Key Account Manager, Institutional Sales – Carolinas

Viatris; United States; On-site; USD 112,000 - 165,000; Full time

Job summary

Viatris in the United States seeks a Key Account Manager, Institutional Sales for the Carolinas. You will manage hospital and IDN accounts, analyze portfolio performance, and drive pricing and contracts to maximize pull-through across networked hospitals.

The role requires a four-year degree, 3+ years in pharmaceutical/medical sales, and ability to travel up to 50% with preferred institutional or hospital sales experience. Exact compensation ranges between $112,000 and $165,000 USD.

Qualifications

• Four-year college degree required.
• Three years minimum experience in pharmaceutical industry or medical sales.
• Institutional or Hospital sales experience preferred.
• Knowledge of pharmaceutical/medical distribution processes helpful.
• Must be able to travel up to 50% by vehicle and airplane.

Responsibilities

• Territories include North and South Carolina.
• Portfolio includes Generic Injectables and some brands across NA businesses.
• Analyze sales data for over 180 Injectable NDCs.
• Manage pricing and contracts for customers (GPOs, IDNs).
• Drive compliance to GPO awards and back-up contracts.
• Support customers with drop ships and communicate shortages to supply chain.
• Maintain up-to-date customer profiles and contract information.
• Collaborate with sales, leadership and pricing teams.

Skills

Bachelor's degree

Pharma sales experience

Hospital/institutional sales

Travel up to 50%

English proficiency

Education

Bachelor's degree

Job description

Mylan Institutional Inc. Viatris is a global healthcare company uniquely positioned to bridge the traditional divide between generics and brands, combining the best of both to more holistically address healthcare needs globally. With a mission to empower people worldwide to live healthier at every stage of life, we provide access at scale, currently supplying high-quality medicines to approximately 1 billion patients around the world annually and touching all of life's moments, from birth to the end of life, acute conditions to chronic diseases. We have been included on number of award lists that demonstrate the impact we are making. Every day, we rise to the challenge to make a difference and here's how the Key Account Manager, Institutional Sales – Carolinas role will make an impact:

Key Responsibilities

• Territories include North and South Carolina.
• Portfolio of responsibilities include: Generic Injectables, and some brands across all North America Businesses.
• Analyze sales data for portfolio of more than 180 Injectable NDCs.
• Manage position and pricing for each customer depending on the Acute and Non-Acute Care GPO's as well as alternate contracts, including back-up and IDNs.
• Drive compliance to GPO awards but also position back-up contracts to sell the entire portfolio of Viatris products to customers.
• Awareness and insight to competitive awards and market position and associated contracts to aid in sales positioning, pull-through as well as RFP processes.
• Follow, report, and take action as it pertains to market supply conditions.
• Relaying market information of shortages while following public domains, including ASHP and FDA Drug Shortages.
• Support customers with drop ships as needed.
• Communicate shortages and duration to supply chain to aid in the determination of forecast and demand planning.
• Understanding of National Wholesalers and forward distribution centers.
• Working with Buyers, Customer Relations, and National Account Managers to ensure that appropriate inventory is stocked for the Hospital to purchase.
• Ensure pricing is loaded accurately and validate contract eligibility for customers for accounting team as needed.
• Collaborate with other business units’ sales, leadership and pricing teams.
• Conduct all activities in accordance while meeting Compliance standards, as well as all applicable laws and regulations, and Viatris policies and procedures.
• Participate in Conferences and Advisory Boards in a rotation with other colleagues and ensure weekly engagement and participation on Friday Sales Calls.
• Develop and maintain deep relationships with customers and communicate with them to promote contract compliance and the use of Viatris products.
• Cover a prescribed customer call cycle and conduct an account review for each customer relating to new and existing products, contract information (if applicable), purchasing history and provide assistance and product information as necessary.
• Maintain updated customer account profiles and client tracking information.
• Continually update relevant contract information (i.e., pricing, addendum's, and contract or member additions or deletions).
• Analyze sales figures and territory data for accounts on a routine basis or as requested by District Sales Manager.
• Interpret findings and draw conclusions.
• Monitor competitor activities and pricing and communicate pertinent information in a timely manner to the District Sales Manager and/or appropriate corporate personnel by phone or via voicemail, followed by written confirmation.
• Responsible for accurately and efficiently completing and submitting all required paperwork and performing laptop responsibilities according to established procedures. (e.g.: expense reports, supply requests, account profiles, etc.).
• Handle corporate resources responsibly. Travel expenditures, corporate vehicles, entertainment expenses, etc. should be properly approved, recorded, and monitored.
• Perform all other duties as assigned.

Minimum Qualifications

• Four-year college degree required.
• Three years minimum experience in pharmaceutical industry or medical sales.
• Institutional or Hospital sales experience preferred.
• However, a combination of experience and/or education will be taken into consideration.
• Must possess knowledge of pharmaceutical or medical sales processes and procedures.
• Knowledge of human physiology and biology.
• Basic understanding of pharmaceutical/medical distribution process.
• Ability to travel up to 50% by vehicle and airplane that will require the ability to lift and carry personal items/laptop/miscellaneous (30 pounds minimum).
• Proficiency in speaking, comprehending, reading and writing English is required.

Exact compensation may vary based on skills, experience, and location. The salary range for this position is $112,000.00 - $165,000.00 USD. At Viatris, we offer competitive salaries, benefits and an inclusive environment where you can use your experiences, perspectives and skills to help make an impact on the lives of others.

Viatris is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, gender expression, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.

Viatris es una compañía global del cuidado de la salud creada en 2020 a través de la combinación de Mylan y Upjohn, una división legada de Pfizer. Al integrar las fortalezas de estas dos compañías, incluida nuestra fuerza laboral global de aprox. 45,000, nuestro objetivo es proporcionar acceso mejorado a medicamentos de calidad asequibles a pacientes de todo el mundo, independientemente de dónde vivan o de las circunstancias. Creemos en el cuidado de la salud como debe ser: empoderamos a las personas de todo el mundo para que vivan de manera más saludable en cada etapa de la vida. Debido a nuestra creencia firme de que un acceso mejorado permite una mejor salud, aprovechamos nuestra experiencia científica y de manufactura inmejorable, al igual que las capacidades comerciales comprobadas, para ofrecer a los pacientes medicamentos de calidad en el momento y en el lugar que necesiten.