UroOncology Key Account Manager Southwest
Our client is a growing, research-driven, world-wide specialty biopharmaceutical company. The Company identifies, develops and markets innovative products in the fields of endocrinology, gastroenterology, infertility, obstetrics, oncology, urology and osteoarthritis. The Company offers an attractive performance-based, entrepreneurial culture with tremendous recognition for contributions made, an uncapped incentive plan, competitive salaries and career advancement opportunities. As the Key Account Manager you will be a part of the customer-facing team responsible for our Client’s first-in-class, disruptive intravesical gene therapy for Non-Muscle Invasive Bladder Cancer that provides patients with an alternative to bladder removal surgery. 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 Client’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.
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.
- 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.
- 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
- 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).
- 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 preferred
- 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
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