Key Account Manager - Richmond, VA

$119,000 - $221,000/Yr

US000 USA LE - Parsippany-Troy Hills, NJ

Full-time - Mid Level

Parsippany-Troy Hills, NJ

5,001-10,000 employees

About the position

The Key Account Manager at Ferring will be responsible for driving institutional access and product pull-through within large gastroenterology accounts. This role requires navigating both inpatient and outpatient care settings, focusing on maximizing sales volume through effective promotion of Ferring's products to healthcare professionals and systems. The position emphasizes building long-lasting relationships, understanding market dynamics, and leveraging clinical knowledge to enhance product adoption.

Responsibilities

• Achieves predetermined sales goals according to company and department requirements.
• Engages in promotional activity with hospitals, outpatient centers, and large gastroenterology group practices for product adoption.
• Identifies key decision-makers within the geography and develops long-lasting business relationships.
• Maintains strong cross-functional focus related to account management, support, and growth.
• Utilizes discretionary budget for maximum impact on sales.
• Anticipates and responds to customers' objections, problems, and concerns.
• Evaluates customer needs and tailors sales approaches accordingly.
• Participates in training programs to improve knowledge and selling skills.
• Maintains knowledge of product clinical studies and market landscape to inform customers.
• Effectively deploys territory resources including marketing materials and samples.
• Analyzes order of calls and routes to maximize sales opportunities.
• Communicates activity in the territory through monthly reports and other documentation.
• Coordinates and implements special marketing programs and projects.

Requirements

• Bachelor's degree required; MBA or other advanced degree preferred.
• 4+ years of pharmaceutical/healthcare sales experience required.
• 3+ years of hospital experience required; recent experience within the last 18 months strongly preferred.
• Infectious disease or Gastroenterology experience strongly preferred.
• Experience in major national/regional hospitals strongly preferred.
• Buy and bill experience required.
• 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.
• Understanding of managed care landscape and its business impact.
• Independent decision making, effective problem-solving, and strategic thinking skills.
• Advanced presentation skills and business acumen.

Nice-to-haves

• Experience with account planning tools and resources.
• Demonstrated understanding of market access and evolving trends in patient care.

Benefits

• Comprehensive healthcare (medical, dental, and vision) coverage.
• 401k plan with company match.
• Short and long-term disability coverage.
• Basic life insurance.
• Wellness benefits.
• Tuition reimbursement for certain expenses.
• Sick time of 1 hour per 30 hours worked.
• Vacation time accruing up to 120 hours in the first four years and 160 hours in the fifth year.
• 12 to 13 paid holidays per year.
• 26 weeks of paid parental leave.