Key Account Manager-NYC/NJ area

Position Summary

The Key Account Manager (KAM) position is a field-based position responsible for driving sales in high / mid-tier customers & differentiating FFF’s portfolio of services, solutions and products. The KAM has expert knowledge of FFF’s products and therapeutic categories, including blood plasma products, vaccines, dermatology, branded pharmaceuticals, and other products. The KAM will be responsible for individual sales goal achievement with alignment in variable compensation to FFF overall company performance. The KAM will have territory sales objectives and contribute to FFF’s organizational gross & net sales goals within a broad range of assigned customer segments, including but not limited to IDNs, Hospitals, Medical Groups, Specialty Clincs, and Infusion Centers. KAM customer calls are completed through various methods (e.g. primarily in-person, some virtual & at conferences). Success will be achieved by assessing business opportunities and developing sales plans for targeted customers within their respective territory. In addition, the position will participate in a coordinated team selling environment including the National Accounts Teams and Key Account Specialists (KAS) teams.  

Dimension:

Annual sales of $4 Billion Dollars.

Essential Functions and Duties

• Commercial Strategic Initiatives & Priorities – understand, own & execute FFF strategic initiatives & priorities, e.g. financial ambition, growth expectations, sales priorities, profitability goals.
• In-depth Customer Insight and Needs Identification – understand customers’ external pressures, challenges and objectives. Know customers’ unmet needs and/or where we can better meet their existing needs.
• Account Planning – identify mutual goals, align customer needs with FFF capabilities, develop a growth strategy, apply relevant solutions & resources, co-create solutions & value, identify & overcome obstacles.
• Sales Call Execution – negotiate mutually beneficial outcomes, striving for excellence with the sales call.
• Perform Customer Quarterly Business Reviews (QBRs) to support customer needs and grow the business with prioritized customers.
• Measure Business Results & Customer Relationships – KPIs and scoring progress, developing customer advocates, customer experience, team selling. Execute quarterly customer business reviews and internal FFF executive briefings. KAM is responsible to develop and maintain relationships with key influencers & decision makers, including but not limited to: Directors of Pharmacy (DOP), Pharmacy Buyers, Physicians, Office Managers, Supply Chain, Lab Purchasing, Blood Bank, Health Department DOP, Oncologist, Neurologist, Dermatologist.
• Skill Build & Continuous Improvement – owning your own development, striving for excellence, apply coaching, implement training, keep up with & stay ahead of evolving customer needs.
• The KAM position is a field-based position and individuals in the role are expected to live in their assigned territory.
• Routine travel within the territory is expected to grow and maintain sales (travel expected to be >50%). Travel plans to be discussed with direct manager and documented in SFDC.
• Attend national tradeshows as directed by supervisor to support our customers and professional development. In person attendance at annual National Sales Meeting (NSM) and Mid-Year training sessions are mandatory.
• Adheres specifically to all company policies & procedures, Federal and State regulations, and laws.
• Always represent the Company in a professional manner and consistent with the FFF values.
• Work effectively with co-workers, internal and external customers and others by sharing ideas in a constructive and positive manner; listen to and objectively consider ideas and suggestions from others; keep commitments; keep others informed of work progress, timetables, and issues; address problems and issues constructively to find mutually acceptable and practical business solutions; address others by name, title, or other respectful identifier, and; respect the diversity of our work force in actions, words, and deeds.