Key Account Manager

3 days ago

New Hampshire, United States RxSalesPros Full time

Company

Prolacta is the pioneer in human milk-based nutritional products for premature infants in the neonatal intensive care unit (NICU). Prolacta believes that there is no adequate replacement for human breast milk and, as such, we believe infant nutritional products should be human milk based. As a privately held, scientifically driven company, committed to improving premature infant nutrition, we are using human milk to change the standard of care in the NICU. Prolacta operates and/or owns milk banks that provide the starting material for the products Prolacta sells.


Job Summary

Due to Prolacta’s continued growth and customer interest regarding the benefits of using human milk on pre-term and surgical babies, we seek a highly motivated sales professional to call on selected high-profile strategic hospitals and Corporate Regional IDNs to sell Prolacta’s line of human milk products. The position is also responsible for meeting sales goals in targeted accounts and developing a territory plan while maintaining current, detailed, customer records including key account information and sales call results.


This position will report to the respective Region’s Regional Business Director.


Primary Duties and Responsibilities

  • Meet and exceed sales budget for Prolacta’s product line in high priority, targeted key accounts including Academic Centers developed by the respective RBD
  • Responsible for building strong relationships and securing contracts with hospitals, regional Integrated Distribution Networks and Regional Healthcare systems.
  • Essential duties are engaging and developing new points of contact (strategic sourcing, contracting, regional IDN’s , Healthcare systems, Regional Group Purchasing Organization administration and management), identifying business opportunities, representing the company at industry events, and reporting client issues to Sales Leadership
  • Develop, manage, and execute territory plans and pipeline
  • Develop relationships with influential KOLs that expand outside of the Neonatal Intensive Care Unit and can be leveraged throughout North America and internationally.
  • Develop a deep understanding of the selling process in each targeted hospital with the goal of closing all targeted accounts.
  • Develop and maintain access to all assigned accounts
  • Partner with Regional Business Directors, Clinical Sales Specialists, Health Economics Directors, Marketing and the head of National Accounts to develop field sales action plans to facilitate the implementation of the regional sales programs and to drive Prolacta’s Value Proposition.
  • Manage the transition of new accounts to Clinical Sales Specialists
  • Actively participate in training and self-study to maintain up to date knowledge in the NICU, nutrition and hospital settings
  • Participate in specialized trainings to develop necessary higher level financial and clinical skills
  • Ensure Economic Impact Analyses are completed at C-suites for target accounts where appropriate


Job Requirements and Qualifications

  • 5 Years of proven successful hospital sales experience and/or hospital financial sales experience
  • Demonstrated success in gaining access to hospitals and decision makers. Champion development and closing accounts
  • Ability to discuss financial outcomes with HCPs and C-suite
  • Clinical and/or strong understanding of hospital budgeting process and the revenue cycle process
  • Demonstrated experience of selling added value products in highly influential and entrenched hospitals
  • The ability to clearly articulate the financial benefits of an Exclusive Human Milk Diet
  • Demonstrates leadership, teamwork, exceptional communication skills, and the ability to formalize plans and align resources and personnel to close targeted accounts Ability to work across all levels of a hospital – users (nurses and physicians) to department heads / hospital leadership to purchasing and all C-suites
  • Working understanding of reimbursement and payer landscape for territory
  • Demonstrated ability to identify and develop new accounts, and achieve sales plans
  • Demonstrated effective oral and written communication skills
  • Customer and patient focused
  • Possess the enthusiasm and poise required to introduce new product and services with high costs/high benefits vs. existing alternatives that creates urgency and action in the prospect
  • Ability to build strong, positive working relationships, both internally and externally
  • Demonstrated ability to effectively negotiate contracts
  • Current Driver’s license


Qualifications

  • Four-year college degree from an accredited institution, MBA a plus
  • Minimum of 3 years’ relevant experience with GPOs and IDNs a plus.
  • At least 5 years related experience in the healthcare industry.


Knowledge, Skills and Abilities

  • Clear Understanding of the purchasing matrix within hospitals
  • Strong Group Presentation skills using PowerPoint


Work Environment (Location, travel, shift, on-call, etc.)

  • This job operates in a professional office environment. This role routinely uses standard office equipment such as laptops, smart phones, photocopiers/scanners, shredders and filing cabinets.
  • Travel:50% - 75% within territory (East, Central and West region). Occasional travel outside of territory based on business need

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