Key Account Manager – Fertility & Growth
Purpose of the Role:
Manage sales at the territory level and serve as the primary liaison between customers and EMD Serono. This position focuses on building customer alliances, establishing and maintaining product market leadership and achieving short and long term sales objectives by identifying customer needs and providing solutions to create a professional relationship between the customer and EMD Serono.
Territory encompasses states of Louisiana, Alabama and Mississippi, as well as Memphis, TN. Ideal candidate will reside in either New Orleans, LA or Birmingham, AL.
Main Interfaces:
Physicians and other key healthcare professionals, Field Nurses
Key Tasks Responsibilities:
Sales
- Achieve territory sales goals and objectives consistent with Company and TA guidelines, KAM core competencies through the EMD Serono Field Sales Competency model, and Pharma guidelines.
- Create and execute territory and key account plans to achieve aggressive goals and objectives for continued growth across multiple product portfolio in fertility and growth.
- Maintain a superior level of product, market, reimbursement, formulary, managed care, customer and distribution knowledge to accomplish territory objectives including strengthening current loyalist positions and expanding and building new loyalists.
- Optimize a multi-product portfolio.
- Plan and implement effective professional and patient education programs.
- Maintain an expert operating knowledge of all company policies and guidelines including but not limited to those addressing interactions with healthcare professionals, Compliance, Business Conduct and PhRMA.
- Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing and communicating applicable plans
Budgeting
- Manage the territory budget and accurately report budget activity to Area/Regional management.
Communication
- Develop and maintain strong working relationships with the Pediatric Endocrinology and Fertility medical community, with a high science approach focused on identifying needs and providing solutions.
- Develop and maintain strong working knowledge and relationships with decision makers in the reimbursement and managed health care area as appropriate.
- Plan, organize and deliver effective and approved presentations to achieve product formulary acceptance and reimbursement.
- Plan and execute strategic territory and Key Account plans consistently, utilizing approved tactics advancing, education, key company messages and sales.
- Develop and maintain a collaborative approach with EMD Serono peers and teammates, such as Marketing, Sales, Strategic Accounts, Medical Operations, Training, Managed Markets, and Medical Reimbursement Specialists as well as all applicable co-promote partners.
- Seek out, establish and maintain an excellent level of communication with regional Endocrinology management.
- Provide all necessary and requested field data on a timely basis.
- Actively participate in presentations and discussions during Area and/or Regional Meetings.
- Influence, guide and support peers in achievement of their individual territory goals.
Professional
- Actively demonstrate the highest level of professionalism, ethical behavior and integrity in all aspects of KAM role.
- Recognize and demonstrate sensitivity to and maintain a level of confidentiality as required both internally and externally.
- Maintain a professional demeanor consistent with EMD Serono pharmaceutical sales philosophy, protocols and guidelines.
- Maintain an excellent level of continuous-improvement, personal and professional growth to grow territory sales and accomplish territory objectives.
- Maintain a high level of home office and regional interaction necessary to effectively seize external (i.e.: Sales) and internal (i.e.: process improvement) opportunities.
- Demonstrate leadership with peer groups and management helping to propagate a single (ONE) team approach to the business.
Education Level Languages Required:
- Bachelor's Degree required.
- A valid and active driver's license is required for this position.
- English required. Other language skills may be considered a plus.
Professional Skills, Qualifications, Experience:
- Minimum 3-5 years sales experience in the pharmaceutical/health care industry with demonstrated success in sales performance.
- Experience Endocrinology, and Specialty Biologics markets highly desired.
- Scientific or clinical background desirable.
- Experience selling a multi-product portfolio highly desired.
- Experience with the co-promotion of product(s) or service(s) highly desired.
Competencies:
- Knowledge of managed care and reimbursement systems and pull through strategies highly desirable.
- Strong Strategic Business Planning as well as Critical Thinking skills required.
- Able to support multiple tasks, initiatives, and projects simultaneously.
- Self-motivated and must thrive on challenge.
- Maintain personal level of accountability and ownership of results.
- Ability to work as a member of a team to accomplish goals.
- Excellent communication, organizational and interpersonal skills.
- Energetic, flexible, enthusiastic and highly motivated.
- Customer oriented.
- Strong sales, time management and administrative skills.
- Minimum of intermediate level computer skills (MS Office products) required.
ADA Requirements:
- Normal Office Duties
- Able to travel up to 80%, may vary based on location
The Company is an Equal Employment Opportunity Employer. No employee or applicant for employment will be discriminated against on the basis of race, color, religion, age, sex, sexual orientation, national origin, ancestry, disability, military or veteran status, genetic information, or any other classification protected by applicable federal, state, and local law.
Additional Information:
- Travel Percentage: 75%
