Key Accounts Specialist - New York City

Mallinckrodt Pharmaceuticals•New York, NY

8d•Remote

About The Position

Fully functioning key account specialist role that plans and executes a sales process, focusing on covering key customer accounts. The key account specialist has broad knowledge of the customer and leverages business knowledge to expand relationships with customers. The key account specialist can fully and knowledgably articulate the strengths and limitations of assigned Keenova products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at institutional, group practice and office-based in a multi-city territory.

Requirements

Bachelor’s degree with 3-5 years’ relevant experience preferred.
Biopharmaceutical Industry experience preferred.
B2B sales experience required.
All newly hired experienced (i.e. not entry level) Key Account Specialists should enter at this level, regardless of their tenure or experience elsewhere.
Able to understand technical issues (medical, computer, data analysis)
Customer Orientation
Externally Focused
Actively Listens
Manages Emotions
Flexes Customer Approach
Builds Customer Trust
Business Acumen
Scans External Environment
Makes No Assumptions
Analyzes Market Trends
Knows Keenova as a Business
Leverages Internal Network
Product & Therapeutic Expertise
Applies Product Knowledge
Articulates Marketing Messaging
Tailors Marketing Messaging
Articulates Competitive Attributes
Reframes Conversations
Drive for Results
Acts with Sense of Urgency
Communicates Compellingly
Takes Initiative
Creates Change
Gains Commitment
Sells Effectively
Initiates Dialogue
Insightful Questioning
Manages Relationships
Advances Adoption
Expands Account Depth
Personal Credibility
Upholds Keenova’s Reputation
Takes Accountability
Adapts to Change
Creates Openness
Invests in Development
Must have valid driver’s license.
Ability to safely operate a motor vehicle.

Nice To Haves

Bachelor’s degree with 3-5 years’ relevant experience preferred.
Biopharmaceutical Industry experience preferred.

Responsibilities

Establish and maintain call objectives for geography with minimal consultation with Sr RSM, Key Accounts Specialist to assure proper portfolio balance and planned actions.
Develop and complete appropriate territory business plan for optimal activity implementing both virtual and live person to person customer facing.
Create effective call plans that include who to contact, how frequently to contact them, how to contact them (live, phone, web call).
Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.
Understand and use approved promotional materials to support marketing message.
Employ effective selling (live and virtual) techniques aligning to current strategies set forth by Keenova.
Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Keenova established Policies on all interactions with Healthcare Professionals.
Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
Effectively manage sample accountability program.
Complete weekly activity reports as needed.
Synchronize, check email, and voicemail at least once a day.
Update Sr RSM on territory business plan on a quarterly basis.
Complete and track expense reports every 2 weeks at minimum or at the discretion of the Sr RSM.
Maintain an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
Maintain an expert product knowledge base including patient education, consumer education, and factors influencing the market environment.
Learn and execute core sales training curriculum.
Learn and apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
Gain understanding of local ‘Payer’ environment and incorporate appropriate sales strategies.
Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.