Key Account Manager, Institutional Sales – Carolinas

Viatris is a global healthcare company providing generic and branded medicines to address healthcare needs worldwide. The Key Account Manager will manage institutional sales across North and South Carolina, focusing on injectable and branded product portfolios, customer relationships, pricing, contracts, supply conditions, and sales performance. The role also supports account reviews, compliance, market analysis, forecasting, and customer engagement activities.

Responsibilities:

• Territories include North and South Carolina
• Portfolio of responsibilities include: Generic Injectables, and some brands across all North America Businesses
• Analyze sales data for portfolio of more than 180 Injectable NDCs. Manage position and pricing for each customer depending on the Acute and Non-Acute Care GPO’s as well as alternate contracts, including back-up and IDNs
• Drive compliance to GPO awards but also position back-up contracts to sell the entire portfolio of Viatris products to customers
• Awareness and insight to competitive awards and market position and associated contracts to aid in sales positioning, pull-through as well as RFP processes
• Follow, report, and take action as it pertains to market supply conditions. Relaying market information of shortages while following public domains, including ASHP and FDA Drug Shortages. Support customers with drop ships as needed. Communicate shortages and duration to supply chain to aid in the determination of forecast and demand planning
• Understanding of National Wholesalers and forward distribution centers. Working with Buyers, Customer Relations, and National Account Managers to ensure that appropriate inventory is stocked for the Hospital to purchase
• Ensure pricing is loaded accurately and validate contract eligibility for customers for accounting team as needed
• Collaborate with other business units’ sales, leadership and pricing teams
• Conduct all activities in accordance while meeting Compliance standards, as well as all applicable laws and regulations, and Viatris policies and procedures
• Participate in Conferences and Advisory Boards in a rotation with other colleagues and ensure weekly engagement and participation on Friday Sales Calls
• Develop and maintain deep relationships with customers and communicate with them to promote contract compliance and the use of Viatris products
• Cover a prescribed customer call cycle and conduct an account review for each customer relating to new and existing products, contract information (if applicable), purchasing history and provide assistance and product information as necessary
• Maintain updated customer account profiles and client tracking information. Continually update relevant contract information, (i.e., pricing, addendum’s, and contract or member additions or deletions)
• Analyze sales figures and territory data for accounts on a routine basis or as requested by District Sales Manager. Interpret findings and draw conclusions
• Monitor competitor activities and pricing and communicate pertinent information in a timely manner to the District Sales Manager and/or appropriate corporate personnel by phone or via voicemail, followed by written confirmation
• Responsible for accurately and efficiently completing and submitting all required paperwork and performing laptop responsibilities according to established procedures. (e.g.: expense reports, supply requests, account profiles, etc.)
• Handle corporate resources responsibly. Travel expenditures, corporate vehicles, entertainment expenses, etc. should be properly approved, recorded, and monitored
• Perform all other duties as assigned

Requirements:

• Four-year college degree required
• Three years minimum experience in pharmaceutical industry or medical sales
• Must possess knowledge of pharmaceutical or medical sales processes and procedures
• Knowledge of human physiology and biology
• Basic understanding of pharmaceutical/medical distribution process
• Ability to travel up to 50% by vehicle and airplane that will require the ability to lift and carry personal items/laptop/miscellaneous (30 pounds minimum)
• Proficiency in speaking, comprehending, reading and writing English is required
• Institutional or Hospital sales experience preferred