Job Description
Job Description
Key Account Manager, Uro-Oncology
Job Description :
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.
Selling Skills
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.Clinical Acumen
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 treatmentBusiness Acumen
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).Requirements :
Bachelor’s degree required; MBA or other advanced degree preferred7+ years medical industry sales experience5+ years pharmaceutical, biotech, device, and / or diagnostic experience requiredOncology experience preferredUrology experience preferredCell & Gene therapy experience a plusExperience in major national / regional clinic systems is strongly preferredProduct launch experience is strongly preferredBuy and bill experience requiredBusiness to business experience preferredA proven track record of high sales performanceExperience with account planning including tools, resources, and reporting preferredDemonstrated success in account management and exceptional customer service skillsDemonstrated independent decision making, effective problem-solving, and strategic thinking skillsAdvanced presentation skills and business acumen a necessityBroad understanding of market access and evolving trends in patient care