Key Account Manager-Boston Area

Job Details

Description

Position Summary

The Key Account Manager (KAM) position is a field-based position responsible for driving sales in high / mid-tier customers & differentiating FFF’s portfolio of services, solutions and products. The KAM has expert knowledge of FFF’s products and therapeutic categories, including blood plasma products, vaccines, dermatology, branded pharmaceuticals, and other products. The KAM will be responsible for individual sales goal achievement with alignment in variable compensation to FFF overall company performance. The KAM will have territory sales objectives and contribute to FFF’s organizational gross & net sales goals within a broad range of assigned customer segments, including but not limited to IDNs, Hospitals, Medical Groups, Specialty Clincs, and Infusion Centers. KAM customer calls are completed through various methods (e.g. primarily in-person, some virtual & at conferences). Success will be achieved by assessing business opportunities and developing sales plans for targeted customers within their respective territory. In addition, the position will participate in a coordinated team selling environment including the National Accounts Teams and Key Account Specialists (KAS) teams.

Dimension:

Annual sales of $4 Billion Dollars.

Essential Functions and Duties

• Commercial Strategic Initiatives & Priorities – understand, own & execute FFF strategic initiatives & priorities, e.g. financial ambition, growth expectations, sales priorities, profitability goals.
• In-depth Customer Insight and Needs Identification – understand customers’ external pressures, challenges and objectives. Know customers’ unmet needs and/or where we can better meet their existing needs.
• Account Planning – identify mutual goals, align customer needs with FFF capabilities, develop a growth strategy, apply relevant solutions & resources, co-create solutions & value, identify & overcome obstacles.
• Sales Call Execution – negotiate mutually beneficial outcomes, striving for excellence with the sales call.
• Perform Customer Quarterly Business Reviews (QBRs) to support customer needs and grow the business with prioritized customers.
• Measure Business Results & Customer Relationships – KPIs and scoring progress, developing customer advocates, customer experience, team selling. Execute quarterly customer business reviews and internal FFF executive briefings. KAM is responsible to develop and maintain relationships with key influencers & decision makers, including but not limited to: Directors of Pharmacy (DOP), Pharmacy Buyers, Physicians, Office Managers, Supply Chain, Lab Purchasing, Blood Bank, Health Department DOP, Oncologist, Neurologist, Dermatologist.
• Skill Build & Continuous Improvement – owning your own development, striving for excellence, apply coaching, implement training, keep up with & stay ahead of evolving customer needs.
• The KAM position is a field-based position and individuals in the role are expected to live in their assigned territory.
• Routine travel within the territory is expected to grow and maintain sales (travel expected to be >50%). Travel plans to be discussed with direct manager and documented in SFDC.
• Attend national tradeshows as directed by supervisor to support our customers and professional development. In person attendance at annual National Sales Meeting (NSM) and Mid-Year training sessions are mandatory.
• Adheres specifically to all company policies & procedures, Federal and State regulations, and laws.
• Always represent the Company in a professional manner and consistent with the FFF values.
• Work effectively with co-workers, internal and external customers and others by sharing ideas in a constructive and positive manner; listen to and objectively consider ideas and suggestions from others; keep commitments; keep others informed of work progress, timetables, and issues; address problems and issues constructively to find mutually acceptable and practical business solutions; address others by name, title, or other respectful identifier, and; respect the diversity of our work force in actions, words, and deeds.
• Comply with the policies and procedures stated in the Injury and Illness Prevention Program by always working in a safe manner and immediately reporting any injury, safety hazard, or program violation.
• Ensure conduct is consistent with all Compliance Program Policies and procedures when engaging in any activity on behalf of the company. Immediately report any concerns or violations.
• Other duties as assigned.

Qualifications

Education, Knowledge, Skills, and Experience

Required Education:

• Bachelor’s Degree in a related field of study; or four (4) years relevant experience in lieu of degree.
• Advanced degree or certificate preferred.

Required Experience:

• Minimum of three (3) years [seven (7) years for non-degreed candidates] of biopharmaceutical, medical and/or healthcare outside sales experience including account management & B2B selling.
• Must have a strong background working with IDNs, GPOs, Wholesaler / Distributors, Hospitals, Medical Groups, Specialty Clinics, and Infusion Centers.
• Experience managing territory sales and growth targets.
• Experience building B2B account plans.
• Experience in account management sales and strategy.
• Customer contract negotiation, implementation, and execution experience.
• In-depth knowledge of the healthcare industry and experience in healthcare customer contracting

Preferred Experience:

• Direct channel experience (Wholesaler & Distributor)

Required Skills:

• Agile, nimble sales professional with ability to adapt to change
• Analytical and sales analysis skills
• Ability to build account plans
• Ability to develop relationships with key stakeholders and influence those involved in making decisions that impact assigned territories

Physical requirements

Vision, hearing, speech, movements requiring the use of wrists, hands and/or fingers. Must have the ability to view a computer screen for prolonged periods and the ability to sit for extended periods. Must have the ability to work the hours and days required to complete the essential functions of the position, as scheduled. The employee occasionally lifts to 20 lbs. and occasionally kneels and bends. Must have the ability to travel frequently. Working condition include normal office setting. Primary residence within the defined territory is required. May need to travel 50% or more of the time to grow and maintain Sales Funnel.

Employee shall provide a dedicated, private, and safe working space in his/her home as an office, in a non-bedroom location free of distractions, with appropriate and ergonomically correct furniture, all subject to FFF’s approval (the “Home Office”). Employee shall obtain any necessary local governmental permits to allow work in the Home Office.

Mental Demands

Learning, thinking, concentration and the ability to work under pressure, particularly during busy times. Must be able to pay close attention to detail and be able to work as a member of a team to ensure excellent customer service. Must have the ability to interact effectively with co-workers and customers, and exercise self-control and diplomacy in customer and employee relations’ situations. Must have the ability to exercise discretion as well as appropriate judgments when necessary. Must be proactive in finding solutions.

Direct Reports

No

EEO Statement

FFF Enterprises and Nufactor are an equal opportunity employer and prohibits discrimination and harassment based on the following characteristics: race, color, religion, national origin, physical or mental disability, gender, age (40 years and over) qualified veteran and any other characteristic protected by state or federal anti-discrimination law covering employment. These categories are defined according to Government Code section 12920. The Company prohibits unlawful discrimination based on the perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics.

Originally posted on Himalayas