Join Caterpillar as a Regional Account Manager overseeing key mining accounts across Canada. Lead strategic initiatives to enhance commercial performance and team effectiveness.
About the role
- Key Account Manager focusing on uro-oncology product sales in Southern Florida. Engage healthcare providers and drive adoption of innovative therapies.
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 inputing, monthly reports and other reports as appropriate.
- Contributes to and attends meetings, conventions, conferences and training programs.
- Coordinates and implements special marketing programs and other projects.
- Manages time and tasks to achieve maximum customer impact, support and sales volume.
- Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
- Understands market dynamics and healthcare economics (e.g., impact of health reform, trends and evolving insurance coverage).
Requirements
- Bachelor’s degree required; MBA or other advanced degree preferred
- 7+ years medical industry sales experience
- 5+ years pharmaceutical, biotech, device, and/or diagnostic experience required
- Oncology experience preferred
- Urology experience required
- Cell & Gene therapy experience a plus
- Experience in major national/regional clinic systems is strongly preferred
- Product launch experience is strongly preferred
- Buy and bill experience required
- Business to business experience preferred
- A proven track record of high sales performance
- Experience with account planning including tools, resources, and reporting preferred
- Demonstrated success in account management and exceptional customer service skills
- Demonstrated independent decision making, effective problem-solving, and strategic thinking skills
- Advanced presentation skills and business acumen a necessity
- Broad understanding of market access and evolving trends in patient care.
Benefits
- comprehensive healthcare (medical, dental, and vision) with a premium differential, inverse to base salary, to be paid by employees
- a 401k plan and company match
- short and long-term disability coverage
- basic life insurance
- wellness benefits
- reimbursement for certain tuition expenses
- sick time frontloaded yearly of 40 hours, or higher if state or local law requires
- vacation time for full-time employees to accrue between 112.5 and 150 hours yearly in the first four (4) years of employment, and additional accruals starting in the fifth (5th) year of employment
- 12 to 13 paid holidays per year
- paid parental leave subject to a minimum period of employment at Ferring
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