Key Account Manager - Neurology/Multiple Sclerosis - Tennessee Territory

Company Description

At EVERSANA, we are proud to be certified as a Great Place to Work across the globe. We’re fueled by our vision to create a healthier world. How? Our global team of more than 7,000 employees is committed to creating and delivering next-generation commercialization services to the life sciences industry. We are grounded in our cultural beliefs and serve more than 650 clients ranging from innovative biotech start-ups to established pharmaceutical companies. Our products, services and solutions help bring innovative therapies to market and support the patients who depend on them. Our jobs, skills and talents are unique, but together we make an impact every day. Join us! 

Across our growing organization, we embrace diversity in backgrounds and experiences. Improving patient lives around the world is a priority, and we need people from all backgrounds and swaths of life to help build the future of the healthcare and the life sciences industry. We believe our people make all the difference in cultivating an inclusive culture that embraces our cultural beliefs.  We are deliberate and self-reflective about the kind of team and culture we are building. We look for team members that are not only strong in their own aptitudes but also who care deeply about EVERSANA, our people, clients and most importantly, the patients we serve.   We are EVERSANA.  

Job Description

The Key Account Manager (KAM) is accountable for executing a 'targeted sales strategy' to attain sales quotas within their individual assigned territory. Responsible for developing and implementing a business/sales plan for maximizing net sales of our product that is aligned with the direction from commercial leadership and with all company guidelines, policies, and directives. The Key Account Manager will conduct business/sales with key targeted healthcare providers. *Must have current/prior sales experience in Neurology - Multiple Sclerosis is preferred.

EVERSANA Deployment Solutions offers our employees competitive compensation, paid time off, company paid holidays, excellent training, employee development programs, 401-k plan with an employer match, and an incredible list of comprehensive employer benefits that includes medical, dental, and vision insurance along with a whole host of other valuable programs.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Our employees are tasked with delivering excellent business results through the efforts of their teams.  These results are achieved by:

• Deliver sales performance, brand KPIs, financial targets, marketing objectives, etc. in order to meet or exceed on those objectives.
• Create pre-call plan using SMART objectives and execute post-call evaluation in order to continuously improve sales performance. Effectively handle objections, misunderstandings, concerns and consistently gain logical and reasonable calls to action in order to close on every sales call.
• Develop and execute a call plan that achieves set call metrics and optimizes coverage and frequency to key customers in order to maximize access and sales opportunities.
• Build a strong relationship with senior customers, key decision makers and influencers
• Create an overview of customer business, identify comprehensive understanding of customer needs (both long term and short term) and identify key buying factors
• Proactivity and continuously build understanding on customer needs and expectations, territory market landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise and share this market intelligence information with in-field team, brand team and sales manager to achieve alignment, to anticipate environmental changes and challenges and to optimize brand strategy and its execution.
• Differentiate value proposition with healthcare providers.. Identify, develop and maintain disease state experts and speakers/advocates in order to maximize brand performance.
• Understand formulary and P&T processes for assigned IDN's and key institutions
• Coordinate information flow and action planning with relevant functions to create a cross-functional support team; align resources required to execute
• With Sales Leadership oversight, identify and develop targets by account

EXPECTATIONS OF THE JOB:

• Travel as necessary to work the territory assigned and attend all trainings and meetings
• Solid presentation skills – ability to proactively identify customer’s style / behavior and adapt quickly with all aspects of selling approach
• Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by all relevant stakeholders
• Strong business acumen and proficient use of business tools; possesses strategic and cri