Key Account Specialist

Job Description

This territory also covers Kansas City, Louisville, Memphis, Nashville and Knoxville.

Responsibilities:

Territory Planning

• Establish and maintain call objectives for geography with minimal consultation with Sr RSM, Key Accounts Specialist to assure proper portfolio balance and planned actions.
• Complete appropriate territory business plan for optimal activity implementing both virtual and live person to person customer facing
• Familiarizes self with all available data to formulate selling strategy on an individual account basis

Pre-call Planning

• Create effective call plans that include who to contact, how frequently to contact them, how to contact them (live, phone, web call).
• Execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.

Sales Call Execution

• Develop an understanding and use approved promotional materials to support marketing message.
• Employ effective selling (live and virtual) techniques aligning to current strategies set forth by Endo Pharmaceuticals.
• Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
• Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.

Post-call Follow Up

• Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.

Territory Management

• Execute all administrative responsibilities including but not limited to:
• Complete weekly activity reports as needed.
• Synchronize, check email, and voicemail at least once a day.
• Update Sr RSM on territory business plan on a quarterly basis.
• Complete and track expense reports every 2 weeks at minimum or at the discretion of the Sr RSM.

Maintain & Expand Market & Professional Knowledge

• Executes quarterly and annual plans to achieve account objectives.
• Demonstrates basic knowledge of customer/account and their primary issues regarding the business, patients, and the payer landscape.
• Maintain working knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
• Maintain product knowledge base including patient education, consumer education, and factors influencing the market environment.
• Learn to execute core sales training curriculum.
• Remains 100% current on all Compliance Wire activities
• Learn to apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
• Gain understanding of local ‘Payer’ environment and incorporate appropriate sales strategies.
• Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.

Qualifications

Education & Experience

• Bachelor’s degree with 1 years’ relevant experience preferred.
• Biopharmaceutical Industry experience preferred.
• B2B sales experience required.
• All newly hired experienced (i.e. not entry level) Key Account Specialists should enter at this level, regardless of their tenure or experience elsewhere.

Knowledge

• Able to understand technical issues (medical, computer, data analysis)

Skills & Abilities

• Through active listening and questions, understands and has the ability to influence the customer's decision-making process and leads the customer to the most appropriate, positive decisions.
• High level of business acumen.
• Strong analytical skills.
• High customer service orientation with a sense of urgency to respond to customer needs.
• Strong conflict and problem resolution skills.
• Ability to develop key strategies at the account level and effectively execute.
• Strong interpersonal skills.
• Strong negotiating skills.
• Proven consultative selling skills.
• Ability to manage a budget effectively and independently.
• Highly organized and able to prioritize effectively.
• Strong presentation, verbal and written communication skills; with an emphasis on virtual engagement.
• High level of proficiency in Excel, Word, PowerPoint, CRM systems and other software programs.
• Tracking sales performance, analyzing data, and adjusting strategies are part of their routine.
• They collaborate with sales directors to meet territory sales goals.
• High aptitude for learning and situational awareness.
• Ability to work independently and collaboratively.

Physical Requirements

• Overnight travel is necessary (50% or more). Territory specific.
• Must have valid driver’s license.
• Ability to safely operate a motor vehicle.
• Ability to lift up to 10 pounds.