Manager, Strategic Partnerships, Acute Care Franchise

Heron Therapeutics develops cutting-edge medicine to meet unmet patient needs and solve big problems by applying our innovative science and technologies with well-known pharmacology. With therapeutic areas in Post Operative Pain Management and the prevention of nausea and vomiting for post operative and oncology patients, our goal is to offer alternatives so patients can be opioid-free post-surgery and quickly get back to normal activities. With additional products and indications on their way, we are excited to be growing and adding to our amazing team.

Our entrepreneurial culture gives everyone the chance to be heard with easy access to decision-makers like other smaller companies, along with some of the sophistication and benefits of larger organizations. We developed the Heron Ways of Working to implement training and practices that breathe life into our values and embed them into our daily experience such as open collaboration across teams, self-responsibility & accountability, communication strategies & techniques, and the mindset of always assuming positive intent!

The Manager, Strategic Partnerships, is responsible for the effective distributor management, coordination, and execution of sales aligned to the Acute Care Franchise. This role requires routine communication and collaboration with internal employees and external distributor partners to ensure alignment of objectives, consistent execution of partnership activities, and achievement of business goals. The Manager oversees day-to-day distributor partnership operations, including supporting onboarding and training of partnership members, monitoring compliance with company policies and partnership agreements, coordinating cross-functional resources, and contributing to the execution of sales strategies across inpatient, outpatient, and ambulatory surgical center settings in the U.S. market.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Develops and executes the successful training, implementation and growth of the distributor partners
• Creates business plans to achieve sales goals and objectives as well as supportive budgets for operating costs and expenses driving these goals and objectives through the effective planning, deployment and execution of all phases of the strategic partnership
• Reports and communicates on regular metrics to demonstrate the growth and progress of the strategic partnership to the Sr. Director Strategic Partnerships and Commercial Leadership
• Works with the RBMs and other field-based personnel to develop and execute the strategic plans and rollout to ensure sales goals are achieved
• Partners with sales training in the development and enhancement of training programs to address specific partnerships, regional, or individual needs
• Clinically understands ZYNRELEF and successfully onboards and trains distributor partners
• Ensure national and regional cross communication and collaboration between Crosslink, National Accounts, Sales, Sales Training, Marketing and Medical Affairs.
• Ensures compliance with corporate policies and procedures and applicable FDA and OIG legal standards and requirements as well as PhRMA Code
• Collaborates with other departments during planning and process improvement activities to ensure timely completion and execution of all operational objectives and milestones

Requirements:

• Bachelor's degree or equivalent, advanced degree preferred.
• Minimum of 10 years sales experience, with a minimum of 3 years of successful management experience leading teams to commercialize products in the hospital market.
• Proven leadership and management of national and regional partnerships.
• Must be able to influence without authority at all levels of external partners as well as within Heron.
• Experience with Biotech/Pharmaceutical hospital sales required. Prior operating room experience, medical device experience and/or selling products for pain management is preferred.
• Experience in multiple surgical areas, especially general and orthopedic surgeries, is preferred.
• Strong knowledge of hospital reimbursement practices, including buy and bill experience, is preferred.
• New product launch experience required.
• Proven ability to lead a sales team to successful achievement of sales targets.
• Strong leadership, team building, organizational, communication and interpersonal skills.
• Must consistently demonstrate sound judgment and strategic decision-making abilities.
• Able to successfully manage simultaneous, complex selling situations.
• Experience working with large to mid-size hospital/surgical accounts and ambulatory surgical centers.
• Full understanding of formulary process, P&T committee, EMR and CPOE systems.
• Experience building a coalition/collaboration across different groups to get a product approved on formulary and into protocols for pull-through.
• Broad knowledge of regional dynamics in the hospital/surgical marketplace.
• Strong knowledge of regulatory compliance guidelines including FDA/OIG/PhRMA Code regulations.
• Experience in developing and making formal presentations to commercial leadership.
• Experience with department budget planning, management and reconciliation.
• Ability to travel extensively (up to 75%).

The above description is intended to describe the general nature of the job that may include other duties as assumed or assigned; it is not intended to be all inclusive or limit the duties of the position. Aspects of the role may change, including products to promote.

Heron is an Equal Employment Opportunity/Affirmative Action Employer: Minority/Female/Disability/Veterans/Sexual Orientation and Gender Identity.