Heron Therapeutics, Inc. · 2 months ago
Territory Business Manager - Los Angeles
Los Angeles, CA
Full-time
Onsite
Mid Level
$140K/yr - $175K/yr
3+ years expHeron Therapeutics develops innovative medicines to address unmet patient needs, particularly in Oncology and Acute Care. The Territory Business Manager is responsible for selling Acute Care franchise products in the US hospital and ambulatory surgery center markets, working closely with surgical teams to ensure effective product utilization and developing strategies to grow business in assigned accounts.
BiotechnologyHealth CareTherapeutics
Responsibilities
Meet or exceed all established territory sales goals, managing to budgets by developing and implementing strategies specific to the assigned territory that aligns to the overall commercial brand strategy and reflects an in-depth understanding of local market forces
Establish and maintain professional relationships with the decision-makers and key contacts (e.g. surgeons, anesthesiologists, pharmacy directors) in hospital & ASCs, developing buy-in and support for Heron’s acute care portfolio
Develop and implement strategies to ensure Heron’s acute care products are on hospital formulary as well as in EMR systems, on protocols and standing orders
Engage in informed discussions and communicate a compliant, current, effective, on-message, and accurate sales presentation to customers. Customize interactions based on individual customer needs and perspectives
Develop and implement special programs within the territory to maximize sales opportunities, i.e. peer-to-peer programs, etc
Verbally deliver clear and concise instructions on the safe and efficacious use of Heron acute care products to customers in and out of the operating room setting, including in-services for surgeons and clinical staff
Maintain an updated working knowledge of Heron’s acute care products, relevant disease states, and competitor products in order to provide comprehensive clinical knowledge to customer contacts
Able to carry out all duties and responsibilities in compliance with applicable regulations and Pharma guidelines. Complete assigned administrative tasks, including customer records, in a timely, accurate, legible, and organized manner complying with all corporate policies, procedures, and standards
Qualification
Required
B.S. degree in a relevant field highly preferred. Will consider experience in lieu of degree
Minimum three (3) or more years of account management experience in medical device sales and/or pharmaceutical sales targeting surgeons. Will consider other relevant experience in lieu of account management that demonstrates the ability to build and maintain strong professional relationships with surgeons across multiple specialties
Minimum one (1) year of demonstrated experience working alongside physicians and staff in the operating room
Demonstrated strong business skills to understand and analyze business and market drivers, and develop, execute, and adjust business plans
Demonstrated experience getting products into protocols/standing orders and experience with general pull-through
Demonstrated ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans
Demonstrated in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and position Heron's acute care products compliantly versus the competition
Ability to communicate a current, effective, and accurate sales presentation to customers
Ability to understand and retain comprehensive knowledge of information regarding pain management and PONV practices, related disease states, and associated patient care
Candidates must satisfy reasonable credentialing requirements, including, but not limited to vaccinations and background checks, where applicable
Must be available to work in the evenings and weekends, as required. Early mornings in the OR are frequently required
This is a full time field position requiring 100% customer focus. Must be willing to travel by car or plane as needed to visit customers, and attend conferences, or corporate meetings
Must possess a valid motor vehicle operator's license in good standing
Preferred
Experience targeting anesthesiologists a definite plus
Pharmaceutical hospital sales experience with P&T process is strongly preferred. Experience selling to or partnering with pharmacists a definite plus
Experience selling in an orthopedic and general surgery setting
Knowledge of the pain management market preferred
Benefits
Target bonus of $65,000
Company
Heron Therapeutics, Inc.
Heron Therapeutics, Inc. (formerly A.P.
51-200 employees
Funding
Current Stage
Public CompanyTotal Funding
$1.17BKey Investors
Hercules CapitalRubric Capital ManagementDeep Track Capital
2025-08-08Post Ipo Equity· $52.7M
2025-08-08Post Ipo Debt· $145M
2023-07-24Post Ipo Equity· $30M
Leadership Team
Craig Collard
Chief Executive Officer
Ira Duarte
Chief Financial Officer
Recent News
2025-12-05
2025-11-04
Company data provided by crunchbase