Key Account Specialist

FFF Enterprises•Temecula, CA

1d•Remote

About The Position

The Key Account Specialist (KAS) is a remote sales role responsible for driving sales among low- and mid-tier customers and differentiating FFF’s portfolio of services, solutions, and products. The KAS uses expert knowledge of FFF products and therapeutic categories, including blood plasma products, vaccines, dermatology, branded pharmaceuticals, and other products. The role is accountable for territory sales objectives and supports a broad range of assigned customer segments, including IDNs, hospitals, medical groups, specialty clinics, and infusion centers. Customer calls are conducted primarily by phone and virtually, with some conference and in-person meetings. Success depends on assessing business opportunities and developing sales plans for targeted territory customers while participating in coordinated team selling with National Accounts and Key Account Management teams. The stated annual sales dimension is $4 billion. The KAS implements commercial priorities, delivers customer service, and completes the operational and transactional aspects of the role. They grow business in assigned territories, particularly among low- and mid-sized customers not served by other FFF sales teams; identify customer needs and sales opportunities; support account planning and team selling; build relationships with decision makers and influencers; and execute sales calls to achieve mutually beneficial outcomes. Home-office employees must document and complete at least 15 quality calls for each non-traveling day in the quarter. A quality call is a customer conversation that advances the sales process; voicemails and emails do not count. The role measures business results and customer relationships through KPIs and scoring progress, customer advocacy, customer experience, and team selling. It requires maintaining internal partnerships, coordinating with Customer Service and Accounts Receivable on new account setup and receivables, and using standard computer systems to track sales, follow up on orders, and review account status, pricing, allocations, and credit information. Territory travel is expected to be approximately 10–20%, with plans discussed with the direct manager and documented in SFDC. Attendance at national trade shows as directed, the annual National Sales Meeting, and mid-year training sessions is required. The KAS must comply with company policies, applicable laws and regulations, compliance procedures, and safe-work practices, and represent the company professionally. The position is remote, with a normal office setting and occasional travel. It has no direct reports. Physical demands include prolonged computer viewing and sitting, use of hands and wrists, and the ability to lift and maneuver items weighing at least 20 pounds. The role also requires attention to detail, learning and concentration, working under pressure, teamwork, diplomacy, discretion, sound judgment, and proactive problem-solving.

Requirements

Bachelor’s degree in a related field or four years of relevant experience in lieu of a degree.
General knowledge of advanced concepts, practices, and procedures related to inventory control.
Exceptional verbal, written, and telephone communication skills.
Exceptional sales and relationship-building skills.
Working knowledge and application of Microsoft Office and related software.
Balanced judgment and sound decision-making abilities.
Ability to work the hours and days required to complete essential functions as scheduled.
Ability to view a computer screen for prolonged periods and sit for extended periods.
Ability to lift and maneuver items weighing at least 20 pounds.
Ability to travel occasionally.
Ability to learn, think, concentrate, and work under pressure, particularly during busy periods.
Close attention to detail and ability to work as part of a team to ensure excellent customer service.
Ability to interact effectively with coworkers and customers and exercise self-control and diplomacy in customer and employee relations.
Ability to exercise discretion and appropriate judgment and proactively find solutions.

Nice To Haves

For candidates without a degree, four years of successful industry-related sales experience, which may include inside or outside sales in related customer segments or Customer Care experience.
Experience managing territory sales and growth targets.
Direct experience with targeted customer types, such as IDNs, specialty pharmacies, and medical groups.

Responsibilities

Understand and implement FFF commercial priorities and provide excellent service to assigned customers.
Complete operational and transactional elements of the role and grow sales in the assigned territory, focusing on low- and mid-sized customers not serviced by other FFF sales teams.
Assess business opportunities, identify customer needs, execute sales tactics, and implement appropriate solutions.
Support business planning and coordinated team selling in large accounts by working with FFF field sales teams and sales leadership.
Develop and maintain relationships with key influencers and decision makers in assigned accounts.
Conduct sales calls, negotiate mutually beneficial outcomes, and advance sales opportunities through phone, virtual, conference, and in-person interactions.
For home-office work, document and complete a minimum of 15 quality calls for each day in the quarter when not traveling; quality calls must be conversations that make progress in the sales process, excluding voicemails and emails.
Measure business results and customer relationships using KPIs and scoring progress, customer advocacy, customer experience, and team selling.
Build and maintain relationships with customer stakeholders, including Directors of Pharmacy, pharmacy buyers, physicians, office managers, supply chain personnel, lab purchasing, blood bank, health department pharmacy directors, oncologists, neurologists, and dermatologists.
Own professional development, apply coaching and training, and keep current with evolving customer needs.
Travel within the territory as needed to grow and maintain sales, with travel expected to be approximately 10–20%; discuss plans with the direct manager and document them in SFDC.
Attend national trade shows as directed, the annual National Sales Meeting, and mid-year training sessions.
Develop and maintain partnerships with internal teams and stakeholders, including Commercial Operations and RNI.
Work with Customer Service and Accounts Receivable on new-account setup and receivables management.
Use standard computer software and systems to track sales, follow up on orders, review account status, and check pricing, allocations, and credit information; use computer systems for email and contact management.
Follow company policies and procedures, federal and state regulations and laws, and Compliance Program requirements; promptly report concerns or violations.
Represent the company professionally and work constructively with coworkers, customers, and others, keeping commitments and communicating work progress, timelines, and issues.
Follow the Injury and Illness Prevention Program, work safely, and promptly report injuries, safety hazards, or program violations.
Perform other duties as assigned.