Graham's List

#6 Santa Monica Product Specialist (Oncology)


The Product Specialist is a field sales representative who proactively fulfills sales strategies by selling products within the Nephrology Franchise. They must be able to demonstrate a working knowledge of the products clinical safety and efficacy, articulate a value proposition for the customer, provide clinical support/ information as needed, and achieve their sales goals and business objectives.

Key Job Activities: Business Analysis:

• Actively prospects for new business within assigned accounts. Develops account strategies with District Manager (i.e., identifies key accounts, develops specific plans for penetration).

• Applies DDD/exponent to develop, monitor and track sales strategies.

Selling Process:

• Develops customer specific pre- and post-call plans that include objectives, probes and supporting materials.

• Effectively gains access via interpersonal skills to penetrate new and current accounts.

• Uses effective probing to identify needs and opportunities in stand-up and sit down calls.

• Demonstrates ability to accurately identify customers treatment philosophies.

• Develops and implements approaches to in-service informational sessions and presentations.

• Appropriately utilizes all marketing tools and resources, including computer generated presentations.

• Uses closing skills to move sale to next step (i.e., another appointment, in-service, patient identification, etc.).

• Effectively discusses reimbursement options with customers to enhance sales opportunities.

Territory Management and Organization:

• Updates sales information, goals and plans (i.e., uses electronic tools such as voice mail, e-mail, web sites, Microsoft, PowerPoint, Excel, and Siebal effectively).

• Organizes key account and sales information and completes all required administrative responsibilities (i.e., expense reports, weekly activity reports, call reporting, other required reports). Develops clear objectives and strategies for territory and key accounts (i.e., integrated business plan). Appropriately identifies, targets, and develops territory thought leaders and potential decision-makers.

Qualifications Education: B.A., B.S. (minimum requirement):

• Experience: 3-5 years of specialty pharmaceutical sales and Nephrology experience preferred.

Level of Knowledge:

General mastery of pharmaceutical industry preferred; general knowledge of physiology and pathology preferred; general familiarity with office systems and sales management information technology systems.

Selling Process:

Demonstrates the ability to sell and effectively close in a competitive environment.

Technical Expertise:

Demonstrates an ability to understand and communicate key technical information.

Communicating and Presenting:

Presents ideas to others in a way that produces understanding and impact. Ability to influence others and demonstrate leadership.


• Significant travel during the first 90-day training period then dependent on territory geography, travel can be minimal to significant.

• In order to qualify, you must have a valid driver's license and good driving record.