Key Account Manager, Pharmaceutical Sales - IDN Account Management (GA, AL, SC)

American Regent, Inc.

About The Position

Nature and Scope The Key Account Manager (KAM) is responsible for access to the Multisource product line with Integrated Delivery Networks (IDNs) in their region of the country and will also work closely with affiliated [hospitals]. KAMs will report directly to the Regional Managers and will play a critical role in the implementation of the sales and contracting strategy. Must reside in covered territory (GA, AL, SC). Travel up to 50-60%. Essential Duties and Responsibilities Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Customer engagement and account management Develop and execute account level business plans for assigned IDNs. Input should be solicited from a variety of internal stakeholders as business plans are being developed to ensure alignment and utilization of available resources. Establish valued relationships with key stakeholders within assigned accounts – both at the IDN and the hospital level Obtain, maintain or improve access for portfolio of products with assigned accounts across all lines of business. Identify contracting opportunities and executing contracts with assigned accounts after securing approval through internal process. Collect competitive intelligence and recommend changes to management as needed. Manage contract performance and price and rebates in line with policy. National and Regional Trade show attendance Business and people leadership Demonstrate ability to work cross-functionally within the [Sales, Marketing, Analytics, Customer Service and Distribution, Commercial Operations, Regulatory Affairs, Legal, Finance, and Human Resources] to ensure corporate product objectives are met. Provide market place feedback in a timely manner to corporate management on customer business trends, competitive updates, and industry issues and opportunities. Identify opportunities and address challenges while effectively collaborating with internal stakeholders within a highly matrixed environment to ensure corporate objectives are met. We all must embrace the QUALITY culture. Perform any other tasks/duties as assigned by management.

Requirements

Bachelor’s Degree in Business, Marketing, Communications or related field required or in lieu of 6+ years of experience in hospital-based pharmaceutical industry.
Minimum of 3 years of sales and or account management experience required.
IDN account management experience required.
Understanding of GPO/IDN/Hospital relationships for pull through on GPO/IDN contracts.
Experience with in patient pharmacy decision maker required.
Proven success in new product and line extension launches with IDNs.
Demonstrated ability to manage internal and external relationships.
Ability to work in an autonomous work environment.
Demonstrated commitment to corporate philosophy and values.
Recognized ability to effectively analyze data to highlight trends to assist shaping strategy.
Utilize industry knowledge and insights to bring pertinent info to various internal stakeholders.
Must possess US Drivers License.
Professionalism
Interpersonal skills
Goal attainment
Flexibility
Negotiation
Teamwork
Written and verbal communication skills
Project management and time management
Situational analysis, problem solving, and strategic thinking
Client relationship management
Manage without direct authority
Business Acumen
Executive presence and high level presentation skills
Computer skills (Outlook, Word, Excel, PowerPoint, etc.)

Nice To Haves

Generic injectable experience preferred.
Contracting experience with IDNs preferred.

Responsibilities

Customer engagement and account management Develop and execute account level business plans for assigned IDNs.
Input should be solicited from a variety of internal stakeholders as business plans are being developed to ensure alignment and utilization of available resources.
Establish valued relationships with key stakeholders within assigned accounts – both at the IDN and the hospital level
Obtain, maintain or improve access for portfolio of products with assigned accounts across all lines of business.
Identify contracting opportunities and executing contracts with assigned accounts after securing approval through internal process.
Collect competitive intelligence and recommend changes to management as needed.
Manage contract performance and price and rebates in line with policy.
National and Regional Trade show attendance Business and people leadership Demonstrate ability to work cross-functionally within the [Sales, Marketing, Analytics, Customer Service and Distribution, Commercial Operations, Regulatory Affairs, Legal, Finance, and Human Resources] to ensure corporate product objectives are met.
Provide market place feedback in a timely manner to corporate management on customer business trends, competitive updates, and industry issues and opportunities.
Identify opportunities and address challenges while effectively collaborating with internal stakeholders within a highly matrixed environment to ensure corporate objectives are met.
Perform any other tasks/duties as assigned by management.