Key Account Manager, Uro-Oncology

Role Overview

• Account Management Achieves predetermined account goals according to company and uro-oncology requirements.
• Engages in educational activity with health care providers, clinic leaders, 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.
• Works with Sales Specialists in aligning territories to pull through patient identification and pull through.
• Utilizes discretionary budget for maximum impact on sales.
• Conducts complaint in-services, approved dinner programs, one-on-one off site meetings and meals and attends national/regional meetings as needed.
• 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.
• 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 Uro-Oncology 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 adoption. Identify and appropriately leverage the adoption cascade and influencer networks.
• Flawlessly execute in-services and ensure stakeholders are knowledgeable of 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 daily call inputing, 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
• 7+ years medical industry sales experience
• 5+ years pharmaceutical, biotech, device, and/or diagnostic experience required
• Oncology experience preferred
• Urology experience required
• Cell & Gene therapy experience a plus
• Experience in major national/regional clinic systems is strongly preferred
• Product launch experience is strongly preferred
• Buy and bill experience required
• Business to business experience preferred
• 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.

Benefits

• comprehensive healthcare (medical, dental, and vision) with a premium differential, inverse to base salary, to be paid by employees
• a 401k plan and company match
• short and long-term disability coverage
• basic life insurance
• wellness benefits
• reimbursement for certain tuition expenses
• sick time frontloaded yearly of 40 hours, or higher if state or local law requires
• vacation time for full-time employees to accrue between 112.5 and 150 hours yearly in the first four (4) years of employment, and additional accruals starting in the fifth (5th) year of employment
• 12 to 13 paid holidays per year
• paid parental leave subject to a minimum period of employment at Ferring