TITLE: Institutional Specialist (San Jose/Sacramento)
Job Title : Institutional Specialist
Reports to: Area Sales Manager
Location: San Jose/Sacramento
Indivior is a global specialty pharmaceutical company working to help change patients' lives by developing medicines to treat substance use disorders (SUD) and serious mental illnesses. The name is the blend of the words individual and endeavor, and the tagline "Focus on you" makes the company's commitment clear. It represents and empathizes with the often-difficult journey each individual patient takes to overcome the challenges of addiction and mental illness.
Indivior is dedicated to transforming addiction from a global human crisis to a recognized and treated chronic disease. Our vision is that all patients around the world will have access to evidence-based treatment for the chronic conditions and co-occurring disorders of SUD. The Indivior logo radiates its patient-focused, holistic focus on expanding access to quality treatment for addiction worldwide. Building on its global portfolio of opioid use disorder treatments, Indivior has a pipeline of product candidates designed to both expand on its heritage in this category and potentially address other chronic conditions and co-occurring disorders of SUD, including alcohol use disorder and cannabis use disorder.
POSITION SUMMARY:
The hybrid Institutional Specialist is responsible for calling on practicing physicians in hospitals and other institutional health-related organizations within an assigned area or prioritized geography to optimize coverage of assigned institutional and community-based accounts to maximize sales performance. Primary focus is on non-retail settings/ institutions such as hospital, acute care settings (crisis stabilization units) group homes and/or treatment centers. A secondary focus includes retail settings such as select community mental health centers (CMHCs) and select community-based treatment programs/accounts.
The Institutional Specialist must provide the healthcare professional with the most current information about Indivior's products, and their approved indications. Accomplishment of these goals must comply with Indivior's Code of Conduct and all other company policies.
Essential Functions
Promote product(s) in the geographical area by navigating the institutional formulary approval process, as well as educating customers on appropriate use of products. Responsible for an assigned area with defined KPI's to measure performance.
Gain understanding of the access landscape to establish/expand institutional product knowledge through effective engagement with pharmacy personnel, institutionally based HCPs, and other key customers.
Effectively and consistently call on and educate physicians and other stakeholders within key institutions on the use of product(s) through one-on-one meetings and presentations, professional education programs and other appropriate means.
Apply knowledge of the institutional and behavioral health facility's practices including pharmaceutical product review processes.
Gain deep understanding of patient flow from in-patient to out-patient healthcare settings.
Implement sales and marketing initiatives for brand within assigned accounts.
Implement sales and marketing initiatives by leading pull-through efforts within assigned accounts.
Participate with sales and marketing leadership in the development of sales strategies by customer.
Routinely review and conduct account analysis using tools provided through Business Analytics and report generation.
Assist in the development of sales and promotional programs/customer activities in order to achieve sales goals.
Develop in-depth knowledge of the approved commercial sales marketing materials, the physician/patient relationship, and the brand - champion the brand internally and externally.
Participate as needed in all related home office and field meetings to include Area and Regional meetings; Home Office meetings as requested; and approved conferences.
Develop and implement business plans; generate new and innovative ideas, strategies, marketing plans of action; exercise budgetary control; and ensuring compliance with Indivior's Code of Conduct and other company policies.
Maintain the required technical expertise on Indivior's products.
Successfully complete all required training programs in a timely manner.
Assist and/or lead special projects as assigned.
Experience
Bachelor's degree.
Typically requires 7 to 10 years of experience in a commercial sales function within a pharmaceutical company.
Demonstrated analytical, critical thinking and problem-solving skills.
Strong presentation and communication skills, both verbal and written.
Intermediate Computer skills in MS Office.
High-energy self-starter as well as collaborative team player.
Ability to effectively communicate within company and with the customer.
Ability to travel (includes overnight travel) up to 75%.
Competencies/Conduct
In addition to the minimum qualifications, the candidate will demonstrate:
Focus on patient needs to drive decisions.
High self-motivation and goal orientation with a proven record of goal attainment.
Strong work ethic and ability to develop priorities and manage time appropriately.
Ability to motivate and influence a team.
Reads situations quickly. Anticipates and adjusts for problems and roadblocks.
Excellent interpersonal, written and verbal communication skills.
Proficiency in using various technologies e.g., Microsoft Excel, Word, PowerPoint and Teams in addition to other reporting and communication software.
Demonstrated teamwork/ collaboration.
Strong leadership abilities.
Strong time-management, organizational, and planning skills.
Cooperates with various headquarters departments, when necessary and appropriate, on matters of mutual concern.
Record of positive working relationship with key customers and external contacts.
BENEFITS:
Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes
3 weeks' vacation plus floating holidays and sick leave
401(k) Company match of 75% on your first 6% of contributions
U.S. Employee Stock Purchase Plan- 15% Discount
Comprehensive Medical, Dental, Vision, Life and Disability coverage
Health and Dependent Care Flex Spending options
Adoption assistance
Tuition reimbursement
Leverage Concierge/personal assistance services
Voluntary benefits including Legal, Pet Insurance and Auto/Home coverage
Gyms, fitness facilities and cell phone discounts
Our Guiding Principles, Core Values and Vision provide a culture that unites and guides our employees.
SALARY RANGE:
101,600.00 - 152,400.00 USD Annual
GUIDING PRINCIPLES:
Indivior's guiding principles are the foundation for each employee's success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.
The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined. The employee may perform other functions that may be assigned. Management retains the discretion to add or change the duties of this position at any time.
