What are the responsibilities and job description for the Sales Representative - Inside Sales position at Amber Specialty Pharmacy?
At Amber Specialty Pharmacy, our commitment to patient care is unmatched. Enjoy fulfillment in a career where you have the opportunity to make a positive impact on patients with complex and chronic conditions.
We seek a phone sales pro looking to enter the medical field. If you are hungry, experienced at cold calling, and know how to get through an objection, look no further. We’ll provide sales and industry training to ensure your success. This is a new role with room for growth so the time to apply is now!
Pre-employment/post-offer drug screening/background check as state and federal law allow.
Amber Specialty Pharmacy
Job Title: Infusion Sales Representative - Inside Sales
Department: Sales
FLSA: Exempt
General Functions:
This position is tasked with selling Acute and Chronic infusion across a national market. The ideal candidate is a self-motivated sales professional responsible for growing top line revenue and profit objectives through direct sales and marketing. They will take ownership of assigned tasks by developing and executing sales strategies that drive growth of assigned therapies. Promote Amber/Hy-Vee Pharmacy Solutions (HPS) as best-in class while capturing and sharing market feedback.
Reporting Relations:
Reports To: Manager, Account Engagement
Direct Reports: N/A
Position Summary:
- Using a balance of emails, social media, and direct telephone outreach to connect with accounts and referral sources, the position will engage with potential and existing customers.
- Engaging with customers and accounts consists of cold calling, developing and expanding/nurturing existing accounts with focus on Specialty Infusion opportunities.
- To find success in breaking through common barriers, the Inside Sales Representative must use creative and compelling strategies.
- This role requires a consultative sales approach, across multiple call points. Targeted customers/referral sources include physicians, NPs, PAs, nursing staff, office managers, administrative and pharmacy staff within both hospitals, home health agencies, community clinics and/or medical office settings.
- This position supports organizational infusion efforts by working with all Infusion referral sources.
- Employee functions an integral role by assisting in evaluating referrals and collaborating with our internal teams for care coordination to ensure service level expectations and commitments are met. This responsibility may be carried out in coordination with a mirrored outside sales representative.
- Strategic goals include providing education and care coordination for prescribers with all infusion products and infusion related services Amber Specialty Pharmacy offers.
- Employee will identify, prospect, and develop new business and growth opportunities to promote Amber Specialty Pharmacy within the Infusion market.
- This role is vital to achieving infusion sales targets and maintaining the high standards of customer service expected from Amber Specialty Pharmacy.
- Generate leads through various channels including analyzing internal data, prospecting, researching, and cold calling.
- Organize daily work schedule to maintain frequent value-added contact (via telephone and in person) with existing and new customers to introduce Company services, evaluate customer needs and encourage patient loyalty
- Educate patients and physician referral sources about the products and services offered by the Company.
- Completes and submits all required reports and administrative duties in a timely manner including Salesforce.
- Participates in community and professional organizations to increase company visibility and to achieve sales and profit goals.
Education:
- Bachelor's degree or proven industry experience will be considered in lieu of degree.
Experience:
- Minimum 3 years proven sales success in Specialty Pharmacy/Infusion sales experience preferred.
- Inside/virtual sales experience is highly desirable.
- Knowledge of Infusion billing/reimbursement practices, prior authorization processes and insurance coverage criteria with infusion is highly desirable.
- Exceptional probing and consultative communication skills.
- Infusion/Specialty new product launch experience is a plus.
- HIPPA trained and the ability to work with and protect extremely confidential patient and employee information.
- Intermediate or advanced experience in Salesforce software.
- Intermediate or advanced knowledge Infusion and/or Specialty Pharmacy referral process.
Technical Skills:
- Proficient in data entry, verbal skills, computer skills, and the ability to learn and effectively use the department’s designated Customer Relationship Management (CRM) tool (SalesForce) and other technology tools (CareTend).
- Strong proficiency in technology with ability to work on multiple platforms simultaneously.
- High level of comfort with Office 365 products and work daily within Excel.
Key Responsibilities:
- Sales Initiative: Drive sales by identifying and developing relationships with target accounts as direct referral sources for patients/prescriptions of specialty infusion medications. Successfully create/win new infusion business by collaborating with prescribers, referral coordinators and other partners to facilitate new prescriptions/referrals.
- Cold Calling: Proactively identify and pursue potential infusion referral sources. Initiate and manage outbound calls to accounts identified as opportunities for growth within infusion market. Responsible for identifying, ranking, prospecting and developing infusion business relationships
- Sales Management: Manage daily sales activities and referrals to increase referral conversions. Monitor industry trends, market changes, competitors and trends to develop and adjust strategic focus.
- Productivity and Metrics: Maintain required call productivity and metrics, with timely entry. Evaluate sales objectives, adjusting strategic plan to achieve goals within planned timeframe. Meets and/or exceeds designated call expectations with a focus on top targets, key influencers, and pipeline leads.
- Product Knowledge: Develop and maintain a solid understanding of assigned infusion products, program messaging, and approved guidelines.
- Relationship Building: Establish and maintain professional relationships with targeted healthcare professionals and staff. Identifies and helps referral sources develop patient solutions in partnership with organizational teams.
- Call Execution: Execute call plans, including preparation, lead qualification, delivery of key messages, objection handling, and closing.
- Collaboration: Work in direct collaboration with outside sales team as needed for support efforts in closing opportunities.
- Interdisciplinary Team: Interface and work jointly with internal organizational teams to achieve company’s infusion objectives and revenue goals. Assists with sales escalations and communicates routinely with sales manager and/or account engagement manager about details impacting prescriber or patient experience. Responsible for forwarding calls pertaining to clinical information and questions (e.g., dosing directions, adverse events, counseling) to appropriate internal support team
- Outgoing Calls: Perform outgoing calls professionally, following client guidelines and business rules
- Sales Quotas: Works collaboratively with sales to achieve monthly, quarterly, and annual sales quotas, goals, and/or objectives.
- Communication: Maintain open dialogue and effective communication with leadership. Documents and meticulously makes notations in each patient’s profile and/or CRM(SalesForce) regarding every update and aspect of a customer’s/physician’s care or needs. Uses discretion and independent judgment in handling customer complaints received, while documenting and forwarding to appropriate administrative staff and/or internal team.
- Quality Standards: Maintain excellent call quality standards per company policy and adhere to all client call guidelines.
- Training and Meetings: Complete all required company, program, and product training. Attend staff meetings and client-requested conference calls.
Desired Skills and Attributes:
- Motivated self-starter with proven ability to work independently
- Analytical, problem-solving, and process improvement skills.
- Excellent sales and negotiation skills.
- Passionate about sales and driven to succeed.
- Ability to analyze market trends and identify growth opportunities.
- Familiarity with CRM(SalesForce) or similar tools.
- Strong customer service skills.
- Strong time management and prioritization skills.
- Professionalism in both oral and written communication.
- Strong communication, interpersonal, organizational, administrative, and office skills.
- Work objectively with a diverse group of people with various personalities and within a team.
- Goal oriented.
- Bilingual is a plus.
Role Competencies:
- Exemplifies company core values, treating others with respect and dignity, with sensitivity to unique needs of others.
- Promotes high morale and a positive work environment through professional, constructive relationships.
- Inspires, encourages, motivates, and energizes the team environment.
- Establishes and maintains standards of performance.
- Defines tasks and responsibilities for Inside Sales and Infusion team, giving clear goals in a timely manner.
- Fosters individual growth and provides constructive and timely feedback for the Inside Sales team by training, coaching, and performance reviews.
- Communicates honestly, appropriately, and directly. Openly and willingly listens and receives suggestions from others.
Physical Requirements:
- Must be able to remain in a stationary position –up to 90% of the time
- The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc., and traverse conferences, meetings, and remote events.
- Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
- The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations.
- The ability to observe details at close range (within a few feet of the observer).
Working Conditions:
- Normal office environment.
Equipment Used to Perform the Job:
- Computers, keyboards, mouse, monitors, fax, and/or headsets for phone work. Software specific to the position, including but not limited to Microsoft Outlook and Skype. Must lift and traverse the area to move paper and supplies to use the equipment.
Contacts:
- Frequently interact with co-workers, internal company staff, managers, leaders, vendors, insurance carriers, government entities, such as Medicare/Medicaid, and customers.
Confidentiality:
- The position Interacts with medical personnel and patients and accesses proprietary and medical (HIPAA) information in various interactions and matters.
Candidates must be able to pass a pre-employment drug test, background check, and health screening (if applicable).
Apply now and join our mission to provide exceptional patient care!
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