Market Development Manager - Northwest

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Location

WA,OR, Northern CA (incl. San Francisco) and AK, United States

Summary

The Market Development Manager (MMD) is responsible for: driving local market development initiatives; regional / local Opinion Leader development (Commercial focus); developing sustainable relationships with regional advocacy groups; managing conventions and exhibits and executing on select key account tactics. The territory for this role includes: WA, OR, Northern CA (incl. San Francisco), ID, MT and AK.

Full Description

The Market Development Manager (MMD) is responsible for: driving local market development initiatives; regional / local Opinion Leader development (Commercial focus); developing sustainable relationships with regional advocacy groups; managing conventions and exhibits and executing on select key account tactics. The MMD works collaboratively with field sales, managed markets and marketing to ensure their efforts are focused on pull through of National initiatives. In addition, this individual ensures local market development initiatives operate within full compliance of Acorda regulatory and legal policies. The territory for this role includes: WA, OR, Northern CA (incl. San Francisco), ID, MT and AK.

*Essential Duties and Responsibilities include the following. Other duties may be assigned:

The MMD role is broken out into three key ‘role’ areas: Business Planning, Customer Relationship Management and Tactical Execution, A description of the responsibilities is included under each of the roles. 

BUSINESS PLANNING: The MMD  coordinates closely with field sales gaining an intimate knowledge of the market influences and targeted customers within their Area / Regions to develop specific action plans (complementing the Area and Regional Business Plans) to meet the desired sales results.

  • Understands and has an intimate knowledge of the customer and market influences within their assigned Area
  • Develops specific plans of action to leverage this understanding as necessary to drive sales results

CUSTOMER RELATIONSHIP MANAGEMENT: The MMD serves as a key commercial contact in the field to build and sustain productive relationships for Acorda with key customers.

  • Supports the identification and development of local/regional promotional speakers and advocates in alignment with the commercial strategies and goals
  • Liaise with the marketing department in actively managing the field speaker database by monitoring speaker utilization, removing certain speakers, tracking the status of speaker or consultant agreements, and updating speaker classifications as necessary per SOPs
  • Further ensures full compliance of Company policy in that each speaker faculty member understands and adheres to the guidelines set forth in the speaker agreement form – the MDM also reviews these guidelines with speakers prior to them presenting on the companies behalf
  • Cultivates relationships with national advocacy group regional chapters (i.e., NMSS, MSAA)

TACTICAL EXECUTION: The MMD is responsible for driving local market development initiatives. 

  • Meets and exceeds annual goals that contribute to the overall company objectives while acting in complete and total compliance with laws, regulations and policies.
  • Manages the local execution and pull-through of certain national commercial initiatives
  • Acts as a liaison for regional promotional advisory boards and roundtable programs
  • Manages the planning / execution for key regional exhibits and conventions (i.e., AAN, PMR, MS Walks and State medical society meetings)
  • Facilitates strategic business interactions between external and internal customers (i.e. meetings between Acorda and regional advocacy group chapters, etc.) 

Education and/or Experience:

A Bachelor’s degree or equivalent required. A minimum of seven years of sales, account management, field sales management and/or training experience in Specialty Biotechnology / Pharmaceuticals required. Proven and consistent sales track record as a high performer.

Qualifications: 

  • Ability to establish, develop and maintain high quality relationships with Customer base
  • Strong in-depth knowledge of Specialty Biotech / Pharma working in managed care environment
  • Demonstrated initiative, creativity and ability to develop, communicate, and implement successful strategic initiatives for multiple constituents Self-directed and confident, with a developed ability to build team work centered and shared commitment and goals to achieve high standards of performance

Supervisory Responsibilities: None

Computer Skills: Must be proficient in MS Office Suite         

Certificates, Licenses, Registrations:        

Valid and current driver's license and current auto insurance.

Other Skills and Abilities:

  • Excellent verbal / presentation communication skills
  • Strong interpersonal, influencing leadership skills
  • Excellent time management skills with a sense of urgency and a proven ability to work on multiple projects at any given time
  • Strong analytical skills with attention to fiscal management

Physical Demands:

The physical demands here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

The Market Development Manager is required to travel extensively; the average travel for this position is 50-60% with some variation based upon the demands of the business imperatives. Travel (including overnight stays) is for Customer meetings, POA’s, National Sales meetings and other key meetings as required.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

      No specific work demands. 

*To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.