Key Account Manager, Northern California
Job Summary - a concise overview of the job
The Key Account Manager (KAM) will serve as the lead point of contact for account management activities within assigned accounts. The position is responsible for obtaining and managing profitable business for Par Sterile Products (PSP) and developing business relationships with appropriate individuals within the accounts to meet the business needs of the account and the Company. The position will be responsible for developing, managing and executing account business plans that deliver on the described requirements.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority (capital, operating, etc.), P&L responsibility, etc.
Each KAM has assigned geographic territory and accounts (estimated at 200 acute care hospitals) with an annual territory budget of $8M (in 2016)
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
% of Time
Strategic Account Planning and Relationship Development
§ Coordinate sales and promotion of PSPs within a well-defined geographical territory
§ Demonstrate a broad comprehension of the customer's needs, market trends, industry challenges, major players, relevant products and technologies and align the Company’s priorities to create Account/Territory Plans that contribute to the overall business results
§ Responsible for driving pull-through on existing GPO (Group Purchasing Organization) awards and building awareness of the PSP portfolio
§ Responsible for strategies, tactics, marketing initiatives, and sales programs as applied to regional responsibilities
§ Plan and organize sales calls in the territory for effective use of time and economic considerations
§ Monitor progress within accounts and take and/or evolve actions as appropriate (monitor contacts, plan execution, value, profit, volume growth, market share, etc.)
§ Build strategic customer relationships at Hospital Pharmacy/Integrated Delivery Networks (IDNs) levels to foster a long-term relationship and favorably position PSP
§ Develop and grow business relationships within the assigned accounts to secure product awards and optimize PSP’s performance goals within each account
§ Maintain knowledge of product/service, market/industry trends, regulatory changes, competitors, and customers
Cross Functional Activities
§ Review and analyze contracted product performance and communicate account performance broadly with key internal teams
§ Communicate competitive activities to management on a routine basis especially in regards to our existing product line and planned new launches
§ Develop a strong alliance with Sales and Marketing to ensure the appropriate level of cross-functional support and for developing and executing pull-through strategies
§ Adhere to relevant regulatory and compliance guidelines and Company policies
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor’s degree; MBA preferred
§ 5 years progressive pharmaceutical industry account management experience
§ Experience selling to hospital pharmacies/IDNs/health systems
§ Proven track record of sales success
§ Positive existing relations with hospital pharmacy leaders/IDN’s
§ Must have the ability to differentiate yourself in the marketplace
§ Salesforce.com experience preferred
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Superior level of product, market, reimbursement, formulary, managed care, customer and distribution knowledge
§ Expert knowledge of the generic pharmaceutical industry
§ Exceptional knowledge of Regulatory, Compliance and Legal realities of the healthcare environment (external & internal)
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
§ Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
§ Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
§ Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
§ Professionalism – Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
§ Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Must be results-oriented with excellent planning, process, and execution skills
§ Written Communication – Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs.
§ Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
§ Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
§ Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.
Physical & mental requirements e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.
§ Travel up to 60%; overnight required.
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.