Key Account Manager, Uro-Oncology - Boston, MA
Ferring Pharmaceuticals Inc., Boston, MA, United States
Role Summary
As the Key Account Manager you will be part of the customer‑facing team responsible for Adstiladrin, navigating the uro‑oncology care settings. This position covers New England and requires sales activities, education, and relationship building with urologists, oncologists, nurses, pharmacists, administrators, teaching institutions, and formulary committees.
Account Management
Achieves predetermined account goals according to company and uro‑oncology requirements.
Engages in educational activity with health care providers, clinic leaders, and solution‑based system influencers for adoption.
Identifies individuals within the geography that have the greatest impact on decision‑making and sales adoption and develops long‑lasting business relationships accordingly.
Maintains strong cross‑functional focus related to account management, support and growth; works with Sales Specialists to align territories for patient identification.
Utilizes discretionary budget for maximum impact on sales.
Conducts complaint in‑services, approved dinner programs, one‑on‑one onsite meetings and meals, and attends national/regional meetings as needed.
Selling Skills
Anticipates and responds to customers' objections, problems, and concerns.
Evaluates the needs of customers and increases sales by tailoring the approach for each call or presentation based on a specific customer mindset.
Leverages available sales and marketing resources to sell and effectively identifies the best resources to use on each presentation.
Participates in company‑sponsored and/or company‑approved training programs to constantly improve knowledge and selling skills.
Recognizes and effectively counters resistance to prescribing identified Ferring Uro‑Oncology product.
Clinical Acumen
Maintains 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 value proposition of 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
Works with Sales/Marketing/Market access departments to most effectively take advantage of marketing materials and product information.
Analyzes and establishes order of calls and routes that maximize opportunities to increase sales.
Analyzes impact of insurance mandates and coverage in the territory and its effect on prescribing decisions, and accordingly modifies sales and promotion strategies.
Communicates activity in the territory by completing daily call input, monthly reports and other reports as appropriate.
Contributes to and attends meetings, conventions, conferences, and training programs.
Coordinates and implements special marketing programs and other projects.
Manages time and tasks to achieve maximum customer impact, support and sales volume.
Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors' products or services.
Understands 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 required.
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.
Physical Requirements
Sitting approximately 3–4 hours at a time while driving or as a passenger and operating an automobile up to 60% of the time depending upon the geography of the territory.
Walking up to 15% of the time depending upon the geography of the territory.
Climbing stairs and/or ramps may be required in certain urban territories where public transportation may be necessary during the course of the work day.
Standing, more than 1–2 hours at a time.
Lifting, carrying, pushing and/or pulling items such as laptop, iPad, printed material and product samples weighing up to 20 pounds, into and out of a car, train or airplane and into physician offices and/or medical facilities.
Long distance travel via airplane or other commercial conveyance approximately 2–3 times per year; additional overnight or longer distance travel may be required more frequently depending upon the territory.
Location New England Region – within 100 miles of Boston, MA.
Compensation and Benefits Base salary range: $180,000 to $220,000. Additional compensation includes sales commissions based on individual and geography/company performance. Benefits include comprehensive medical, dental, and vision coverage; 401(k) with company match; short‑ and long‑term disability coverage; basic life insurance; wellness benefits; tuition reimbursement; 40 hours of sick time front‑loaded yearly; vacation accruals ranging from 112.5 to 150 hours yearly in the first four years; and 12 to 13 paid holidays. Paid parental leave is offered subject to a minimum period of employment.
EEO Statement Ferring is an equal‑opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of gender, race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local laws.
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Account Management
Achieves predetermined account goals according to company and uro‑oncology requirements.
Engages in educational activity with health care providers, clinic leaders, and solution‑based system influencers for adoption.
Identifies individuals within the geography that have the greatest impact on decision‑making and sales adoption and develops long‑lasting business relationships accordingly.
Maintains strong cross‑functional focus related to account management, support and growth; works with Sales Specialists to align territories for patient identification.
Utilizes discretionary budget for maximum impact on sales.
Conducts complaint in‑services, approved dinner programs, one‑on‑one onsite meetings and meals, and attends national/regional meetings as needed.
Selling Skills
Anticipates and responds to customers' objections, problems, and concerns.
Evaluates the needs of customers and increases sales by tailoring the approach for each call or presentation based on a specific customer mindset.
Leverages available sales and marketing resources to sell and effectively identifies the best resources to use on each presentation.
Participates in company‑sponsored and/or company‑approved training programs to constantly improve knowledge and selling skills.
Recognizes and effectively counters resistance to prescribing identified Ferring Uro‑Oncology product.
Clinical Acumen
Maintains 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 value proposition of 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
Works with Sales/Marketing/Market access departments to most effectively take advantage of marketing materials and product information.
Analyzes and establishes order of calls and routes that maximize opportunities to increase sales.
Analyzes impact of insurance mandates and coverage in the territory and its effect on prescribing decisions, and accordingly modifies sales and promotion strategies.
Communicates activity in the territory by completing daily call input, monthly reports and other reports as appropriate.
Contributes to and attends meetings, conventions, conferences, and training programs.
Coordinates and implements special marketing programs and other projects.
Manages time and tasks to achieve maximum customer impact, support and sales volume.
Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors' products or services.
Understands 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 required.
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.
Physical Requirements
Sitting approximately 3–4 hours at a time while driving or as a passenger and operating an automobile up to 60% of the time depending upon the geography of the territory.
Walking up to 15% of the time depending upon the geography of the territory.
Climbing stairs and/or ramps may be required in certain urban territories where public transportation may be necessary during the course of the work day.
Standing, more than 1–2 hours at a time.
Lifting, carrying, pushing and/or pulling items such as laptop, iPad, printed material and product samples weighing up to 20 pounds, into and out of a car, train or airplane and into physician offices and/or medical facilities.
Long distance travel via airplane or other commercial conveyance approximately 2–3 times per year; additional overnight or longer distance travel may be required more frequently depending upon the territory.
Location New England Region – within 100 miles of Boston, MA.
Compensation and Benefits Base salary range: $180,000 to $220,000. Additional compensation includes sales commissions based on individual and geography/company performance. Benefits include comprehensive medical, dental, and vision coverage; 401(k) with company match; short‑ and long‑term disability coverage; basic life insurance; wellness benefits; tuition reimbursement; 40 hours of sick time front‑loaded yearly; vacation accruals ranging from 112.5 to 150 hours yearly in the first four years; and 12 to 13 paid holidays. Paid parental leave is offered subject to a minimum period of employment.
EEO Statement Ferring is an equal‑opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of gender, race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local laws.
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