SMR Group Ltd
Uro-Oncology Key Account Manager TX-NM
SMR Group Ltd, San Antonio, Texas, United States, 78208
Key Account Manager, Uro-Oncology
Our client is a growing, research-driven, world‑wide specialty biopharmaceutical company. The Company identifies, develops and markets innovative products in the fields of endocrinology, gastroenterology, infertility, obstetrics, oncology, urology and osteoarthritis. The Company offers an attractive performance-based, entrepreneurial culture with tremendous recognition for contributions made, an uncapped incentive plan, competitive salaries and career advancement opportunities.
As the Key Account Manager you will be part of the customer‑facing team responsible for our Client’s first‑in‑class, disruptive intravesical gene therapy for Non‑Muscle Invasive Bladder Cancer that provides patients with an alternative to bladder removal surgery. This position requires navigating the intricacy of urologic & uro‑oncologic settings of care. You will be responsible for all sales activities in an assigned geographical area, driving achievement of business objectives through education of our first‑in‑class uro‑oncology product to approved/targeted customers and distribution channels, including urologists, oncologists, nurses, pharmacists, administrators, teaching institutions, and formulary committees.
Responsibilities Account Management
Achieve predetermined account goals according to company and uro‑oncology requirements.
Engage in educational activity with health care providers, clinic leaders, and solution‑based system influencers for adoption.
Identify which individuals within the geography that have the greatest impact on decision‑making and sales adoption and develop long lasting business relationships accordingly.
Maintain strong cross‑functional focus related to account management, support and growth. Work with Sales Specialists in aligning territories to pull through patient identification.
Utilize discretionary budget for maximum impact on sales.
Conduct in‑services, approved dinner programs, one‑on‑one off‑site meetings and meals and attend national/regional meetings as needed.
Selling Skills
Anticipate and respond to customers’ objections, problems, and concerns.
Evaluate the needs of customers and increase sales by tailoring the approach for each call or presentation based on a specific customer mindset.
Leverage available sales and marketing resources to sell and effectively identify the best resources to use on each presentation.
Participate in company‑sponsored and/or company‑approved training programs to constantly improve knowledge and selling skills.
Recognize and effectively counter resistance to prescribing the identified Ferring Uro‑Oncology product.
Clinical Acumen
Maintain knowledge of product clinical studies and market‑related clinical landscape to inform customers and address questions, concerns, and objections to the use of Ferring’s products.
Understand and communicate the value proposition of the brand for adoption.
Identify and appropriately leverage the adoption cascade and influencer networks.
Flawlessly execute in‑services and ensure stakeholders are knowledgeable of appropriate candidates for treatment.
Business Acumen
Work with the Sales/Marketing/Market access departments to take advantage of marketing materials and product information.
Analyze and establish order of calls and routes that maximize opportunities to increase sales.
Analyze impact of insurance mandates and coverage in the territory and its effect on prescribing decisions and accordingly modify sales and promotion strategies.
Communicate activity in the territory by completing daily call inputting, monthly reports and other reports as appropriate.
Contribute to and attend meetings, conventions, conferences and training programs.
Coordinate and implement special marketing programs and other projects.
Manage time and tasks to achieve maximum customer impact, support and sales volume.
Recommend sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
Understand market dynamics and healthcare economics (e.g., impact of health reform, trends and evolving insurance coverage).
Requirements
Bachelor’s degree required; MBA or other advanced degree preferred.
7+ years medical industry sales experience.
5+ years pharmaceutical, biotech, device, and/or diagnostic experience required.
Oncology experience preferred.
Urology experience preferred.
Cell & Gene therapy experience a plus.
Experience in major national/regional clinic systems is strongly preferred.
Product launch experience is strongly preferred.
Buy and bill experience required.
Business to business experience preferred.
A proven track record of high sales performance.
Experience with account planning including tools, resources, and reporting preferred.
Demonstrated success in account management and exceptional customer service skills.
Demonstrated independent decision making, effective problem‑solving, and strategic thinking skills.
Advanced presentation skills and business acumen a necessity.
Broad understanding of market access and evolving trends in patient care.
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As the Key Account Manager you will be part of the customer‑facing team responsible for our Client’s first‑in‑class, disruptive intravesical gene therapy for Non‑Muscle Invasive Bladder Cancer that provides patients with an alternative to bladder removal surgery. This position requires navigating the intricacy of urologic & uro‑oncologic settings of care. You will be responsible for all sales activities in an assigned geographical area, driving achievement of business objectives through education of our first‑in‑class uro‑oncology product to approved/targeted customers and distribution channels, including urologists, oncologists, nurses, pharmacists, administrators, teaching institutions, and formulary committees.
Responsibilities Account Management
Achieve predetermined account goals according to company and uro‑oncology requirements.
Engage in educational activity with health care providers, clinic leaders, and solution‑based system influencers for adoption.
Identify which individuals within the geography that have the greatest impact on decision‑making and sales adoption and develop long lasting business relationships accordingly.
Maintain strong cross‑functional focus related to account management, support and growth. Work with Sales Specialists in aligning territories to pull through patient identification.
Utilize discretionary budget for maximum impact on sales.
Conduct in‑services, approved dinner programs, one‑on‑one off‑site meetings and meals and attend national/regional meetings as needed.
Selling Skills
Anticipate and respond to customers’ objections, problems, and concerns.
Evaluate the needs of customers and increase sales by tailoring the approach for each call or presentation based on a specific customer mindset.
Leverage available sales and marketing resources to sell and effectively identify the best resources to use on each presentation.
Participate in company‑sponsored and/or company‑approved training programs to constantly improve knowledge and selling skills.
Recognize and effectively counter resistance to prescribing the identified Ferring Uro‑Oncology product.
Clinical Acumen
Maintain knowledge of product clinical studies and market‑related clinical landscape to inform customers and address questions, concerns, and objections to the use of Ferring’s products.
Understand and communicate the value proposition of the brand for adoption.
Identify and appropriately leverage the adoption cascade and influencer networks.
Flawlessly execute in‑services and ensure stakeholders are knowledgeable of appropriate candidates for treatment.
Business Acumen
Work with the Sales/Marketing/Market access departments to take advantage of marketing materials and product information.
Analyze and establish order of calls and routes that maximize opportunities to increase sales.
Analyze impact of insurance mandates and coverage in the territory and its effect on prescribing decisions and accordingly modify sales and promotion strategies.
Communicate activity in the territory by completing daily call inputting, monthly reports and other reports as appropriate.
Contribute to and attend meetings, conventions, conferences and training programs.
Coordinate and implement special marketing programs and other projects.
Manage time and tasks to achieve maximum customer impact, support and sales volume.
Recommend sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
Understand market dynamics and healthcare economics (e.g., impact of health reform, trends and evolving insurance coverage).
Requirements
Bachelor’s degree required; MBA or other advanced degree preferred.
7+ years medical industry sales experience.
5+ years pharmaceutical, biotech, device, and/or diagnostic experience required.
Oncology experience preferred.
Urology experience preferred.
Cell & Gene therapy experience a plus.
Experience in major national/regional clinic systems is strongly preferred.
Product launch experience is strongly preferred.
Buy and bill experience required.
Business to business experience preferred.
A proven track record of high sales performance.
Experience with account planning including tools, resources, and reporting preferred.
Demonstrated success in account management and exceptional customer service skills.
Demonstrated independent decision making, effective problem‑solving, and strategic thinking skills.
Advanced presentation skills and business acumen a necessity.
Broad understanding of market access and evolving trends in patient care.
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