Key Account Manager - Western Division

FFF Enterprises•Flower Mound, TX

3d•Hybrid

About The Position

The Key Account Manager manages relationships with assigned key customers and develops new business from a target list established with Sales Organization leadership. The role builds long-term relationships among strategically identified customers, FFF, group purchasing organizations, integrated delivery networks, other group aggregations, and professional organizations. Success is measured by sales and product-category penetration. The position coordinates frequently with the sales organization, in-house staff, and key industry representatives. The role covers Southeast Texas (Houston, Austin, San Antonio, and Corpus Christi), Alaska, and Hawaii. The incumbent must live within the designated Texas region. It provides leadership and support to TMs, SDRs, and others to meet customer needs for FFF products and services, and leads strategic and tactical planning to grow revenue and market share through cross-functional work with internal departments and third-party business partners. This position requires frequent travel, from 50% to 100% of work time, and a dedicated, private, safe, non-bedroom home office with appropriate ergonomic furniture, subject to FFF approval. The working environment also includes a normal office setting. The role reports to no specified supervisor and has no direct reports.

Requirements

Bachelor’s degree in a related field of study.
At least eight years of proven successful medical, pharmaceutical, and/or biological sales experience.
In-depth knowledge of the healthcare industry and healthcare contracting.
Ability to build and maintain strong internal and external relationships.
Leadership, personal effectiveness, performance-driven approach, and strategic-thinking skills.
Ability to work effectively in a team environment and anticipate market shifts and trends.
Ability to lead the sales force in addressing non-performing accounts and follow through until issues are resolved.
Effective verbal and written communication skills.
Ability to work the hours and days required to perform the position’s essential functions as scheduled.
Ability to travel frequently; travel is 50% to 100% of work time.
Ability to provide a dedicated, private, safe home office in a non-bedroom location, free of distractions, with appropriate ergonomic furniture, subject to FFF approval; obtain necessary local permits for the home office.
Physical abilities include vision, hearing, speech, and movements requiring wrists, hands, and/or fingers; viewing a computer screen and sitting for extended periods; occasionally lifting up to 20 pounds, kneeling, and bending.
Ability to learn, think, concentrate, work under pressure, pay close attention to detail, interact effectively with coworkers and customers, exercise self-control and diplomacy, use discretion and judgment, and proactively find solutions.

Nice To Haves

MS or MBA degree.
Strong organizational skills.
Detail orientation and proven ability to prioritize work.
Sound decision-making abilities.
Ability to work with limited supervision and as part of a team.

Responsibilities

Establish new and maintain existing customer relationships with key individuals in assigned accounts, including hospital systems, IDNs, individual hospitals, GPOs, non-acute providers, and long-term care providers.
Implement FFF portfolio pull-through, including Plasma, Vaccines, FDI systems, and unmet needs, to maximize penetration and profitability.
Conduct required business reviews with assigned accounts and focus on non-performers.
Develop programs to improve sales and contract compliance.
Serve as an interface between sales personnel and corporate office staff to facilitate effective and accurate information and communication.
Work with manufacturer sales teams and GPO leadership, including committee members, to maximize customer value.
Provide leadership and support to TMs, SDRs, and others in meeting customer requirements for FFF products and services.
Lead development and execution of strategic and tactical plans to drive revenue and market-share growth, working cross-functionally with Sales, Finance, Customer Service, Operations, Sales Operations, Materials Management, Product Management, and third-party business partners.
Continuously improve processes, service quality for internal and external customers, and employee relations.
Follow company policies and procedures and applicable federal and state regulations and laws; comply with the Injury and Illness Prevention Program and Compliance Program, and promptly report injuries, safety hazards, program violations, and compliance concerns.
Achieve assigned goals and objectives and represent the Company professionally.
Work constructively with colleagues and customers, share and consider ideas, keep commitments, communicate work progress and issues, address problems constructively, and respect workforce diversity.
Learn and share knowledge to improve effectiveness on the job.
Other duties as assigned.