Graham's List

#8 San Luis Obispo Oncology Product Specialist


The Product Specialist is a field sales representative who proactively fulfills OBP?s sales strategies by selling OBP products within the Nephrology Franchise. They must be able to demonstrate a working knowledge of the product?s 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.

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 customer?s 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).


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.

• Three to five weeks of travel per year is required for sales meetings and training purposes.

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