Clinical Liaison, Women’s Health

Job Description

This position is responsible for: 

The primary responsibility of the Clinical Liaison,
Women’s Health is to be a clinical liaison between Belmar and Elite
Menopause Prescribers. Your goal is to support the Elite Menopause
Prescriber (EMP) Program to deliver the territory sales budget, drive client and
revenue growth, create strategic partnerships among current and new referral
sources, and be a primary point of contact for all clients in your territory.
Working with the Clinical Director, Women’s Health and the EMP Inside Sales
Account Team, together you will identify and build relationships with key
personnel at client locations to promote our formulary and value-added
services, identify new business opportunities and meet or exceed all KPIs
assigned including growing your existing accounts, minimizing account
attrition, and adding valuable new accounts each month. You will work closely
with the Clinical Director, Women’s Health to build and grow this initiative.

Role and Responsibilities

Follow and contribute to the growth and retention plan for your territory.
Identify and sell to Elite Menopause Prescribers defined as one who prescribers over $75, 000 per year in non-sterile bio-identical hormones and thyroid medications.
Support your team to reach the daily, monthly, quarterly, and annual revenue goals set by and for the company.
Acting as a clinical sales liaison to our provider call point, you will be well-versed in and understand the compounding industry, in particular, the HRT space. You will understand and articulate the benefits of our core formulary including HRT, Thyroid, and sexual wellness products. You will have the clinical knowledge and the confidence to close most new business on your own.
Monitor customer activity levels and be proactive to ensure business is being maintained and not lost to competition. This information will be shared with Sales Leadership
Gather competitive information and monitor current market conditions to understand the players in your territory.
Ensure positive client relations, high customer service standards, maximize services at each facility and identify new and potential business.
Use the marketing tools available to you to educate and support clients while reinforcing our brand position as a provider/partner.
Your team will need to close 33 new Elite Menopause Prescriber accounts in year one and scaling after that.
Serve as a liaison to existing customers in your territory and uphold Belmar brand values.
Ensure service levels are met and guide them to the appropriate channels within our organization for order, formulary, and training needs.
Identify and build relationships with key personnel at provider facilities to promote services and assist with identification of new business opportunities.
Data Collection & Activity
Accuracy and depth of data within Salesforce.com, completing the information required to help reach the set metrics and goals established for your team.
When you are not traveling, you are expected to record at least 150 meaningful activites a week in SalesForce (an average of 30 per day).
Partner with Team Members
Work closely with your team regarding activity level requirements, selling strategy, Salesforce data collection, use of Dashboard reporting tools and following all sales and company policies and procedures.
Follow the strategic business plan covering sales, growth, meeting agreed targets, and promoting the organization’s presence throughout the assigned territory
Review accounts with Account Coordinators to identify new sales opportunities within existing accounts and leads
The territory growth targets should be met or exceeded, and Salesforce data collection needs to be accurate and up to date.
Follow processes established and partner with Operations and other departments to respond to, document, and ensure follow up to service or clinical inquiries received from customers in a timely manner. Review accounts to determine any impact on sales.
Comply with all appropriate company, state and federal policies, procedures, and regulations.
Utilize the tools provided (Dashboard, Salesforce) to analyze your territory and comply with company standards for data collection, activity, and productivity.
Perform other duties as assigned.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

The requirements listed below are representative of the knowledge, skills, and/or ability required.

Strategic Selling – Professional experience selling into clinical practices, in particular functional medicine/wellness/urology/ob-gyn; experience working alongside an inside sales team; experience using a CRM tool (ex: Salesforce, Insightly, Nutshell, etc). Must have experience selling solutions vs. simply selling medications and be able to develop relationships with customers so they see you as a trusted business resource. Maintain relationships with clients by providing information, guidance, research and recommending new opportunities based on regional and national trends.
Clinical Skills – Medication and clinical knowledge of the therapeutic classes including but not limited to women’s hormones, weight loss, sexual wellness, and dermatology.
Phone Selling Skills -Skilled phone prospector to call on practices, break through the gate keepers, and capture the interest of the prescriber, owner, and/or decision maker. Must be able to demonstrate phone prospecting skills.
Negotiating skills – Ability to articulate and engage prescribers, practice owners and decision makers on the benefits and differentiators of Belmar and close business.
Productive, Organized, & Self-Directed – Must be able to meet the minimum requirements for activity as defined by the Vice President of Sales and recorded in Salesforce.com. Must be able to meet or exceed sales goals and/or growth goals assigned for your territory.
Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.
Customer Service – Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; Meets commitments.
Interpersonal Skills – Focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting; keeps emotions under control; remains open to others’ ideas and tries new things.
Oral Communication- Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.
Written Communication – Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information.
Teamwork – Balances team and individual responsibilities; exhibits objectivity and openness to others’ views; gives and welcomes feedback; contributes to building a positive team spirit; Puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone’s efforts to succeed. Follows the established chain of command when dealing with conflicts.
Diversity – Shows respect and sensitivity for cultural differences; educates others on the value of diversity; promotes a harassment-free environment.
Ethics – Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
Organizational Support – Follows policies and procedures; completes administrative tasks correctly and on time; supports organization’s goals and values; benefits organization through outside activities; supports affirmative action and respects diversity.
Strategic Thinking – Develops strategies to achieve organizational goals; understands organization’s strengths & weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions. Stay up to date on industry trends including competitors, medications, training options and business strategies.
Judgment – Displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in the decision-making process; makes timely decisions.
Motivation – Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals.
Planning/Organizing – Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.
Professionalism – Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments.
Quality – Demonstrates accuracy and thoroughness; looks for ways to improve and promote quality; applies feedback to improve performance; monitors own work to ensure quality.
Adaptability – Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
Time management skills to balance travel, in-office time, and productivity measurements
Preferred – Min 5 years of sales experience in the medical space preferred with an emphasis on the women’s health or integrative medicine space.
Technical Proficiency in Microsoft office suite, including Intermediate skills in Excel, familiar with CRMs (Salesforce, Nutshell, etc)

QUALIFICATIONS

Clinical Degree required (PharmD, RPh, or RN)
Preferred – Minimum 5 years of sales experience in the medical space preferred with an emphasis on the women’s health or integrative medicine space.