Key Account Specialist

FFF Enterprises•Temecula, CA

8d•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 role requires expert knowledge of FFF products and therapeutic categories, including blood plasma products, vaccines, dermatology, branded pharmaceuticals, and other products. The KAS is accountable for territory sales objectives and supports 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 interactions. Success depends on assessing business opportunities and developing sales plans for targeted customers. The position participates in coordinated team selling with National Accounts and Key Account Management teams. The stated dimension is annual sales of $4 billion. The KAS executes commercial priorities and operational duties, identifies customer needs and opportunities, supports account planning, and develops relationships with key influencers and decision-makers. The role measures business results and customer relationships through KPIs and progress scoring, while building customer advocacy and supporting a positive customer experience. It also requires continuous skill development, collaboration with internal teams, and effective customer service. Travel within the territory is expected to be approximately 10–20%. The KAS attends national trade shows as directed, as well as mandatory annual National Sales Meeting and Mid-Year training sessions. Home-office employees must complete and document at least 15 quality customer calls for each non-travel day in the quarter. The position uses standard computer software for sales tracking, order follow-up, account status, pricing, allocations, credit information, email, and contact management. The role is performed in a normal office setting, with remote work described in the position summary. Physical demands include prolonged computer-screen viewing and sitting, occasional travel, and lifting or maneuvering items weighing at least 20 pounds. The position also requires attention to detail, teamwork, effective interpersonal communication, sound judgment, discretion, and the ability to work under pressure. There are no direct reports.

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 phone communication skills.
Exceptional sales and relationship-building skills.
Working knowledge and application of Microsoft Office and similar software.
Balanced judgment and sound decision-making abilities.
Ability to perform the physical requirements of the position, including prolonged computer-screen viewing and sitting, occasional travel, and lifting or maneuvering items of at least 20 pounds.
Ability to work the hours and days required to complete the position’s essential functions as scheduled.
Ability to learn, think, concentrate, work under pressure, and pay close attention to detail.
Ability to work as part of a team, interact effectively with coworkers and customers, exercise self-control and diplomacy, use discretion and appropriate judgment, and proactively find solutions.

Nice To Haves

Four years of successful industry-related sales experience for candidates without a degree, 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, including IDNs, specialty pharmacies, and medical groups.

Responsibilities

Understand and implement FFF commercial priorities and provide excellent customer service to assigned customers.
Complete the operational and transactional elements of the role.
Grow sales in the assigned territory, focusing on low- and mid-sized customers not serviced by other FFF sales teams.
Assess customer opportunities and needs, execute sales tactics, and implement appropriate solutions.
Support business planning and coordinated team selling in large customers in partnership with FFF field sales teams and sales leadership.
Develop and maintain relationships with key influencers and decision-makers in assigned accounts.
Conduct effective sales calls, negotiate mutually beneficial outcomes, and make customer calls primarily by phone and virtually, with some conference and in-person calls.
Document and complete a minimum of 15 quality calls for each non-travel day in the quarter when working from a home office; voicemails and emails do not count as quality calls.
Measure business results and customer relationships using KPIs and progress scoring, and develop customer advocates while supporting customer experience and team selling.
Build skills through self-development, coaching, training, and staying current with evolving customer needs.
Travel within the territory as needed to grow and maintain sales; discuss and document travel plans with the direct manager in SFDC.
Attend national trade shows as directed, and attend 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 to track sales, follow up on orders, review account status, pricing, allocations, and credit information, and manage email and contacts.
Comply with company policies and procedures and applicable federal and state regulations and laws.
Represent the company professionally and consistently with FFF values.
Work constructively with coworkers and internal and external customers, communicate progress and issues, consider others’ ideas, keep commitments, and help find practical business solutions while respecting workforce diversity.
Follow the Injury and Illness Prevention Program, work safely, and promptly report injuries, safety hazards, or program violations.
Follow Compliance Program policies and procedures when acting on behalf of the company, and promptly report concerns or violations.
Perform other duties as assigned.