Key Account Manager - Rare Emergency Medicine - Mountain West

SERB Pharmaceuticals; Denver (CO); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Hybrid Working

Vacation, Personal and Sick time

15 Paid Company Holidays

Medical, Dental, Vision and other Vol.

Tuition Assistance

Discretionary Bonus Plan

401(k) employer match

Job summary

SERB Pharmaceuticals is seeking a Key Account Manager to promote Emergency Medicine products and expand use of Aurlumyn® within CO, UT, WY, MT, ND, SD, and NE. You will sell and differentiate value to hospitals, surgeons, pharmacists and other decision makers.

You will travel as needed, build relationships, and work with Inside Sales, Marketing, HR and Operations to drive formulary access and pull-through in EMR systems.

Qualifications

• Associates or Bachelor's degree in relevant field or equivalent experience.
• Minimum three (3) years of pharmaceutical hospital IV product sales or account management.
• 2-3 years in the geography covered (CO/UT/WY/MT/ND/SD/NE).
• Demonstrated strong relationships with pharmacists, emergency medicine and surgeons.

Responsibilities

• Meet or exceed territory sales plans and budgets.
• Establish relationships with hospitals, surgeons and clinical staff.
• Develop account-specific business plans reflecting local market forces.
• Work to get products on formulary and in EMR protocols.
• Deliver compliant, on-message presentations to customers.
• Support special territory programs to maximize sales opportunities.
• Provide in-services and ensure safe, efficacious product use.

Skills

Pharma hospital sales

Account management

Relationship building

EMR/CPOE knowledge

Formulary/pull-through

Presentation skills

Strategic planning

Communication

Education

Associates degree or Bachelor's degree

Tools

EMR systems

Job description

The Key Account Manager will be responsible for promoting SERB’s Emergency Medicine products and for increasing the use of SERB’s recently launched products, Aurlumyn® for indications consistent with labelling within assigned territory. Must sell and differentiate the value of SERB’s products to customer groups and individual decision makers.

The Key Account Manager will cover the following territories: CO, UT, WY, MT, ND, SD, NE.

This position will work closely with internal functions such as Inside Sales, Marketing, HR, Training and Sales Operations. Externally, the Key Account Manager will maintain relationships with Customers, CSO Leadership and Vendors.

As the Key Account Manager, some of your responsibilities will include:

• 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

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements.

To be successful in this role, you should demonstrate:

• 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.
• 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

Company Benefits:

• Hybrid Working
• Vacation, Personal and Sick time
• 15 Paid Company Holidays
• Medical, Dental, Vision and other Voluntary benefits
• Tuition Assistance
• Discretionary Bonus Plan
• Competitive 401(k), $1 for $1 up to 6% of pay. The safe harbour match is vested immediately. In addition, SERB also offers a discretionary match of up to 4% of pay which vests 20% a year for 5 years.