Sunday, September 22, 2013

Territory Business Manager, Blood Glucose Management –Orlando, FL - LifeScan, Inc. Jo

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Territory Business Manager, Blood Glucose Management –Orlando, FL - LifeScan, Inc.-5151130904


LifeScan, Inc., a member of the Johnson & Johnson Family of Companies, is recruiting for a Territory Business Manager, BGM & Diabetes Treatment that will be located in the Orlando, FL area.

LifeScan is the leading manufacturer of blood glucose monitoring systems in the U.S. More than 5 million people depend on the company&'s OneTouch® Brand Products for simple testing and accurate results to help them manage their diabetes. In addition, OneTouch® products are recommended by more Healthcare Professionals than any other brand. Consisting of a portable electronic meter and disposable reagent test strips, our systems provide results in just 5 seconds and include tools to help transform results into actionable health care decisions. To learn more visit

The Territory Business Manager (TBM) is responsible for achieving sales quota, including market volume, market share, and business objectives within an assigned Territory. The incumbent uses discretion and judgment to execute a compliant, tailored strategy for the customer segment, including medical practices, physicians, community hospitals, clinics, and pharmacies within the assigned geography. The individual incorporates local market business drivers to monitor and adjust strategies to capitalize on emerging policy adjustments, the local political landscape, and relevant territory information that affect the assigned customer base. The TBM applies a range of consultative selling skills and in‐depth clinical and product knowledge to drive business results and build support for the diabetes portfolio of products. The TBM identifies and cultivates relationships with key influencers within assigned customers and professional networks to enhance scope of influence. The individual collaborates across multiple business partners to maximize efforts and enhance business outcomes. The individual implements brand marketing strategies and tactics at the local level, executes managed care pull‐through and push‐through strategies, and appropriately leverages company resources to enhance business results.

The Territory Business Manager (TBM) is responsible for business results; calling on healthcare professionals, diabetes educators and pharmacies to educate them on the value of the diabetes product portfolio (as assigned) and achieve commitment for recommendation these products to their patients where appropriate. The TBM conducts special events (i.e., Diabetes Days, Key Opinion Leader (KOL) dinners, health fairs, etc.) to enhance the education of customers. The TMB is directly responsible for the promotion of the diabetes product portfolio (as assigned) and services within an assigned territory. Execute POA Direction to meet and exceed company forecast. TBM’s create, update & drive Territory Business Plans, including competitive opportunities, new business development, while leveraging analytics, forecasting, etc.; achieve assigned sales goals as established by District Business Manager and/or senior staff.

The TBM utilizes sales analytics tools to develop strategies for growth that are customized to the assigned territory and assess changes within the territory. The TBM develops call plans for maximum reach, frequency and impact. Record customer calls and all required information in Sales Reporting system and ensure that the data inputted into the Sales Reporting system is synchronized daily. Update customer account documentation to serve as a ready resource when planning pre/post‐call activity. Update territory business plan at least quarterly. Returns customer calls and manages inventory of product. Collaborates with internal partners to leverage synergies and create targeted selling opportunities.

The TBM understands diabetes basic physiology and speaks to the detailed features of the diabetes portfolio of products (as assigned). Has advanced knowledge of competitor products; applies technical and clinical knowledge to influence practitioners’ treatment choice. Ensures customers are continually educated and advised on the approved use of Company products. Understands SMBG and Pharmaceutical Industry and looks for opportunities to learn about new issues and trends in the industry. Applies knowledge of disease state and products to help Health Care Professionals through prescribing process. Attends and participates in all sales meetings and those conventions and symposia to which he/she is assigned. Influences practitioners’ perspectives by demonstrating a comprehensive specialized knowledge of disease states and therapeutic practices, using approved documentation and tools within compliance guidelines.

The TBM completes all expense reports in a timely manner and keep corporate AMEX account current. Applies a full understanding of healthcare compliance and regulatory guidelines when devising and executing plans. Complete all reports required by District Business Manager in a timely basis. Maintain accurate records in time and attendance system. Stay current on any other administrative duties as assigned by District Business Manager. Complies with all company policies and procedures. Complete other assignments as directed by District Business Manager. Assigned to a business task force to drive results and projects. Practices Safe Fleet Driving to avoid accidents and traffic tickets.


A Bachelors Degree is required. A minimum of 2 years in direct selling in business to business or licensed medical experience is required. A minimum of 3 to 5 years of previous Medical Device, Pharmaceutical, or Biotech experience is preferred in a healthcare professional sales environment or no sales but 1 to 3 years experience in professional diabetes care or other related healthcare fields.

A successful and consistent track record of delivering results in the Pharmaceutical or Medical Device sales industry is required. Excellent written and verbal communication skills are required.

Strong business partnering, negotiation and influencing skills are required. Demonstrated capability to skillfully communicate with all levels of employees, influence outcomes and establish credibility is required. This position could require up to 25% travel which may include overnight and/or weekends. Candidates must possess a valid driver&'s license issued in one of the 50 United States and a clean driving record. Previous Diabetes Care field sales and/or management experience is strongly preferred.

BE VITAL in your career; Be seen for the talent you bring to your work. Explore opportunities within the Johnson & Johnson Family of Companies.



Primary Location:North America-United States-Florida-Orlando

Organization: Lifescan Inc. (6097)

Job: Selling MD&D

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