Prostate Cancer Account Manager - Nashville Territory
Company: Lantheus
Location: Nashville
Posted on: April 16, 2024
Job Description:
DescriptionLantheus is headquartered in Bedford, Massachusetts,
and has offices in New Jersey, Canada, and Sweden. For more than 60
years, Lantheus has been instrumental in pioneering the field of
medical imaging and has helped physicians enhance patient care with
its broad product portfolio. Lantheus is an entrepreneurial, agile,
growing organization that provides innovative diagnostics, targeted
therapeutics, and artificial intelligence (AI) solutions that
empower clinicians to find, fight, and follow disease. At Lantheus,
our purpose and values guide our behaviors in all interactions and
play a vital role in creating a dynamic environment contributing to
our success. Every employee is crucial to our success; we respect
one another and act as one, knowing that someone's health is in our
hands. We believe in helping people be their best and seek to bring
together a diverse group of individuals with different viewpoints
and skill sets to be a part of a productive and inclusive team.
Summary of Role: The PCAM is the primary customer-facing Lantheus
Holdings professional tasked with educating the Prostate Cancer
medical referral community on PyLARIFY and cultivating productive
customer relationships to include HCPs, Advanced Practice
Providers, Nurses, Pharmacists, Department Administrators, and
other key medical and administrative personnel from Urology and
Uro-Medical Oncology. These activities will contribute to Lantheus/
Progenics being regarded as the preferred partner in the PCa
Imaging community. The PCAM is responsible for creating,
coordinating, and implementing a strategic and tactical business
plan for their assigned territory and executing agreed-upon tactics
focused on driving demand while representing a consistent Patient
First approach. The PCAM will collaborate with stakeholder
functions (e.g., Nuclear Medicine Account Manager, National
Accounts Director, Marketing, Market Access, Medical Science,
Commercial Operations, Corporate Development, etc.) to optimize the
customer experience and maximize business outcomes, ultimately
contributing to the global revenues and growth expectations for the
portfolio.
Key Responsibilities/Essential functions:
Qualified candidates must demonstrate a high clinical acumen,
collaborative and supportive team approach, and an increasing
record of success in their ability to launch products and grow
market share through effective communication, innovative solutions,
and tactical product strategies.
- Develop and execute a territory business plan, in collaboration
with partner NOAM (Nuclear Oncology Account Manager), to identify
new customers, drive PyLARIFY market share growth. The plan will
identify business and functional relationships within the Key
Urology/ Oncology Accounts and with key referral sources. Through
customer insights, leverage the knowledge of influence networks &
affiliations (i.e., Payers, societies) to realize business
objectives. This should lead to achieving/exceeding PyLARIFY sales
forecasts and shared volume targets. Conduct regular business
analyses of the local market-customers, payers, competition, and
key stakeholders creating, implementing, and updating business
plans to achieve access and sales goals.
- Ensure account strategy is consistent with the national
objectives of the Head of Sales and respective Regional Sales
Director
- Promote products to appropriate HCP in line with approved PI.
This activity involves effective sales communications with the
referring HCP (Urology, Uro-Oncolgy, etc.) and coordinating with
the NOAM in accounts to execute the referral order.
- Develop relationships with KOLs and educate on Lantheus
Holdings products and cultivate productive relationships with
customers including HCPs, Advanced Practice Providers, Nurses,
Pharmacists, Department Administrators, and other key medical and
administrative personnel from Urology and Uro-Medical
Oncology
- Foster an integrated customer account strategy and drive the
cultivation of synergy among Medical Affairs, Marketing, Market
Access, and all related work teams, including PMFs aimed at growth
and continuous improvement; identify and provide market
intelligence about trends in patient/disease management, competing
technologies, reimbursement issues, etc. that may affect the
appropriate usage of Lantheus Holdings' products. A consistent and
recurring cadence of calls should be scheduled with
partners.
- Prioritize initiatives and drive focus on high-impact
opportunities; monitor Performance Dashboards to analyze,
interpret, and execute actionable sales efforts, prioritizing
customers and strategic solutions to exceed targets.
- Identify, develop, and maintain a deep understanding of the
disease state and marketplace competitors in the territory,
referring to mapping key stakeholders and patient flows.
- Complete understanding of all levels of MCO/Medicare/Medicaid
reimbursement issues and their impact on business performance;
identify potential obstacles and lease with Market access to
resolve effectively.
- Ensure a compliant, ethical culture to promote Lantheus
Holdings products and adhere to the highest standards.
- Additional projects and initiatives as required.
Skills & Qualifications:
- 4+ years of demonstrated successful sales experience in the
healthcare field in a challenging market space or product
portfolio, such as oncology, rare disease, medical device/complex
therapeutics, or a specialized pharmaceutical area.
- Analytical business performance assessment, commercial
operations, and managing resource allocation.
- Communicate ideas and information, both verbally and written,
persuasively and appropriately; ability to communicate complex or
technical content convincingly to non-technical audiences.
- Proficient MS Office and CRM skills. Excel, Word, PowerPoint,
and other MS Office 365 software skills
- A history of navigating the matrix environment within accounts
and complex customers, such as IDNs, Academic Institutions,
Hospitals, large group practices, etc.
- Ability to function effectively in a high-performance team.
Exhibits a high degree of flexibility in adapting to a rapidly
changing environment.
- Ability to understand multiple perspectives of decisions. Is
self-aware of interaction with customers, peers, etc.
- Demonstrates the ability to make sound decisions and use good
judgment
- Is reliable and willing to improve; portrays a positive and
productive attitude toward collaboration and supporting business
needs when working with internal stakeholders.
- Proven ability to work successfully in a cross-functional and
collaborative environment.
- Effective collaboration skills with internal and external
stakeholders; the ability to work at peer level with experienced
technical and commercial experts.
- Works within Ethics and Compliance policies
- Works to ensure a diverse and inclusive environment free from
discrimination and harassment.
Preferred:
- MBA
- Candidate to reside in Nashville, TN
- Nuclear Medicine, Radiopharmaceuticals, and/or launch
experience.
- Clinical and/or technical discipline knowledge of PET/CT
Imaging and/or Uro-Oncology.
Other Requirements:
- Field-based remote role requiring routine overnight travel of
up to 60%; recurrent weekend work may be required.
- Valid driver's license
Core Values:
The ideal candidate will embody Lantheus core values:
- Let people be their best
- Respect one another and act as one
- Learn, adapt, and win
- Know someone's health is in our hands
- Own the solution and make it happen
#LI-REMOTE
Equal Opportunity Employer/Protected Veterans/Individuals with
DisabilitiesThe contractor will not discharge or in any other
manner discriminate against employees or applicants because they
have inquired about, discussed, or disclosed their own pay or the
pay of another employee or applicant. However, employees who have
access to the compensation information of other employees or
applicants as a part of their essential job functions cannot
disclose the pay of other employees or applicants to individuals
who do not otherwise have access to compensation information,
unless the disclosure is (a) in response to a formal complaint or
charge, (b) in furtherance of an investigation, proceeding,
hearing, or action, including an investigation conducted by the
employer, or (c) consistent with the contractor's legal duty to
furnish information. 41 CFR 60-1.35(c)
Keywords: Lantheus, Nashville , Prostate Cancer Account Manager - Nashville Territory, Executive , Nashville, Tennessee
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