What are the responsibilities and job description for the Key Account Manager - Hospital Sales Representative - NICU Specialty - Smaller and VERY Unique Company - Vermont position at RxSalesPros?
Company
Prolacta is the pioneer in human milk-based nutritional products for premature infants in the neonatal intensive care unit (NICU). Prolacta believes that there is no adequate replacement for human breast milk and, as such, we believe infant nutritional products should be human milk based. As a privately held, scientifically driven company, committed to improving premature infant nutrition, we are using human milk to change the standard of care in the NICU. Prolacta operates and / or owns milk banks that provide the starting material for the products Prolacta sells.
Job Summary
Due to Prolacta’s continued growth and customer interest regarding the benefits of using human milk on pre-term and surgical babies, we seek a highly motivated sales professional to call on selected high-profile strategic hospitals and Corporate Regional IDNs to sell Prolacta’s line of human milk products. The position is also responsible for meeting sales goals in targeted accounts and developing a territory plan while maintaining current, detailed, customer records including key account information and sales call results.
This position will report to the respective Region’s Regional Business Director.
Primary Duties and Responsibilities
- Meet and exceed sales budget for Prolacta’s product line in high priority, targeted key accounts including Academic Centers developed by the respective RBD
- Responsible for building strong relationships and securing contracts with hospitals, regional Integrated Distribution Networks and Regional Healthcare systems.
- Essential duties are engaging and developing new points of contact (strategic sourcing, contracting, regional IDN’s , Healthcare systems, Regional Group Purchasing Organization administration and management), identifying business opportunities, representing the company at industry events, and reporting client issues to Sales Leadership
- Develop, manage, and execute territory plans and pipeline
- Develop relationships with influential KOLs that expand outside of the Neonatal Intensive Care Unit and can be leveraged throughout North America and internationally.
- Develop a deep understanding of the selling process in each targeted hospital with the goal of closing all targeted accounts.
- Develop and maintain access to all assigned accounts
- Partner with Regional Business Directors, Clinical Sales Specialists, Health Economics Directors, Marketing and the head of National Accounts to develop field sales action plans to facilitate the implementation of the regional sales programs and to drive Prolacta’s Value Proposition.
- Manage the transition of new accounts to Clinical Sales Specialists
- Actively participate in training and self-study to maintain up to date knowledge in the NICU, nutrition and hospital settings
- Participate in specialized trainings to develop necessary higher level financial and clinical skills
- Ensure Economic Impact Analyses are completed at C-suites for target accounts where appropriate
Job Requirements and Qualifications
Qualifications
Knowledge, Skills and Abilities
Work Environment (Location, travel, shift, on-call, etc.)
