Account Manager - Lansing, MI
Location: Grand Rapids, MI, USA
The Account Manager is responsible for achieving sales objectives in assigned territory through the development, maintenance, and enhancement of the business. These customers include oncologists, urologists, nurses, pharmacists, pharmacy and therapeutics groups, teaching institutions, private and federal hospitals and formulary committees. The Account Manager is responsible for ensuring customer’s clinical conviction in the product and seeing the sale through to its conclusion by providing sufficient training and ongoing customer service. The Account Manager will develop territory business plans and work with the sales management team to maximize the impact of sales and marketing plans and tactics.
Essential Duties & Responsibilities
Develop and maintain business relationships with targeted physicians, health care providers and customers focusing on the promotion of TOLMAR products
Create, maintain and increase sales within designated territory by influencing the prescribing habits of the targeted audience.
Call on health care providers and health-related organizations within assigned territory.
Strategically identify and develop relationships with non-prescribing health care providers that influence decision making in accounts such as CEOs, CFOs, Nurse Navigators, injecting nurses, Medical Assistants, office managers and personnel, etc.
Understand impact of local purchasing coalitions, Group Purchasing Organizations, IDNs and other health organizations in geography.
Provide community oncology practices, private and group urology practices and private and federal hospitals with contracting, training, technology troubleshooting and ongoing customer service.
Identify practice needs for Tolmar’s proprietary Inventory Management System and manage the implementation as well as ongoing training within accounts.
Communicate and partner regularly with other AMRs to successfully manage accounts that overlap across multiple geographies.
Evaluate and monitor sales data reports weekly to manage business needs promptly and effectively.
Demonstrate advanced business acumen and granular account acumen management skills
Communicate contract measurement details to accounts when necessary, ie quarterly or semi-annually.
Follow up on leads among offices that have expressed interest in learning more about the Company’s products.
Convert potential leads to active users, and provide or arrange for necessary training of those offices.
Demonstrate thorough knowledge of products by effectively communicating appropriate clinical, technical, therapeutic, disease state and product information to customers.
Successfully promote the appropriate on-label use of approved products.
Develop and deliver informative sales presentations based on individual customer needs to maximize sales of the product portfolio.
Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
Complete routine reports and be compliant with industry, regulatory and company guidelines.
Prepare annual business plans and conduct quarterly analysis of the territory performance vs. plan.
Attend and represent the Company at trade shows and community events, as appropriate.
Attend and travel for Company meetings.
Manage usage and inventory of promotional items to be given away to offices.
Abide by Administrative Expectations as defined by Account Manager SOPs: Submit expense reports regularly as outlined, enter sales calls in CRM system daily or as indicated by Regional Sales Director, enter company car mileage weekly, maintain company car as required by Fleet Maintenance.
Manage promotional budget effectively and in a compliant manner.
Manage relationships internal and external of the Company to support pull through of business.
Partner with different departments in the Company as the business requires.
Abide by the Company’s email and communication SOPs.
Perform various other duties as assigned.
Regular and punctual attendance is an essential function of the job. It is expected that our sales force is “in the field” calling on customers from 8:00am to 5:00pm each day.
Knowledge, Skills & Abilities
Knowledge of Microsoft Office products including Outlook, Word, PowerPoint and Excel
Excellent interpersonal, written and verbal communication skills
Excellent analytical skills and proven strategic thinker
Advanced Skill in organization and follow-up
Skill in negotiation and selling techniques with demonstrated accountability in executing sales plans
Aptitude for learning technical and scientific product relation information
Highly motivated for success with a “can do” attitude
Ability to work independently
Ability to manage multiple projects both inside and outside the organization
Ability to work with multiple interruptions and tight deadlines
Ability to execute effective business plans for assigned territory
Ability to develop working relationships with both internal and external customers and work as a team player with employees at all levels
Ability to take initiative in the absence of precise direction
Ability to demonstrate good judgment, discretion and compliance to industry ethical guidelines
Demonstrates assertive selling techniques including asking for business on every call
Education & Experience
Bachelor’s degree in science, business or related field
Two or more years of successful business-to-business sales experience, preferably in the urology industry.
Pharmaceutical/buy-and-bill sales experience preferred
Clinical experience helpful
Consistent track record of exceeding sales quotas
Ability to be approved and insured to drive company car including valid driver’s license and good driving history
Reside centrally within the territory.
Office environment; requiring sitting and standing.
Overnight travel is required up to 50%.
Ability to lift 50 pounds.
Travel by air as required.
Availability to work extra hours and on weekends as necessary.