CNS Institutional Account Specialist
Location: Denver, CO
Name: iCIMS Bulkposter
The Institutional Account Specialist is responsible for driving product sales through strong, value added relationships with institutional/priority customers. They also provide consultative solutions and services to existing and new customers for achieving assigned sales targets and ensure profitable growth.
Territory / Account Management: Meet and then exceed assigned sales objective for the territory. Organize his/her territory / accounts (Federal, State, Teaching and Regional) to maximize sales impact. Review and analyze market data for developing and implementing strategic business plans that focus on selling to targeted customer segments / business channels. Utilize given tools & technologies (sales automation system) to maximize sales effectiveness. Generate and execute strategic account plans that are aligned with national and local institutional priorities.
Budget Management: Operate within and maximize the assigned expense budget. Complete administrative requirements including timely reporting, budget management, log-ins etc.
Customer Management: Execute calls on customers to provide accurate product information and ensure availability of products in the territory. Use proficient consultative selling skills, account/territory management, and tools to understand customer needs and adjust sales approach accordingly. Build strong business relationships with prospective and current customers.
Partnerships: Quickly establish valued and trusted partnerships with internal and external constituents to maximize customer satisfaction and drive profitable growth with sales targets.
Self Development: Complete all required trainings courses and continually update knowledge on product / disease state, hospital/institutional dynamics, and pharmaceutical environment. Proactive self-development and professional growth planning is required.
Compliance Management: Comply with all legal and regulatory compliance requirements established by and govern the sale and promotion of its pharmaceutical products.
*Minimum education requirements
4+ years of pharmaceutical sales experience
1+ year of hospital or institutional sales experience
*Knowledge & skills (general and technical)
Candidate must possess significant customer knowledge and understand the business channels and the business needs of each target within their defined territory (quality improvement, patient care demographics, protocols, reimbursement). The candidate must be able to facilitate relevant discussions on the clinical and economic benefits of promoted products and work closely with sales, marketing, Managed Markets and leadership to present consistent data to the customer. The candidate must also possess advanced account management skills including but not limited to: sophisticated account business planning, leadership, communication, negotiation and influence.
This position requires a Bachelor’s degree, preferably in business or life sciences (MBA a plus), 4+ years of pharmaceutical sales experience, 1+ year of hospital or institutional sales experience, and demonstrated mastery of product and disease state knowledge. Knowledge of reimbursement channels is essential.
Candidates must have excellent presentation & organizational skills and be proficient with a tablet / PC (PowerPoint, Word, Excel and sales force automation systems). Travel within territory required – may include both car and air travel depending upon territory. Some national travel to corporate headquarters, training and sales meetings will be required on a periodic basis. Work hours will include meetings scheduled outside of normal working hours.