Job Description
The Territory Sales Manager (TSM) is a specialty sales representative responsible for delivering sales results for Kala’s approved ophthalmic products. This is done through establishing partnerships with targeted ophthalmologists, optometrists, and key office staff. TSMs utilize approved tools and resources for product promotion and demonstrates strong selling skills, clinical acumen and account management expertise. Accomplishment of goals must comply with Kala Pharmaceuticals policies and procedures. This position reports to a Regional Sales Leader (RSL).
KEY RESPONSIBILITIES:
- Accountable to deliver sales results which meet or exceed established goals for prescription volume and market share
- Create and implement strategically sound business plans and tactical approaches aligned with approved marketing strategies
- Manage daily sales responsibilities including:
- Promote products via face-to-face and virtual interactions with targeted customers, engaging them in interactive, in-depth product discussions
- Execute the call plan while appropriately targeting approved resources
- Proactively communicate with your RSL and peer TSMs to share successes and gather insight
- Effectively communicate with customers with the ability to gain insight and demonstrate persuasive selling skills aligned to customers’ needs
- Establish trust, credibility and a positive relationship with both internal and external customers
- Effectively utilize approved resources and manage budget
- Models only the highest level of professional behavior in conjunction with Kala’s Code of Compliance and Ethics
- Knowledge of competitive landscape for use in territory business planning and targeting
- Collaborate with the market access team to optimize payer access opportunities