Job Purpose
The Key Account Manager – Hospitals (KAMH) is responsible for calling on target accounts within an assigned territory. The KAMH is charged with meeting the monthly, quarterly, and annual sales goals for all portfolio products. The KAMH will pull through tactical execution of the brand and achieve sales quota for all portfolio products in accordance with Regional Director and Sr. Management direction. The HSR is responsible for identifying and developing a relationship with key decision makers within targeted accounts.
Essential Duties and Responsibilites
- Develop close working relationships with assigned accounts to achieve pull through and meet monthly, quarterly, and annual goals
- Develop and maintain relationships with key external business partners who are part of the value chain for our portfolio products
- Establish rapport with customers based upon disease state and product/business knowledge, as well as trust and integrity
- Effectively utilize the company CRM system (Veeva) to capture interaction activity, and actively profile/segment customer data
- Utilize CRM system to derive metrics and key performance indicators for sales effectiveness
- Present on label product information in a credible and compelling manner and communicate effectively with all types of customer personalities
- Develop and implement a quarterly business plan that optimizes resources, including reach and frequency targets to maximize sales
- Present quarterly business review to Regional Director – Hospital Accounts highlighting success in assigned accounts
- Responsible for providing the Regional Director – Hospital Accounts with key information from territory to be used in coordination with senior management and cross functional management to enhance business
- Responsible for timely and accurate completion of all administrative duties including weekly reports, funding requests, expense accounts and market updates as required by the Regional Director – Hospital Accounts
- Effectively demonstrate continued development of selling skills, accurate identification of customer objectives and issues, and the creation of appropriate customer solutions using approved resources
- Maintain compliance with brand training assignments to retain maximum knowledge of brand and therapeutic area content
- Develop and demonstrate an understanding and awareness of customer processes, functions, and roles and provide a total solution to the customers’ needs. This includes complete familiarity with the competitive products, changes within the competitive landscape and effectively managing time to regularly visit all accounts
- Adhere to expense budget as appropriate
- Build customer relationships with key decision makers in all assigned accounts, who can campaign support for portfolio products
- Ensure compliance with policies and procedures as well as credentialing requirements for healthcare institutions, including training and HIPAA requirements
- Attend conferences, events, and internal meetings as directed by the Regional Director, Hospital Accounts, which may include weekends and or evenings
- Perform other reasonable duties as assigned by Regional Director – Hospital Accounts
Highlights
- Proactive – takes initiative, competitive, driven to get things done, positive response to pressure
- Quick to connect – fluent, fast talking, lively, and enthusiastic
- Leads the conversation, manage multiple priorities, explore new frontiers
- Sense of urgency for goal achievement
- Risk taking
- Action oriented and somewhat collaborative decision making
- Authoritative leadership based on generalist expertise, knowledge of systems
Education / Knowledge
- BS/BA or higher
- Working knowledge of the national GPO’s and IDN’s
Experience Requirements
- 2+ years of direct experience as a Hospital Representative
- Recent experience in the geography (local market knowledge and existing relationships with target Hospitals) preferred
- Residence within the current geography is required
- Valid driver’s license
- Competence in Microsoft Office Suite – Word, Excel, and PowerPoint
- CRM experience with Salesforce a plus
Competencies and Skills
- Action Oriented – takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
- Being Resilient – Rebounds from setbacks and adversity when facing difficult situations.
- Builds Networks – Effectively builds formal and informal relationship networks inside and outside the organizations.
- Communicates Effectively – develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences.
- Customer Focus – builds strong customer relationships and delivers customer-centric solutions.
- Demonstrates Self-Awareness – uses a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
- Drives Results – consistently achieves results, even under tough circumstances.
- Ensures Accountability – Holds self and others accountable to meet commitments.
- Instills Trust – Gains the confidence and trust of others through honesty, integrity, and authenticity.
- Interpersonal Savvy – relates openly and comfortably with diverse groups of people.
- Manages Complexity – Makes sense of complex, high quantity, and sometimes contradictory
- information to effectively solve problems.
- Persuades – uses compelling arguments to gain the support and commitment of others.
- Plans and Aligns – Plans and prioritizes work to meet commitments aligned with organizational goals.
- Resourcefulness – Secures and deploys resources effectively and efficiently.
Working Requirements
- Action Oriented – takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
- Being Resilient – Rebounds from setbacks and adversity when facing difficult situations.
- Builds Networks – Effectively builds formal and informal relationship networks inside and outside the organizations.
- Communicates Effectively – develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences.
- Customer Focus – builds strong customer relationships and delivers customer-centric solutions.
- Demonstrates Self-Awareness – uses a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
- Drives Results – consistently achieves results, even under tough circumstances.
- Ensures Accountability – Holds self and others accountable to meet commitments.
- Instills Trust – Gains the confidence and trust of others through honesty, integrity, and authenticity.
- Interpersonal Savvy – relates openly and comfortably with diverse groups of people.
- Manages Complexity – Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
- Persuades – uses compelling arguments to gain the support and commitment of others.
- Plans and Aligns – Plans and prioritizes work to meet commitments aligned with organizational goals.
- Resourcefulness – Secures and deploys resources effectively and efficiently.
