Account Manager

About the role

The Account Manager plays a vital role in driving the growth of market share and product volume for Fresenius Kabi by implementing effective commercial and contracting strategies. The role focuses on optimizing access to promote Fresenius Kabi's Medical and Pharmacy Benefit Biopharma portfolio to targeted accounts and decision makers within a specific geographical area. The Account Manager establishes strong relationships and communicates the value proposition of products in a compliant manner. The Central California territory includes Los Angeles, San Jose, Fresno, Bakersfield, and San Francisco. The ideal candidate will live near a major airport.

Responsibilities

• Increase sales in assigned territory and develop new business opportunities that exceed objectives.
• Execute account management, consultative selling skills, and clinical expertise to increase business and build support for the biopharma portfolio.
• Responsible for the contracting strategy/process and executional pull-through with key customers and accounts (e.g., Hospitals, IDNs, and Clinics/Practices).
• Increase access to key decision makers by developing opportunities within the customer/account base in an assigned geography.
• Launch new products and programs.
• Utilize excellent collaborative and communication skills to interact successfully with customers and internal colleagues (e.g., sales, marketing, and market access).
• Advance Fresenius Kabi credibility as a partner to improve patient care for providers using approved resources (e.g., patient support programs).
• Utilize business acumen, product knowledge, and sales skills to identify and meet customer needs.
• Demonstrate strong organizational skills to maximize sales opportunities and deliver effective customer presentations.
• Apply strong clinical, product, reimbursement, and financial acumen.
• Understand current local market dynamics and key challenges customers face on a daily basis.
• Exhibit leadership, trust behaviors, and strong relational skills.
• Apply effective organization, planning, and time management skills to ensure optimal territory/account coverage.
• Act and model with integrity, compliance, internal policies, and the Code of Ethics and Business Conduct.

Requirements

• Bachelor’s Degree required (Business or Science degree preferred).
• Minimum 3–5 years of demonstrated successful pharmaceutical sales experience with a proven track record of exceptional results.
• At least 2 years of working knowledge, demonstrated success, and relationships within the Biopharma and/or Immunology (Rheumatology, GI, or Derm) or Oncology fields preferred.
• Medical Benefit buy & bill experience and an understanding of the contracting process preferred.
• Experience calling on Oncology and/or Immunology Physician Offices, Hospitals, IDNs, Academic Centers up to and including the C-Suite Level preferred.
• A proven understanding of access and reimbursement including specialty pharmacy providers, IDN and GPO contracting, and strong executional pull-through of payer access required.
• Demonstrated ability to develop and execute a call plan that achieves set call metrics and optimizes coverage and frequency to key customers to optimize access and sales opportunities.
• Effective collaborative experience in working with a Matrix Team of National Accounts, FRMs, Marketing, etc.
• Excellent oral and written communication skills.
• Ability to work independently.
• Must have the ability and willingness to travel as needed (auto and air).
• 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).
• Ability to work flexible hours and weekends to meet business/customer needs.
• Participates in any and all reasonable work activities as assigned by management.
• 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 the heavily regulated work environment.

Benefits

• Medical, dental, and vision coverage
• Life insurance and disability
• 401K with company contribution
• Wellness program

Pay

Salary Range: $120,000 – $135,000 per year base, plus a quarterly commission target of $10,000 per quarter and a company car. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities.