The Account Manager is responsible for driving growth within an assigned territory for Fresenius Kabi’s pharmaceutical portfolio and achieve identified corporate financial targets. The Account Manager is required to have a working knowledge of the buying process, including key influencers and decision makers in accounts and leverages this knowledge to grow sales. They utilize interpersonal skills to effectively move the selling process forward by influencing, negotiating, and presenting key marketing and product information. The Account Manager has a business mindset focused on customer solutions and can analyze data, identify opportunities, drive compliance to GPO agreements and close new business.
The territory covers Pittsburgh, PA; Harrisburg, PA; Lancaster, PA; Allentown, PA and Youngstown, Ohio.
The ideal candidate will live in the Pittsburgh, PA or Harrisburg, PA area.
Salary Range: $80,000 – $90,000 per year base, plus an annual commission target of $60,000 - $65,000 per year. This position is also eligible for a company car. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.
Responsibilities
Achieves sales objectives, drives growth, prospects, and develops new business.
Accesses key decision makers at multiple levels within the customer organization.
Builds productive relationships at all levels within the pharmacy department and throughout the entire hospital system.
Methodically uses information, resources, and sales tools to analyze territory trends/gains/losses, identify unique business opportunities and prioritize targets accordingly with the end goal of driving sales growth.
Employs routing techniques to promote in person customer appointments in an efficient manner, managing visits and time.
Manages territory with a dynamic and customized account game plan for each customer that is continuously monitored and adjusted as trends shift and opportunities present.
Creates and routinely implements account strategy that aligns with Fresenius Kabi goals and considers both short and long-term goals for the customer.
Launches new products and programs.
Generates targeted agendas specifically aligned to company call objectives and opportunistically identifies solutions for customer needs.
Aligns Fresenius Kabi business goals with customer specific action plans.
Educates customers; shares relevant information with customers to enhance understanding and decision making.
Communicates directly and demonstrates meticulous and timely follow through after every customer interaction
Learns and maintains a working knowledge of the buying process, including key influencers and decision makers, in customer accounts and leverages to retain and grow business.
Displays a clear understanding of the relevant contracting strategies, GPO positioning and pricing.
Provides regular and timely feedback to manager and the internal organization. Maintains database for accounts with required and relevant information.
Performs company business in accordance with all corporate compliance initiatives.
Submits market trend updates to leadership and the home office regularly.
Maintains access to hospitals in territory by adhering to local policies and meeting all vendor credentialing requirements.
Successfully completes all sales training requirements and administrative requirements, including but not limited to, weekly call entry, monthly expense reporting, monthly sales reporting and acknowledgement of corporate policies
Completes all training requirements, including all department-specific, compliance training, etc.
Participates in any and all reasonable work activities as assigned by management.
All employees are responsible for ensuring the compliance to company documents, programs and activities related to the Health, Safety, Environment, Energy, and Quality Management Systems, as per your roles and responsibilities
Requirements
Bachelor’s degree required.
3-5 years of related sales experience. Pharmaceutical, medical device or related healthcare industry experience preferred.
Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
Practical business understanding to help identify customer needs to deliver results, while demonstrating strong business acumen and professionalism.
Solid influencing skills accompanied with outstanding selling and presentation skills.
Effective communication (verbal and written) and solid interpersonal skills.
Effective time management and organizational skills
Ability to communicate with management, peer groups, and customers in an effective, collaborative style.
Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts. Ability to quickly acclimate to new technology platforms and CRMs.
Ability to travel frequently by car, public transportation (i.e., airline travel) as needed to meet business needs. Must have a valid driver’s license and an acceptable driving record. Authorization and ability to drive a Company leased vehicle, regularly.
Travel requirement of approximately 80% (overnight travel will vary depending on the assigned territory). Ability to travel within designated geography and occasionally outside of own geography.
Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations.
Demonstrated ability to prioritize and execute tasks in a dynamic environment.
Ability to work flexible hours and weekends to meet business/customer needs.
Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
The Company’s primary business language is English. The successful candidate must be able to effectively speak, read, write, and understand English to perform the essential functions of the position, including independently understanding policies, procedures, training materials, and workplace communications written in English due to our heavily regulated work environment.
Additional Information
We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.
Please note that joining our team does not create a guaranteed or permanent employment arrangement. All employment is at‑will, meaning both the employee and Fresenius Kabi have the right to end the employment relationship at any time, in accordance with applicable federal and state laws.
Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.