Key Account Manager

Position: Key Account Manager- Philadelphia, PAJob Description:As a privately-owned, biopharmaceutical company, Ferring pioneers and delivers life-changing therapies that help people build families and 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.We are seeking an established and dynamic Key Account Manager to join Ferring’s microbiome team. The Key Account Manager will be responsible for institutional access and product pull-through at the system, local, and account level. This position will be required to navigate the intricacy of inpatient and outpatient settings of care. This role will also be responsible for all sales activities within large gastroenterology accounts in the assigned geographical area.The incumbent will be expected to achieve maximum sales volume through promotion of Ferring’s products to approved/targeted customers and distribution channels, including healthcare professionals, systems, hospitals, and clinics.With Ferring, you will be joining a recognized leader, identified as one of “The World’s Most Innovative Companies” by Fast Company, and honored by Fortune with inclusion on its “Change the World List,” for addressing society’s unmet needs. Ferring US is also Great Places to Work Certified, distinguishing it as one of the best companies to work for in the country.Responsibilities:Account Management:• Achieves predetermined sales goals according to company and department requirements.• Engages in promotional activity with hospital, outpatient centers, solution-based system influence rs, and large gastroenterology group practices for product 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.• Utilizes discretionary budget for maximum impact on sales.SellingSkills:• 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 and sales call.• 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 products.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.• Understands and communicates value proposition of brand for hospital adoption.• Identifies and appropriately leverages the adoption cascade and influencer networks.• Flawlessly executes in-services and ensures stakeholders are searching or appropriate candidates for treatment.Business Acumen:• Effectively deploys and pulls through territory resources including marketing materials, programs, samples, and other available and approved sales tools.• 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 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.• 4+ years of pharmaceutical/healthcare sales experience required.• 3+ years hospital experience required.• Recent hospital experience within the last 18 months strongly preferred.• Infectious disease or Gastroenterology experience strongly preferred.• Experience in major national/regional hospital strongly preferred.• Buy and bill experience required.• A proven track record of high sales performance.• Experience with account planning including tools, resources, and reporting preferred.• Demonstrated success in account…