completion of all operational objectives and milestones.

RequirEments:

• Bachelor's degree or equivalent, advanced degree preferred.
• Minimum of 10 years successful sales experience commercializing products in the hospital market. Prior experience selling products for acute pain management is preferred.
  
  
  
  • Demonstrated track record of success selling Heron acute care products or minimum five (5) years recent sales/people management experience is required.
  • Experience with Biotech/Pharmaceutical hospital sales required. Prior operating room experience, medical device experience required. Pain management experience is preferred.
  • Experience in multiple surgical areas, especially general and orthopedic surgeries, is preferred.
  
  
  
  
• Strong leadership, team building, organizational, communication, and interpersonal skills.
• Able to successfully manage simultaneous, complex selling situations.
• Must consistently demonstrate sound judgment and strategic decision-making abilities.
• Experience working with large to mid-size hospital/surgical accounts and ambulatory surgical centers.
• Experience building a coalition/collaboration across different groups to get a product approved on the formulary and into protocols for pull-through.
• Full understanding of the formulary process, P&T committee, EMR, and CPOE systems.
• Broad knowledge of regional dynamics in the hospital/surgical marketplace.
• Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code.
• Experience in developing and making formal presentations to commercial leadership.
• Ability to travel extensively (up to 75%) including overnights and weekends.

The above description is intended to describe the general nature of the job that may include other duties as assumed or assigned; it is not intended to be all inclusive or limit the duties of the position.

Heron is an Equal Employment Opportunity/Affirmative Action Employer: Minority/Female/Disability/Veterans/Sexual Orientation and Gender Identity.