Key Account Manager - Denver/ Salt Lake City

Responsibilities

• Meet or exceed all established territory sales plan, managing to budgets by developing and implementing strategies specific to the assigned territory that aligns to the overall commercial brand strategy.
• Establish and maintain professional relationships with targeted opinion leaders and hospitals, including surgeons, pharmacy, other critical medical staff, etc.
• Develop strategically targeted account-specific business plans that reflect an in-depth understanding of local market forces.
• Discover who the decision-makers and key contacts are in hospital accounts and establish and maintain professional relationships and developing buy-in and support.
• Develop and implement strategies to ensure products are on hospital formulary as well as in EMR systems, on protocols and standing orders to ensure pull-through.
• Engage in informed discussions and communicate a compliant, current, effective, on-message and accurate sales presentation to customers.
• Customize interactions based on individual customer needs and perspectives.
• As needed develop and implement special programs within territory to maximize sales opportunities, (i.e. peer-to-peer programs).
• Verbally deliver clear and concise instructions on the safe and efficacious use of our products to customers in and out of the critical care setting, including in-services for surgeons/physicians and clinical staff.
• Ensure effective execution of SERB's strategies and tactics within assigned geographic area.
• Maintain current CRM records
• Willingness and ability to work within and outside of traditional business hours
• Must be willing to travel by car or plane as needed to visit customers, attend conferences, or corporate meetings.
• Must possess a valid motor vehicle operator's license in good standing.
• Candidates must satisfy reasonable credentialing requirements (proof may be requested), including, but not limited to vaccinations and background checks, where applicable.
• Must be available to work in the evenings and weekends, as required.
• Position will require 80% field time.
• Ensure effective execution of SERB's strategies and tactics within assigned geographic area
• Comply with SERB's code of conduct and policy guidelines
• Demonstrate in words and actions the values of SERB
• This is a customer facing position with the expectation that you will be traveling to hospitals in your territory and to various onsite company meetings
• Comply with all hospital credentialing requirements

Qualifications

• Associates or Bachelor's degree in relevant field or equivalent experience required.
• Minimum three (3) or more years of pharmaceutical hospital IV product sales or account management experience and 2-3 years in the geography.
• Minimum three (3) years of experience building and maintaining strong professional relationships with pharmacists, emergency medicine and surgeons across multiple specialties.
• Demonstrated strong business skills to understand and analyse business and market drivers, and develop, execute and adjust business plans.
• Thinks strategically by leveraging insights to create a customer/account engagement plan, taking a dynamic and collaborative approach to maximize the business.
• Demonstrated experience working alongside physicians and staff in the critical care environment.
• Demonstrated experience developing relationships with hospital pharmacies and getting on P&T including experience building a coalition across different groups to get a product on formulary.
• Demonstrated understanding of EMR and CPOE systems.
• Demonstrated experience getting products into protocols/standing orders and experience with general pull-through.
• Demonstrated ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders and develop successful business plans.
• Demonstrated in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and position our products compliantly versus competition.
• Outstanding interpersonal consultative skills
• Excellent presentation/platform skills
• Ability to manage and prioritize workload, multi-task and manage a diverse mix of issues, responsibilities and challenges.
• Ability to creatively address problems in an organized systematic way