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Account Manager in Rochester, NY

COMPANY

Ferring Pharmaceuticals

Base Salary: Yes (amount not posted)
Total Comp: Not Listed
Industry: Pharmaceutical
Benefits: Yes
Customers: Medium
Car Allowance: Yes
Sales Cycle: Long
Travel: Only in Territory
Location: New York: Rochester

JOB DESCRIPTION

Job Title:

Institutional Key Account Manager

Summary:

Ferring is building a team of individuals to launch what is poised to become the first-ever FDA-approved microbiome-based therapeutic. We are seeking an established and dynamic Institutional Key Account Manager to join Ferring’s microbiome launch team. The Institutional Key Account Manager will be responsible for institutional access and product pull-through at the local and system level. This position will be required to navigate the intricacy of inpatient and outpatient settings of care. This role will be responsible for all sales activities in an assigned geographical area, achieving maximum sales volume through promotion of Ferring’s first-in-class C. diff product to approved/targeted customers and distribution channels, including healthcare professionals, systems, hospitals and clinics.

Responsibilities:

Account Management:

  • Achieves predetermined sales goals according to company and department requirements.
  • Engages in promotional activity with hospital, outpatient centers and solution-based system influencers for adoption.
  • Identifies which individuals within the geography that have the greatest impact on decision-making and sales adoption and develops long lasting business relationships accordingly.
  • Maintains strong cross-functional focus related to account management, support and growth.
  • Utilizes discretionary budget for maximum impact on sales.

Selling Skills:

  • Anticipates and responds to customers’ objections, problems, and concerns.
  • Evaluates the needs of customers and increases sales by tailoring the approach for each call or presentation based on a specific customer mindset.
  • Leverages available sales and marketing resources to sell and effectively identifies the best resources to use on each presentation and sales call.
  • Participates in company-sponsored and/or company-approved training programs to constantly improve knowledge and selling skills.
  • Recognizes and effectively counters resistance to prescribing identified Ferring Microbiome product.

Clinical Acumen:

  • Maintains knowledge of product clinical studies and market related clinical landscape to inform customers and address questions, concerns, and objections to the use of Ferring’s products.
  • Understand and communicate value proposition of brand for hospital adoption.
  • Identify and appropriately leverage the adoption cascade and influencer networks.
  • Flawlessly execute in-services and ensure stakeholders are searching or appropriate candidates for treatment.

Business Acumen:

  • Works with the Sales/Marketing/Market access departments to most effectively take advantage of marketing materials and product information.
  • Analyzes and establishes order of calls and routes that maximize opportunities to increase sales.
  • Analyzes impact of insurance mandates and coverage in the territory and its effect on prescribing decisions, and accordingly modifies sales and promotion strategies.
  • Communicates activity in the territory by completing monthly reports and other reports as appropriate.
  • Contributes to and attends meetings, conventions, conferences and training programs.
  • Coordinates and implements special marketing programs and other projects.
  • Manages time and tasks to achieve maximum customer impact, support and sales volume.
  • Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
  • Understands market dynamics and healthcare economics (e.g., impact of health reform, trends and evolving insurance coverage).

Requirements:

  • Bachelor’s degree required; MBA or other advanced degree preferred.
  • 4+ years of pharmaceutical/healthcare sales experience preferred.
  • 3+ years hospital experience required.
  • Recent hospital experience within the last 18 months strongly preferred.
  • Infectious disease or Gastroenterology experience strongly preferred.
  • Experience in major national/regional hospital strongly preferred.
  • Product launch experience is strongly preferred.
  • Experience of buy and bill experience required.
  • A proven track record of high sales performance.
  • Experience with account planning including tools, resources, and reporting preferred.
  • Demonstrated success in account management and exceptional customer service skills.
  • Demonstrated independent decision making, effective problem-solving, and strategic thinking skills.
  • Advanced presentation skills and business acumen a necessity.
  • Broad understanding of market access and evolving trends in patient care.