Territory Sales Manager - Specialty (San Francisco, CA)

Sumitomo Pharma Co., Ltd., is a global pharmaceutical company based in Japan with operations in the U.S. (Sumitomo Pharma America, Inc.), focused on addressing patient needs in oncology, urology, women's health, rare diseases, cell & gene therapies and CNS. With several marketed products and a diverse pipeline of early- to late-stage investigational assets, we aim to accelerate discovery, research, and development to bring novel therapies to patients sooner. For more information on SMPA, visit our website or follow us on LinkedIn.

Job Overview

We are currently seeking a dynamic, highly motivated, and experienced individual for the position of Territory Sales Manager – Specialty. As our Territory Sales Manager - Specialty, you will have a unique opportunity to be the face of Sumitomo Pharma America (SMPA) to our customers. We reinforce a performance-based environment of ownership and accountability for our sales professionals by assigning each territory to one Territory Sales Manager.

Job Duties and Responsibilities

You will primarily be responsible for achieving and exceeding sales objectives and growing market share. Specifically, you’ll:

• Manage the assigned territory.

• Establish deep and meaningful business relationships based on your clinical and market dynamic expertise.

• Increase market share base by closing new business in both new and existing accounts prioritized on market potential.

• Support your sales results with an exceptional level of clinical expertise and understanding of the evolving healthcare landscape, thoughtful planning, purposeful action, and utilization of your available resources in a compliant manner.

• Assess and analyze product/competitor trends and market dynamics.

• Collaborate and provide candid, constructive communication with team members.

• Travel is required throughout the territory. Overnight stays may be required, including meetings which may extend over several days (on occasion may include weekends) and require work during evening hours and/or overnight stays.

Key Core Competencies

• Demonstrated success applying clinical expertise (product/competition/disease state), understanding of the healthcare landscape, and critical thinking.

• Demonstrated success analyzing trends and market dynamics to provide sales strategy recommendations and insights based on data.

• Demonstrated history of a strong work ethic and professional presence.

• Demonstrated ability to ensure all administrative tasks (including call reporting, sample management, expense reports, training modules, business plans, etc.) are completed in a timely, accurate and compliant manner.

• Demonstrated ability to consistently operate in a manner which demonstrates and instills trust and integrity.

• Ability to effectively work in a fast-paced start up environment.

• Ability to comply with customer institution access requirements.

• Ability to drive a car and possess a valid and current driver’s license.

• Ability and willingness to travel overnight as needed (~20%).

Education and Experience

• Bachelor’s degree in a related field required.

• 5+ years of pharmaceutical sales experience is required and a demonstrated mastery of product and disease state knowledge.

• A proven, consistent, and documented track record of top-ranked sales performance (ideally ranked in the top 25% of the nation)

• Preferred Qualifications:

  • Experience working within Urology.

  • Experience with a pharmaceutical launch.

  • Knowledge of market access formulary positioning, including pull-through and push-through.

Preferred Qualifications:

• Experience working within Urology.

• Experience with a pharmaceutical launch.

• Knowledge of market access formulary positioning, including pull-through and push-through.

General Skills:

• Desire to be part of a rapidly evolving organization where you will showcase your decision-making, leadership, collaboration, and problem-solving skills.

• Passion to prove yourself as you develop, learn, and grow your knowledge, techniques, and skills.

• Superior written and oral communication skills.

• Proficiency with Microsoft Word, Excel, PowerPoint.

• Excellent interpersonal and collaborative skills, and the ability to work independently and effectively in a highly dynamic environment.

• Enthusiastic, driven, and able to adjust workload based on changing priorities.

• Demonstrated planning and flexibility skills to work across a variety of projects to meet goals and complete work on time.

Value Competencies:

• Integrity and Compassion – Empathy, trustworthiness

• Bold Innovation – Inclusive mindset

• Achievement through Collaboration – Courageous communication

Travel Requirements:

60-80% Travel Required

Mental/Physical Requirements:

1. Extensive travel: Regular travel throughout assigned territory—estimated 60–80% of working time—requiring long periods on the road and flexible scheduling. Overnight stays as part of business travel may be required depending on the territory.

2. Mobility & stamina: Frequent in-person visits to physician offices, clinics, hospitals, and trade shows, requiring sustained driving, walking, standing, and sitting.

3. Independent, field-based work: Ability to manage one’s schedule, work autonomously, and adapt to variable meeting locales (conference rooms, doctors’ offices, hotel spaces)

4. Handling materials and samples: Transport of product samples, materials, and informational kits—lifting and carrying supplies between locations. Ability to lift 20 pounds.

The base salary range for this role is

$113,600.00 - $142,000.00

Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, short incentive plan participation, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays plus additional time off for a shut-down period during the last week of December, 80 hours of paid sick time upon hire and each year thereafter. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including candidate experience, skills, education and other factors permitted by law.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Confidential Data: All information (written, verbal, electronic, etc.) that an employee encounters is considered confidential, in accordance with applicable law.

Compliance: Achieve and maintain Compliance with all applicable regulatory, legal and operational rules and procedures, by ensuring that all plans and activities for and on behalf of Sumitomo Pharma America (SMPA) and affiliates are carried out with the "best" industry practices and the highest ethical standards.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Drug Screening Requirements
Applicants for sales/field, manufacturing, or other designated roles will be required to submit to a pre-employment drug test.

Sumitomo Pharma America (SMPA) is an Equal Employment Opportunity (EEO) employer

Qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

Sumitomo Pharma America (SMPA) endeavors to make its application process accessible to all. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact SMPA at [email protected]. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.