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Territory Account Manager

4 months ago

Berkeley Heights, United States Hikma Pharmaceuticals PLC Full time

**Location**: Denver

**Job Type**: Full-time

**About Us**:
As a developer, manufacturer, and supplier of essential medicines, Hikma Pharmaceuticals USA Inc. and its affiliates’ mission is to bring Better Health. Within Reach. Every Day.® for millions of patients around the world. We are a trusted, reliable partner and dependable source of over 750 high-quality generic, specialty and branded pharmaceutical products that hospitals, physicians and pharmacists need to treat their patients across North America, the Middle East, North Africa and Europe. Through our 32 manufacturing plants, eight R&D centers, and 8,500+ employees worldwide, we are always hard at work creating high-quality medicines and making them accessible to the people who need them.

**Description**:
The Territory Account Manager will maintain and generate new business, promote products/programs for Hikma’s injectables portfolio, enforce GPO contract compliance, develop current and new account relationships, and achieve Hikma’s corporate goals. The Territory Account Manager is also responsible for working closely with internal partners, including Sales, Marketing, Customer Service, Contracts, and Finance, to meet the needs of our customers and achieve business goals.

**Key Responsibilities**:

- The Territory Account Manager is responsible for selling an extensive and diverse U.S. Injectable portfolio of ready to administer, ready to use, lyophilized, and other injectable and injection products for their designated territory
- Identifies marketplace trends, communicates those trends to the sales team, and capitalizes on opportunities
- Prepares and utilizes sales tools to maximize effective customer presentations
- Utilizes product knowledge and sales skills to identify and meet customer needs
- Collaborates with internal partners, including Sales, Marketing, Customer Service, Contracts, and Finance to provide a market-leading service level to our customers
- GPO Pull through
- Develops key accounts
- Achieves quarterly and annual territory sales goals
- Increases sales in assigned territory and develops new business opportunities
- Launches new products and programs
- Manages territory effectively and maintains a regular call schedule to key accounts
- Manages day-to-day operations of the sales and marketing function with customers and colleagues
- Collaborates with internal departments (Customer Service, Finance, etc.) and external groups (wholesalers) to follow-up on any issues, questions or concerns expressed by our customers
- Applies effective organization, planning and time management skills
- Manages expense budget responsibly
- Completes reports as requested by management containing information about sales calls and marketplace conditions
- Plans effectively
- Maintaining continued customer interaction and relationship development
- Meets sales targets and goals
- Works and communicates with colleagues
- Has the necessary business and product knowledge to perform their role
- Manages and controls T&E expenses
- Ensures alignment with applicable policies and standard operating procedures and adheres to Hikma’s core values
- Adheres to corporate policies and procedures

**Metrics**:

- Achieve or exceed quarterly and annual sales goals
- Maintain appropriate number of weekly sales calls
- Complete reports in a timely manner
- Provide competitive information on a regular basis
- Monthly reporting requirements
- Competitive Intelligence
- Scope: This position requires regular travel (air/auto) within the designated geographical territory
- Internal Partners: Sales team, Sales management, Customer Service, Marketing, Finance, and Contracts
- External Customers: Hospital buyers/pharmacists, purchasing departments, distributors, wholesalers
- Decisions that can be Approved: All decisions related to the day to day operations involving sales of Hikma products
- Decisions Recommended: All decisions related to the day to day operations and strategic direction of sales of Hikma products

**Qualifications**:

- Bachelor’s Degree required (Business or Science degree preferred)
- Ability to travel (air/auto) on a regular basis
- Demonstrated success in working as part of a cross-functional team
- Significant knowledge and experience with the leading pharmaceutical customers
- Must be a self-starter, willing to meet aggressive goals, and willing to be actively involved in a team environment
- Proficiency in Microsoft Excel, Outlook, Word, and PowerPoint
- Excellent computer skills
- Excellent oral and written communication skills
- Strong relationship-builder with a proven track record of building relationships with colleagues and with external customers in the industry
- Highly organized with strong computing skills
- Strong project and time management skills

**Behavioral Competencies**:

- Results driven
- Detail and service oriented
- Ability to thrive in a rapidly changing environment
- Willingness to be “hands on”
- Work in a