Key Account Manager, Uro-Oncology - Mid-West

About the role

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 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 disease.

This Key Account Manager position is part of the customer-facing team responsible for Adstiladrin, Ferring’s first-in-class uro-oncology product. The role involves navigating the intricacies of urologic and uro-oncologic settings of care, achieving business objectives through education of healthcare providers, and driving adoption across targeted customers, including urologists, oncologists, nurses, pharmacists, administrators, teaching institutions, and formulary committees. The territory for this role covers the Central Region, ideally within 100 miles of National Airport, with Chicago, IL as a preferred location.

Ferring is recognized as a leader in innovation, named one of “The World’s Most Innovative Companies” by Fast Company and included on Fortune’s “Change the World List” for addressing unmet societal needs. Ferring US is also Great Places to Work® Certified.

Responsibilities

• Account Management
  • Achieve predetermined account goals according to company and uro-oncology requirements.
  • Engage in educational activities with healthcare providers, clinic leaders, and system influencers to drive adoption.
  • Identify key decision-makers within the geography and develop long-lasting business relationships.
  • Maintain strong cross-functional focus related to account management, support, and growth.
  • Collaborate with Sales Specialists to align territories and pull through patient identification.
  • Utilize discretionary budget for maximum impact on sales.
  • Conduct complaint in-services, approved dinner programs, one-on-one off-site meetings, and attend national/regional meetings as needed.
• Selling Skills
  • Anticipate and respond to customers’ objections, problems, and concerns.
  • Evaluate customer needs and tailor sales approaches based on specific customer mindsets.
  • Leverage available sales and marketing resources to effectively sell the product.
  • Participate in company-sponsored training programs to improve knowledge and selling skills.
  • Recognize and counter resistance to prescribing Ferring’s Uro-Oncology product.
• Clinical Acumen
  • Maintain knowledge of product clinical studies and the market-related clinical landscape to inform customers.
  • Understand and communicate the value proposition of the brand for adoption.
  • Identify and leverage the adoption cascade and influencer networks.
  • Flawlessly execute in-services to ensure stakeholders are knowledgeable about appropriate candidates for treatment.
• Business Acumen
  • Collaborate with Sales, Marketing, and Market Access departments to maximize the use of marketing materials and product information.
  • Analyze and establish call orders and routes to maximize sales opportunities.
  • Assess the impact of insurance mandates and coverage in the territory and adjust sales strategies accordingly.
  • Communicate territory activity through daily call reporting, monthly reports, and other required documentation.
  • Contribute to and attend meetings, conventions, conferences, and training programs.
  • Coordinate and implement special marketing programs and projects.
  • Manage time and tasks to achieve maximum customer impact and sales volume.
  • Recommend sales and marketing strategies based on customer needs, dynamics, trends, and competitor analysis.
  • Understand market dynamics and healthcare economics, including the impact of health reform and evolving insurance coverage.

Requirements

• Bachelor’s degree required; MBA or other advanced degree preferred.
• 7+ years of medical industry sales experience.
• 5+ years of 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 strongly preferred.
• Product launch experience strongly preferred.
• Buy and bill experience required.
• Business-to-business experience preferred.
• 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.
• Broad understanding of market access and evolving trends in patient care.

Physical Requirements

• Sitting approximately 3–4 hours at a time while driving or as a passenger, up to 60% of the time depending on territory geography.
• Walking up to 15% of the time depending on territory geography.
• Climbing stairs and/or ramps may be required in certain urban territories where public transportation is necessary.
• Standing for more than 1–2 hours at a time.
• Lifting, carrying, pushing, and/or pulling items such as a laptop, iPad, printed materials, and product samples weighing up to 20 pounds.
• Long-distance travel via airplane or other commercial conveyance approximately 2–3 times per year, with additional overnight or longer-distance travel as required by the territory.

Pay

The base salary range for this role is $119,000 to $221,000, with the actual amount determined based on experience, knowledge, skills, abilities, education, and primary work location. Additional compensation includes competitive annual incentive compensation in the form of sales commissions, based on individual and geography/company performance.

Benefits

• Comprehensive healthcare (medical, dental, and vision) with a premium differential inversely related to base salary.
• 401k plan with company match.
• Short- and long-term disability coverage.
• Basic life insurance.
• Wellness benefits.
• Reimbursement for certain tuition expenses.
• Sick time frontloaded yearly (40 hours or more, depending on state/local law).
• Vacation time accrual between 112.5 and 150 hours yearly in the first four years of employment, with additional accruals starting in the fifth year.
• 12 to 13 paid holidays per year.
• 20 weeks of paid parental leave.

Schedule

For field-based roles, the schedule involves significant travel within the assigned territory. For non-field-based roles, Ferring has a hybrid work policy requiring four days in the office, with the option to work one day remotely.