Oncology Territory Manager, San Francisco
Employment Type : Full-Time
Company Description
Deciphera is a biopharmaceutical company focused on discovering, developing and commercializing important new medicines to improve the lives of people with cancer. We are leveraging our proprietary switch-control kinase inhibitor platform and deep expertise in kinase biology to develop a broad portfolio of innovative medicines.
In addition to advancing multiple product candidates from our platform in clinical studies, QINLOCK® is Deciphera’s FDA-approved switch-control kinase inhibitor for the treatment of fourth-line gastrointestinal stromal tumor (GIST). QINLOCK is also approved for fourth-line GIST in Australia, Canada, China, and Hong Kong.
Deciphera (NASDAQ: DCPH) is a publicly traded company headquartered in Waltham, Massachusetts. Our state-of-the-art research facility is located in Lawrence, Kansas.
We offer an outstanding culture and opportunity for personal and professional growth based on our “PATHS” Core Values:
- Patients – places the importance of improving the lives of patients and their caregivers at the forefront of every day’s work.
- Accountability – for our performance and the way we work with coworkers and other stakeholders.
- Transparency – in our intent and actions to both internal and external stakeholders.
- Honesty and Integrity – fosters trust and strives to deliver on our and the company’s promises.
- Stewardship – values and uses wisely the resources and investments provided to the company.
Job Description
Deciphera is seeking experienced oncology sales specialist with a strong patient focus and a passion for driving results to launch its first recently-approved commercial oncology product. The Territory Manager will build and execute strategic territory plans across stakeholders involved in patient care in order to educate customers about the product and address the various needs along the treatment adoption process. This position is a critical customer facing role that will be instrumental in the success of Deciphera’s first commercial launch.
Essential Duties and Responsibilities of the Position:
- Communicate the clinical profile of the company’s recently-approved oncology product, describe pivotal trial data and address clinical and non-clinical barriers in a clear and impactful manner to key customers involved in oncology patient care.
- Build, maintain and apply clinical and business expertise within the GIST marketplace to develop and execute territory business plans designed to address the needs of various customers within the geography as it relates to educating about Deciphera’s approved commercial product. Success in this role will require:
- Partnering with cross-functional commercial partners such as market access and medical teams to provide comprehensive solutions for customers.
- Becoming a true subject matter expert on all key topics that impact the success of the business – GIST disease state knowledge, clinical acumen, product expertise, competitive intelligence, market dynamics, customer needs across segments, local market access, etc.
- Being open to new challenges and a willingness to try new things and to be pushed out of your comfort zone in order to grow and develop
- Developing specific account/prescriber action plans that provide a clear line-of-site to achieving established goals within a specific timeframe, using analytics to understand trends and track progress against goals.
- Using data and sound judgement to continually evaluate plans and make changes as necessary to course correct and address evolving landscape and business dynamics
- Being a creative, resourceful problem solver with a no job is too big or too small attitude that is essential for success in a startup environment
- Identifying customer needs and marshalling the company’s resources to meet those needs
- Partner effectively across field and home office teams to create a seamless experience for providers and their patients within the geography
- Provide feedback and contribute to the creation of resources, tools, and processes critical to field success
- Continuously review, evaluate and recommend improvements to the organization to enable higher performance and enhanced patient services
- Meet and exceed business objectives through thoughtful planning, collaboration with partners and utilization of tools and resources for flawless execution of strategic direction. This includes:
- Optimization of customer targeting, call plans, etc. in partnership with field partners
- Utilizing CRM as a strategic tool for assessing and tracking customer status and progressing sales plans
- Completing of sales administrative requirements (T&E, compliance SOPs, Sunshine reporting, etc.)
- Contribute to a culture of continuous learning and going the extra mile for patients by sharing knowledge across teams, investing in personal skill development, and striving to keep abreast of changing clinical and business dynamics. This includes:
- Growing one’s knowledge and capabilities (clinical, marketplace, competitive), trying new approaches to persistent challenges, continually raising the bar on performance
- Ensuring all activities are conducted within compliance guidelines
- Act as an integral part to building a positive team culture based on respect, trust, integrity, professionalism, humility, continual improvement, putting patients first, and “doing the right thing”, aimed at realizing meaningful results for cancer patients.
- Act as the face of Deciphera and strive for excellence at every customer touchpoint
Qualifications
- BS/BA degree in business, life sciences, or related discipline. Advanced degree preferred (e.g., MBA, MPH, PharmD, PhD).
- Eight (8) or more years of experience within the pharmaceutical or biotechnology industries including at least 4 years in oncology sales or related functions
- Oncology launch experience is required; oral oncolytic or rare/orphan market experience strongly preferred.
- Competitive and small market experience required
- Experience in other commercial functions a plus
- Existing relationships with key customers are highly valued (e.g., KOLs, key account leadership.)
- Experience in new product launches is preferred
- Track record of performance and a passion for making a difference for patients
- Ability to understand all facets of the sales cycle including patient identification, building clinical conviction, understanding and overcoming access and reimbursement barriers, and navigating distribution
- Demonstrated ability to work collaboratively with partners to establish and achieve common goals and contribute to the growing organization
- Excellent interpersonal, oral and written communication skills and a strong leadership presence.
- Demonstrated ability to adapt to changes in the work environment. Able to maintain a big picture view in the face of frequent change, delays, unexpected events, or uncertainty/ambiguity involved in new product launches with maturity and professionalism
- Must consistently act with high ethical standards and always keep the patient at the forefront.
- Must consistently approach the job with a sense of purpose and duty in an effort to change the trajectory of GIST cancers one patient at a time.
- Must have a valid driver’s license and ability to travel
Additional InformationEQUAL EMPLOYMENT OPPORTUNITY INFORMATION
Deciphera is committed to equal employment opportunity and values diversity. To ensure that we comply with reporting requirements and to learn more about how we can increase diversity in our candidate pool, we invite you to voluntarily provide demographic information in a confidential survey at the end of this application. Providing this information is optional. It will not be accessible or used in the hiring process, and has no effect on your opportunity for employment. This information will also be treated confidentially. Our commitment to increasing diversity in our candidate pool does not affect our commitment to equal employment opportunity, including our ongoing commitment to make all hiring and other employment decisions solely on a nondiscriminatory basis.