Key Account Manager - Richmond, VA

$140,000 - $190,000/Yr

Ferring Pharmaceuticals - Richmond, VA

Full-time - Mid Level

Richmond, VA

Merchant Wholesalers, Nondurable Goods

About the position

The Key Account Manager at Ferring Pharmaceuticals is responsible for driving sales and product adoption within large gastroenterology accounts in the Richmond, VA area. This role involves managing institutional access and ensuring product pull-through at various healthcare settings, including hospitals and outpatient centers. The position requires a strong focus on account management, customer engagement, and leveraging clinical knowledge to promote Ferring's products effectively.

Responsibilities

• Achieves predetermined sales goals according to company and department requirements.
• Engages in promotional activity with hospital, 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 sales tools.
• Analyzes impact of insurance mandates on prescribing decisions and modifies strategies accordingly.
• Communicates activity in the territory through monthly reports and meetings.

Requirements

• Bachelor's degree required; MBA or other advanced degree preferred.
• 4+ years of pharmaceutical/healthcare sales experience required.
• 3+ years hospital experience required, with recent experience preferred.
• Infectious disease or gastroenterology experience strongly preferred.
• Experience in major national/regional hospitals preferred.
• Proven track record of high sales performance.
• Experience with account planning and reporting preferred.
• Demonstrated success in account management and customer service skills.
• Understanding of managed care landscape and its business impact.
• Advanced presentation skills and business acumen.

Nice-to-haves

• Buy and bill experience preferred.
• Demonstrated independent decision making and strategic thinking skills.
• Broad understanding of market access and evolving trends in patient care.

Benefits

• Paid parental leave
• Paid holidays
• Disability insurance
• Health insurance
• Dental insurance
• Vision insurance
• 401(k) matching
• Life insurance