Senior Institutional Sales Manager - Oncology

Job Title Oncology Senior Institutional Sales Manager – La Roche Posay

Division: Active Cosmetics Division

Location: Field Force

Reports To: National Institutional Sales Director

Who We Are

For more than a century, L’Oréal has devoted its energy, innovation, and scientific excellence solely to one business: Beauty. Our goal is to offer each and every person around the world the best of beauty in terms of quality, efficacy, safety, sincerity and responsibility to satisfy all beauty needs and desires in their infinite diversity.

At L’Oréal Dermatological Beauty, our mission is to help everyone in their quest for healthy and beautiful skin. Our division is the world leader in dermo-cosmetics by adding health to beauty. Our brands portfolio includes CeraVe, La Roche-Posay, Vichy, SkinCeuticals and skinbetter science offering a range of skincare and haircare products to respond to all expectations linked to beauty and health of the skin.

Our Sales teams are all about figuring out those nitty-gritty details about how much of our business will grow and where that growth will come from. Our Sales teams are into building relationships and showing why our products are worth falling for. It is about having the flexibility to adapt to the ever-changing world of sales! Come join our dynamic team!

What You Will Do

The Senior Institutional Sales Manager will have portfolio responsibility to assure growth of specified La Roche-Posay recommendations and utilization throughout Health Systems and oncology clinics in a designated territory. This is accomplished by the development, coordination and implementation of a strategic business plan for targeted accounts. The key objective will be to use the information, points of difference, and scientific data to influence key decision makers throughout the Health Systems to recommend and sample the products to patient in the outpatient setting and purchase for use with patients within the inpatient setting. The SISM will also assess the opportunity for hospitals to purchase for use with patients through GPO contracts.

The Senior Institutional Sales Manager will partner with the Director of Integrated Health to develop and execute the Health Systems strategy to increase recommendations and sales within the designated territory.

What We Are Looking For

The Senior Institutional Sales Manager is responsible for planning, coordinating and executing on the hospital-based medical strategy through effective product detailing with key clinical decision-makers, with the priority being (but not limited to) Dermatology, Oncology and Obstetrics/Neonatology. In addition, this individual will assess the opportunity to work with hospital administration, including the c-suite level, finance, purchasing, and supply chain within assigned/prioritized Healthcare Systems in accordance with company standards. The SISM is accountable for consistently meeting or exceeding call

Executional Activities

activity and territory management expectations within the assigned territory. Essential responsibilities and duties may include, but are not limited to, the following executional activities and relevant KPIs :

• Secure target number of formulary or contract wins (where applicable)
• Gain hospital acceptance and distribution of samples within Health System/Integrated Delivery Network
• Develop relationships with key influencers and decision makers in the hospital setting
• Conduct quarterly business reviews with all key stakeholder parties to ensure continued growth of relationship
• Assess the opportunity for hospitals to purchase for use with patients through GPO contracts
• Facilitate high-level contractual negotiations with key purchasing and clinical stakeholders at institution or corporate/administrative level setting
• Uncover opportunities for clinical studies/trials where samples are not permitted
• Secure target number of patient protocols and treatment algorithms or patient instruction sheets that are established and implemented (measured by samples placed and protocols established featuring CeraVe & LRP)
• Identify partnership opportunities within hospital setting to expand reach and elevate brand advocacy in unique setting (e.g. community events)
• Coordinate relevant education on skincare science with an appropriate mix of in-servicing, speaker events, webinars, and CME related activities, or other.

Key Performance Indicators

• Initialize or grow hospital pharmacy sell-In sales through GPO contracts
• Events Executed (Lunch & Learns, Webinars, Grand Rounds, etc.)
• Hospital departments sampled
• Sellout of key products in designated territory
• Protocols influenced/educational handouts implemented

Required Qualifications

• Ability to swiftly adapt to a changing environment to meet unexpected demands effectively.
• Proven and Consistent sales results
• Minimum 3-5 direct sales experience required, preferably in medical or pharmaceuticals
• Strong technical/clinical aptitude and business acumen
• Strong computer and software skills
• Ability to travel 35% or greater with overnight stays as needed
• Valid driver's license is required
• Proven ability in building professional relationships, strong interpersonal and communication skills
• Must have a demonstrated ability to promote and sell goods, services and concepts
• Ability to think strategically and bring creativity to the organization.
• Keen analytical sense and ability to understand financial concepts.
• Ability to self-manage and work autonomously
• Strong negotiation and facilitation skills. Excellent selling and presentation skills.

Preferred Qualifications

• Institutional/Hospital experience preferred
• College degree preferred

What’s In It For You

• Learning & Development Opportunities (Unlimited Access to E-learnings, Lunch & Learn Sessions, Mentorship Programs, & More!)
• Employee Resource Groups (Think Tanks and Innovation Squads)
• Access to Mental Health & Wellness Programs
• Access to Company Perks (VIP Access to L’Oréal’s Internal Shop for Discounted Products, Monthly Mobile Allowance)
• Competitive Benefit Package (Medical, Dental, Vision, 401K, Pension Plan)
• Flexible Time Off (Paid Company Holidays, Paid Vacation, Vacation Buy Program, Volunteer Time, Summer Fridays & More!)

Don’t meet every single requirement? At L'Oréal, we are dedicated to building a diverse, inclusive, and innovative workplace. If you’re excited about this role but your past experience doesn’t align perfectly with the qualifications listed in the job description, we encourage you to apply anyways! You may just be the right candidate for this or other roles!

We are an Equal Opportunity Employer and take pride in a diverse environment. We would love to find out more about you as a candidate and do not discriminate in recruitment, hiring, training, promotion, or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.

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