Key Account Manager, Uro-Oncology - Southwest

ferring; Parsippany-Troy Hills (NJ); On-site; USD 110,000 - 170,000; Full time

Job summary

Ferring US is seeking a Key Account Manager to lead sales in the uro-oncology space for Adstiladrin, engaging urologists, oncologists, nurses, pharmacists, and administrators across assigned geographies. You will educate providers, develop relationships, manage accounts, and collaborate with Sales Specialists to drive adoption, while navigating workflows in hospital and community settings.

This role requires strategic planning, understanding of insurance coverage, and the ability to respond to

Responsibilities

• 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 which 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 in aligning territories to pull through patient identification and pull through.
• Analyzes impact of insurance mandates and coverage in the territory and its effect on prescribing decisions, and accordingly modifies sales and promotion strategies.

Skills

Account Management

Healthcare Education

Relationship Building

Sales Strategy

Cross-functional Collaboration

Job description

As a privately-owned, biopharmaceutical company, Ferring pioneers and delivers life-changing therapies that help people build families and live better lives. Our independence helps us cultivate an entrepreneurial spirit and long-term perspective that enables us to achieve growth and scale, while remaining agile and true to our ‘people first’ philosophy. Built on a 70-year plus commitment to science and research, Ferring is relentless in its pursuit of science that drives powerful discoveries and therapies to help people build families, stay healthy, and stand up to the world's oldest enemy: disease.

Our ambition is for our novel, first-in-class treatment for bladder cancer to become the new standard of care and backbone therapy for patients across the non-muscle invasive bladder cancer (NMIBC) disease spectrum. In 2024, our intravesical gene therapy achieved over 1,500 patients treated across the country at most major medical centers and community care centers. This exceptional first-year performance has made it among the top five best-selling gene therapies, and its uptake reflects a movement within the category toward innovative therapies and new hope for patients and their families.

As the Key Account Manager you will be a part of the customer-facing team responsible for Adstiladrin. This position will be required to navigate the intricacy of urologic & uro-oncologic settings of care. The role will be responsible for all sales activities in an assigned geographical area, achieving or exceeding business objectives through education of Ferring's first-in-class uro-oncology product to approved/targeted customers and distribution channels, including urologists, oncologists, nurses, pharmacists, administrators, teaching institutions, and formulary committees.

Our Uro-Oncology team is expanding with a variety of rewarding opportunities in commercial. If you are energized by the prospect of bringing the benefits of cutting-edge science to meet the needs of patients, we may have the perfect role for you. This is your opportunity to play an important role in making available to patients a novel product that has the potential to revolutionize the treatment of bladder cancer!

With Ferring, you will be joining a recognized leader, identified as one of "The World's Most Innovative Companies" by Fast Company, and honored by Fortune with inclusion on its "Change the World List," for addressing society's unmet needs. Ferring US is also Great Places to Work® Certified, distinguishing it as one of the best companies to work for in the country.

Responsibilities:

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 which 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 in aligning territories to pull through patient identification and pull through.
• Utilizes discretionary budget for maximum impact on sales.
• Conducts complaint in-services, approved dinner programs, one-on-one off site 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 the 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 inputi