POSITION SUMMARY
The Specialty Accounts Manager is responsible for developing and implementing strategic sales plans across our growing Specialty Pharma portfolio, consisting of branded products in Hematology, Radiology as well as a portfolio of IV generics. They will be responsible for creating and designing specific strategies to meet the needs of private clinic, retail & hospital customers, to contribute to long-term growth initiatives and maximize profits to achieve the financial goals of the company. This includes planning, engaging with customers, developing private clinics sales strategy and expanding our customer base.
PRINCIPAL ACCOUNTABILITIES
-
Develop and implement annual business plans based on market insights and incorporate marketing brand plans to ensure alignment. Ensure continuous and timely updates to the plan in response to changing market dynamics.
-
Utilize key data sources to strategically develop territory action plans geared towards private clinics nationally.
-
Initiate and implement private clinics channel sales strategy for our new products in hematology, radiology, as well as a portfolio of retail generic products.
-
Conduct regular business reviews analyzing product performance against key metrics while providing key recommendations for accelerating growth
-
Develops and maintains relationships with Key Opinion Leaders and speakers, including HCPs and develops, manages, and maintains relationships with key decision-makers
-
Manages the territory in an efficient and orderly manner through effective sales planning and implementation, ascribing to principles of key account prioritization.
-
Must be able to work cross-functionally with all Marketing managers in order to facilitate a well-coordinated effort within accounts. Coordinates interactions between different departments and various stakeholders within key accounts. Collaborates with marketing and medical counterparts to deliver value-added programs to customers
-
Plans and organizes accredited and other learning programs to communicate appropriate approved product information to appropriate HCP customers. Moreover, understanding of the private clinics landscape and how to expand Fresenius Kabi presence in private sector and specialty market.
-
Must demonstrate strong disease state and product knowledge and the ability to develop strong professional relationships
-
Complies with Fresenius Kabi Code of Conduct
-
Understands and consistently applies Fresenius Kabi’s corporate values and policies to everyday activities
-
Demonstrated ability to manage accounts in both a virtual setting while maintaining engagement through in person and digital channels
-
Work with Business Development and Marketing to identify potential pipeline opportunities
-
Monitors and reacts to trends within assigned accounts
-
Demonstrates a consistent completion of administrative requirements including reporting in a timely manner, budget management, log-ins, etc.
-
Operates the territory within the assigned expense budget
-
Performs other related duties as required
-
Travel up to 60%, 1-2 days in office a week
RELATIONS WITH OTHERS
-
Internally there is interaction with staff and management of all local and regional internal departments including but not limited to: Marketing, Finance, Human Resources, Supply Chain Management, Customer Service, Sales, Vigilance and Scientific Affairs as applicable
-
Externally there is interaction with product customers, consultants, creative agency, booth/tradeshow production agency and research agencies
QUALIFICATIONS
-
Undergraduate degree (business and/or marketing focus preferred) and five years of related experience in a pharmaceutical sales or marketing environment
SKILLS
-
Brand pharmaceutical sales experience
-
Excellent communication skills (written and verbal)
-
Excellent leadership skills
-
Excellent customer service skills and the ability to collaborate with all levels both inside and outside the organization
-
Strong computer skills in Microsoft® Office, PowerPoint, Excel and Outlook
-
Self-motivated and able to work with minimal supervision
-
Strong attention to detail with the ability to multitask and handle fluctuating workloads
-
Excellent organizational and problem solving skills
-
Excellent continuous improvement skills
-
Proven ability to adhere to standards and procedures and maintain confidentiality
-
Strong business acumen
-
Ability to manage projects and capable of leading change efforts
-
Above average skills in critical thinking and decision making
-
Excellent analytical skills and high level of accuracy. Demonstrated ability to analyze data
-
Strong investigative, data interpretation/manipulation skills
-
Excellent follow up and project management skills with deadline orientation
-
Excellent ability to prioritize
Fresenius Kabi is responsible for ensuring we can provide critical and lifesaving medical products and services to vulnerable members of our communities. We are committed to fostering a caring culture, a safe environment, and a healthy workplace for all employees. Everyone must follow safe work practices and comply with our health and safety policies.
The company is committed to meeting the accessibility needs of people with disabilities. Fresenius Kabi is dedicated to breaking down barriers to accessibility, preventing new barriers from arising and to meet the accessibility requirements prescribed by the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation at any time please contact us.
#LI-PB1
