Key Account Manager, Uro-Oncology - Binghamton, NY

Job Description:

As a privately-owned, specialty healthcare company, Ferring focuses on developing life-changing innovations that help people live better lives. Our independence helps us cultivate an entrepreneurial spirit and long-term perspective that enables us to achieve growth and scale, while remaining agile and true to our ‘people first’ philosophy. Built on a 70-year plus commitment to science and research, Ferring is relentless in its pursuit of science that drives powerful discoveries and therapies to help people build families, stay healthy, and stand up to the world’s oldest enemy: disease.

Ferring is on a mission to transform the treatment of bladder cancer with a novel, first-in-class intravesical gene therapy for Non-Muscle Invasive Bladder Cancer that provides patients with an alternative to bladder removal surgery. Our Uro-Oncology team is expanding with a variety of rewarding opportunities in commercial, medical affairs and technical operations. If you are energized by the prospect of bringing the benefits of cutting-edge science to meet the needs of patients, we may have the perfect role for you.

As the Key Account Manager you will be a part of the customer facing team responsible for Adstiladrin.  This position will be required to navigate the intricacy of urologic & uro-oncologic settings of care. The role will be responsible for all sales activities in an assigned geographical area, achieving or exceeding business objectives through education of Ferring’s first-in-class uro-oncology product to approved/targeted customers and distribution channels, including  urologists, oncologists, nurses, pharmacists, administrators, teaching institutions, and formulary committees. This role will cover the Binghamton territory.

This is your opportunity to play an important role in making available to patients a novel product that has the potential to revolutionize the treatment of bladder cancer.

Ferring US is Great Places to Work® Certified. At Ferring, we offer competitive total compensation along with an exceptional range of flexible benefits, personal support and tailored learning and development opportunities all designed to help you realize your full potential both in life and at work. From working hours that respect your lifestyle, a culture that is welcoming and equitable, and the chance to work with the industry’s most impressive people, these are just some of the ways we live our "People First" philosophy.

Responsibilities:  

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

Ferring + you

At Ferring, we offer competitive total compensation along with an exceptional range of flexible benefits, personal support and tailored learning and development opportunities all designed to help you realize your full potential both in life and at work. From working hours that respect your lifestyle, a culture that is welcoming and equitable, and the chance to work with the industry’s most impressive people, these are just some of the ways we live our "People First" philosophy.

Our Compensation and Benefits

At Ferring, base salary is one part of our competitive total compensation and benefits package and is determined using a salary range. The base salary range for this role is $119,000 to $220,000, which is the reasonable estimate of the base compensation for this role. The actual amount paid may differ based on non-discriminatory factors such as experience, knowledge, skills, abilities, education and primary work location. Additional compensation for this role will be provided based on competitive annual incentive compensation targets in the form of sales commissions - payouts are based on individual and geography/company performance.

Benefits for this role include: 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; and 12 to 13 paid holidays per year. We are proud to offer paid parental leave subject to a minimum period of employment at Ferring. For roles that are not field-based, Ferring has a policy that allows employees to work up to two days from home and three at a Ferring site, weekly.

Ferring is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of gender, race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local laws.

Join our team and your voice will be heard, and your contributions will be valued. If you love to come up with new ways to make a positive difference and see them through, you will fit right in.

We are proud to be an Affirmative Action/Equal Opportunity Employer (including Disability/Protected Veterans). We maintain a drug-free workplace.

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