Key Account Manager - Remote In Territory

Tolmar Careers

4d•Remote

About The Position

The Key Account Manager (KAM) is responsible for achieving sales objectives in their assigned territory by developing, maintaining, and enhancing business relationships. This role involves engaging with oncologists, urologists, nurses, pharmacists, pharmacy and therapeutics groups, teaching institutions, hospitals, and formulary committees. The KAM ensures customers have clinical conviction in the product, facilitates sales completion through training, and provides ongoing customer service. They will develop territory business plans and collaborate with the sales management team to optimize sales and marketing strategies.

Requirements

Bachelor’s degree in science, business, or related field.
Two or more years of successful sales experience in the pharmaceutical industry.
Consistent track record of exceeding sales quotas.
Ability to be approved and insured to drive a company car, including a valid driver’s license and good driving history.
Reside centrally within the territory.
Knowledge of Microsoft Office products including Outlook, Word, PowerPoint, and Excel.
Excellent interpersonal, written, and verbal communication skills.
Excellent analytical skills and proven strategic thinker.
Advanced skill in organization and follow-up.
Skill in negotiation and selling techniques with demonstrated accountability in executing sales plans.
Aptitude for learning technical and scientific product-related information.
Highly motivated for success with a “can do” attitude.
Ability to work independently.
Ability to manage multiple projects both inside and outside the organization.
Ability to work with multiple interruptions and tight deadlines.
Ability to execute effective business plans for assigned territory.
Ability to develop working relationships with both internal and external customers and work as a team player with employees at all levels.
Ability to take initiative in the absence of precise direction.
Ability to demonstrate good judgment, discretion, and compliance to industry ethical guidelines.
Demonstrates assertive selling techniques including asking for business on every call.

Responsibilities

Develop and maintain business relationships with targeted physicians, health care providers, and customers, focusing on promoting Tolmar products.
Create, maintain, and increase sales within the designated territory by maximizing the appropriate use of Tolmar products by the targeted audience.
Call on health care providers and health-related organizations within the assigned territory.
Strategically identify and develop relationships with non-prescribing healthcare providers who influence decision-making, such as CEOs, CFOs, Nurse Navigators, injecting nurses, Medical Assistants, and office managers.
Understand the impact of local procurement organizations, Group Purchasing Organizations, and other health organizations in the geography.
Provide community oncology practices, urology practices, and hospitals with training, technology troubleshooting, and ongoing customer service.
Communicate and partner regularly with other KAMs to manage accounts that overlap across multiple geographies.
Evaluate and monitor sales data reports weekly to manage business needs promptly and effectively.
Demonstrate advanced business acumen and granular account acumen management skills.
Convert potential leads to active users and provide or arrange necessary training for those offices.
Demonstrate thorough knowledge of products by effectively communicating appropriate clinical, technical, therapeutic, disease state, and product information to customers.
Successfully promote the appropriate on-label use of approved products.
Develop and deliver informative sales presentations based on individual customer needs to maximize sales of the product portfolio.
Maintain an up-to-date database to document sales call information, trends, future call objectives, sampling data, and overall territory performance.
Complete routine reports and comply with industry, regulatory, and company guidelines.
Prepare annual business plans and conduct quarterly analysis of territory performance versus plan.
Attend and represent the Company at scientific meetings and community events, as appropriate.
Attend and travel for Company meetings.
Manage usage and inventory of promotional items to support offices.
Abide by Administrative Expectations as defined by KAM SOPs: Submit expense reports regularly, enter sales calls in CRM system daily or as indicated by National Sales Director, enter company car mileage weekly, and maintain the company car as required by Fleet Maintenance.
Manage the promotional budget effectively and in a compliant manner.
Manage relationships internal and external to the Company to support business pull-through.
Partner with different departments in the Company as the business requires.
Abide by the Company’s email and communication SOPs.
Responsible for reporting Adverse Events and Technical Complaints to Tolmar Pharmacovigilance and Patient Safety (PSSP) as per SOP-00821.
Perform various other duties as assigned.