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Reference Number: SK-NAM
Location: N/A

National Account Manager (Hospital/Health Systems Account Management - Field-Based - Live in Chicago or Minneapolis Area Ideally

 

My client, a small, private global specialty pharmaceutical company located in North Carolina, is committed to the development and commercialization of products for the hospitals, rare disease and adjacent specialty care settings. They adhere to a series of values in the pursuit of their company objectives, applying them on a daily basis to the work they carry out in their relationships with employees and partners.

 

This company’s primary focus is on people: the people they serve in the healthcare community, the people whose lives are touched by their products and services, and their employees. They are striving to build their company, their family and their community.

 

Their environment encourages each individual to reach his or her full potential and drive outstanding results.  With a collaborative culture they celebrate the direct connection between how they perform and what they achieve. You have an opportunity to work with this great company to help improve the lives of people with acute, rare and chronic disease.

 

The company offers a competitive package, which includes base, bonus, and a cash LTI program.  They also have fantastic benefits, including free gym memberships!

 

I am currently seeking a National Account Manager for this organization.   This is NOT a Managed Care/Payer role.  We are looking for health systems / hospital account management experience, and folks that have relationships into the major accounts.  Territory will include:  IL, WI, MN, ND, SD, IA, NE.  Preference for candidates living in the Chicago or Minneapolis area, but will consider others within the territory if able to get to the accounts in other areas weekly.

 

You:

  • 5+ years successful experience in pharmaceutical industry
  • Prior (current) national account management experience and relationships (Health Systems/Hospitals/Institutions/GPO’s/IDN’s….NOT PAYERS / Managed Care)
  • MUST HAVE CURRENT HOSPITAL ACCOUNT RELATIONSHIPS (I.E., Mayo Clinic, Fairview Health Services, Allina, Northwestern, Univ of Chicago, Univ of IL, Rush Univ Medical Center, etc.)
  • Live in territory, with a strong preference for Chicago or Minneapolis
  • Cardiovascular hospital products a plus
  • Ability to hit the ground running
  • Entrepreneurial attitude, driven by succeeding
  • Ability to travel territory (some overnight travel)
  • Prior DSM experience is a plus

The National Account Manager contributes to the company success by driving sales at the national and regional levels.  Responsible for managing the performance of his/her individual territory and supporting the company’s segment leaders, including: IDNs, Individual Large Volume Based Hospitals, and Group Purchasing Organizations (GPOs) to ensure the fulfillment of national, regional, territory and segment objectives.

 

RESPONSIBILITIES:

  • 30% Strategic Programs:
    • Work with the company’s management and sales management counterparts on strategic programs to drive access and utilization for management people and products regionally and nationally
    • Uncover opportunities for strategic sales growth regionally and nationally (i.e., competitive shortages, admixture compliance, recalls)
    • Provide leadership and support in POAs/national meetings/quarterly initiatives to senior management and sales management colleagues to ensure strategic alignment.
    • Attend and proactively plan strategic interactions/leadership at key industry symposia such as HCP, ASHP and the like
    • Develop, refine, execute, and measure a national business plan that is consistent with the company’s objectives, strategies and revenue goals
    • Generate ideas, suggestions, and recommendations to improve the company’s sales and marketing’s efficiencies, productivity, impact, and decision‐making
  • 70% Key Account Management:
    • Develop, refine, execute, and measure a national business plan that is consistent with the company’s objectives, strategies and revenue goals
    • Gather and analyze business data within accounts, facilitate GPO driven cost savings initiatives and follow up for regional field implementation of coordinated goals with Regional Business Managers and local sales representatives
    • Develop and maintain comprehensive account profiles for each account
    • Become part of customer cross‐functional planning team with collaborative relationships.
    • Exemplify the company values and behaviors while representing the company and its products to existing customer base and prospects including: Wholesalers, GPOs, IDNs, Individual Hospitals and all appropriate industry organizations
    • Achieve revenue targets and sales quotas as well as increase market penetration for all the company’s contracted products
    • Achieve top line sales objectives and launch activity with new contract introductions.
    • Present value contract propositions and new product introductions
    • Capitalize on knowledge of local market conditions and demands. Translate that information into developmental initiatives and priorities, to ensure continuous product understanding and improvement
    • Be a consultative, value‐adding resource to the company’s customers on issues pertaining to products, pertinent disease states, and other customized business needs/opportunities.
    • Facilitate the development of business networks that are consistent with the company’s business objectives
    • Present all products in such a way as to provide fair balance and in keeping with the guidelines established by the company and the F.D.A.
    • Key account customer satisfaction, retention and business relationship development
    • Produce quality key account plans and follow through for each major account
    • Achieve appropriate market access, protocol, contracting and product pull through goals
    • Manage difficult client/customer situations, respond promptly to customer needs, and solicit customer feedback to improve service, respond to requests for service and assistance and meet commitments
    • Determine methods and procedures on new assignments and provide guidance to lower level personnel

REQUIREMENTS:

  • Bachelor’s degree in business, marketing or related field from accredited university
  • 5+ years’ successful experience in pharmaceutical industry, including national accounts management experience
  • Consistent top performer with demonstrated success in National Accounts division in Biotech/Pharma
  • Relationship, rapport and close coordination with regional and national sales and sales management counterparts where and when appropriate
  • Analyzes market and regional GPO/IHN Accounts and opportunities in conjunction with management and regional sales management
  • Relationship development with clinical, operational, and business management in accounts (e.g., Purchasing, Director of Pharmacy)
  • Understanding of contracting and pricing strategy as it relates to the hospital acute care setting (e.g., IV medications, USP797)
  • Acute Care and/or Specialty Disease State Knowledge
  • Understanding of account business environment and the motivations and barriers to the company’s products and utilization
  • Contract analysis, Pricing Action development, implementation and pull‐through with assigned IHNs/Accounts
  • Influential relationships with key IHN/GPO leadership regionally and/or nationally to influence contracting and selling environment
  • Effectively analyze market utilizing targeting, planning tools and promotional resources to capitalize on selling opportunities
  • Successfully adapt to changes in the work environment, manage competing demands and deal with frequent change, delays or unexpected events
  • Interact and communicate with diplomacy and tact with colleagues and clients
  • Identify and resolve problems in a timely manner
  • Gather and analyze information skillfully
  • Create collaborative customer relationships, reinforce corporate positioning and manage operational expenses
  • Succeed in a fast-paced environment with demonstrated ability to juggle multiple competing tasks and demands
  • Use professional concepts in accordance with company objectives to solve complex problems in creative and effective ways
  • Solve complex problems in which analysis of situations or data requires an in-depth evaluation of various factors
  • Exercise judgment within broadly defined practices and policies in selecting methods, techniques and evaluation criteria for obtaining results
  • Must maintain a Valid driver’s license in all territories covered in region
  • Up to 50% travel including some overnight stays, travel by air and vehicle (amount of travel will vary depending on where you live)

KEY COMPETENCIES:

  • Selling Skills - Responding to consumer needs and wants through planned, personalized communication in order to influence purchase decisions and ensure satisfaction.
  • Negotiation - Ability to confer with others to reach resolution. Ability to explore alternatives and positions to reach outcomes that gain the support and acceptance of all parties
  • High Productivity – Produces consistent, high quality and quantity of outputs and meaningful results that contribute to the agency mission and strategic goal. Is efficient in producing results that are delivered on time or before. Able to multi-task productively because is well-organized; applies time management processes and procedures effectively
  • Problem Solver -- technically capable of determining what’s wrong in complex situations and offering potential solutions; identifies root cause of a problem and works with others to permanently fix problems
  • Teamwork/Collaboration – Works toward common goals by supporting, encouraging and sharing information with colleagues, both internal and external
  • Communication — Speaks, writes, listens and presents information in a logical and articulate manner appropriate for the audience