Key Account Specialist (California)

Why Endo?

We want the best and brightest people at Endo to help us achieve our mission to develop and deliver life-enhancing products through focused execution. Our nearly 3,000 global team members understand the important role we play in delivering healthcare and are dedicated to supporting each other as we work to bring the best treatments forward. Our shared values of Integrity & Quality, Innovation, Drive, Collaboration and Empathy guide our team and enable us to deliver upon our vision of helping everyone we serve live their best life.

At Endo, we are building a diverse, equitable and inclusive workplace, and we are looking for talented individuals to join our team.

Job Description Summary

Fully functioning key account specialist role that plans and executes a sales process, focusing on covering key customer accounts for Supprelin LA. The key account specialist has broad knowledge of the customer and leverages business knowledge to expand relationships with customers. The key account specialist can fully and knowledgably articulate the strengths and limitations of assigned Endo products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at institutional, group practice and office-based in a multi-city territory.

Job Description

Fully functioning key account specialist role that plans and executes a sales process, focusing on covering key customer accounts for both Supprelin LA.  The key account specialist has broad knowledge of the customer and leverages business knowledge to expand relationships with customers. The key account specialist can fully and knowledgably articulate the strengths and limitations of assigned Endo products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at institutional, group practice and office-based in a multi-city territory.  

Key Accountabilities & Responsibilities

Territory Planning

• Establish and maintain call objectives for geography with minimal consultation with Sr RSM, Key Accounts Specialist to assure proper portfolio balance and planned actions.
• Develop and complete appropriate territory business plan for optimal activity implementing both virtual and live person to person customer facing.

Pre-call Planning

• Create effective call plans that include who to contact, how frequently to contact them, how to contact them (live, phone, web call).
• Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.

Sales Call Execution

• Understand and use approved promotional materials to support marketing message.
• Employ effective selling (live and virtual) techniques aligning to current strategies set forth by Endo Pharmaceuticals.
• Attain and maintain performance guidelines for the following metrics:  call activity, appropriate utilization of samples, Quarterly Business Plan update.
• Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.

Post-call Follow Up

• Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.

Territory Management

• Effectively manage sample accountability program.
• Execute all administrative responsibilities including but not limited to: 
  • Complete weekly activity reports as needed.
  • Synchronize, check email, and voicemail at least once a day.
  • Update Sr RSM on territory business plan on a quarterly basis.
  • Complete and track expense reports every 2 weeks at minimum or at the discretion of the Sr RSM.

Maintain & Expand Market & Professional Knowledge

• Maintain an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
• Maintain an expert product knowledge base including patient education, consumer education, and factors influencing the market environment.
• Learn and execute core sales training curriculum.
• Learn and apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
• Gain understanding of local ‘Payer’ environment and incorporate appropriate sales strategies.
• Prepare for, atten