Corporate Account Manager - Southeast Territory |
| Location: | Parsippany, Regional Southeast | | Exempt/Non-Exempt: | Exempt | | Benefits: | Medical Coverage, Dental Coverage, Prescription Drug Coverage, Fertility Drug Benefit, Life Insurance, Accidental Death & Dismemberment, Insurance, Short Term Disability Insurance, Long-term Disability Insurance, Health Care Flexible Spending, Account, Dependent Care Flexible Spending Account, Employee Assistance Program, 401(K) Program, Vacation Program, Personal Holidays, Holidays, | | Employment Type: | Full Time | | Department: | Managed Care | | Description: | This position is responsible for the development, management, and growth of our Managed Care National and Regional Accounts. The position must achieve sales maximization, business and brand loyalty, and market share growth within the targeted accounts. The position is also responsible for efficient communication, marketing, management, and implementation of strategic business plans to gain and grow market share and profitability within their accounts.
The Corporate Account Manager is focused on identifying, developing and facilitating business activities at the major corporate headquarters for contracting, marketing, rebates, pull-through, and problem resolution. Negotiate and develop relationships deep and wide in the account including senior executives. Candidate must be able to coordinate activity with all Division personnel within the Ferring Managed Markets, Field Sales, Marketing, Trade sales, Legal, Finance and Medical business units.
The Corporate Account Manager should focus on exceeding business plan sales and profitability objectives. The position requires travel.
DUTIES:
ACCOUNT ANALYSIS/ PLANNING/ MANAGEMENT:
Monitors product utilization, market share, and profit analysis, for key Ferring products
Serves as liason between managed care customers and Ferring Pharmaceuticals including clinical, legal, sales, and marketing departments
Develops and maintains a network of key influential personnel who provide insight into new account initiatives and opportunities. These include but are not limited to Medical Director, Pharmacy Director, Contracting, Clinical Review, Utilization Review, Quality Assurance, Marketing, Health Education, Case Management, and Provider Relations
Maintains an accurate profile of account information, including affiliations, associations, financial risk information, and alliances which may enhance Ferrings opportunities within the account
Works with and provides input for marketing and field management to optimize promotional initiatives
BUSINESS DEVELOPMENT:
Identifies strategic objectives of each managed care account and individual departments within the account and assesses opportunities for Ferring to partner with the organization to create mutually beneficial business opportunities
Identifies, monitors, and profiles changes in the organization, such as strategic alliances and financial risk information with managed care and distribution accounts
Assesses the competitive environment in which the organization operates
Develops strategies and tactics for each account to help meet and exceed corporate sales and marketing goals and overall corporate business objectives
CONTRACTING/ NEGOTIATING:
Provides competitive contracting information and recommendations for modifications to present contracting policies
Identifies and evaluates new contract opportunities and provides assistance in identifying and determining ongoing account eligibility for contracting
Obtains contract commitments consistent with account goals and current Ferring pricing policies
Reviews contract renewal dates and prioritizes contracting activities
Coordinates contracting process with key personnel at each managed care or distribution organization
Develops profitable contract proposals based on corporate objectives and account needs, and re-negotiates contracts as needed
ADMINISTRATION:
Evaluates and reviews overall account progress as required
Maintains updated account profiling data and information
Provides customer support in addressing issues or problems relating to daily operations such as, back-orders, clinical support programs, and field activities
Controls T&E expenses and grants, and uses discretionary funds prudently
Adheres to corporate policies and procedures
Completes special projects as required
FIELD COMMUNICATION AND ACTIVITY:
Communicates with field sales management and managed care and distribution staff personnel on status of contracts, formulary, programs and activities to facilitate account pull-through programs
Communicates regularly with field management to provide updates on issues impacting managed care and distribution accounts
Coordinates and supports speaker programs and continuing education programs
Coordinates communication and meetings between key customers and Ferring personnel
Communicates new market developments to all appropriate Ferring personnel
Coordinates efforts to effectively build relationships with key decision makers affiliated with managed care organizations
Coordinates all account intelligence with other corporate account managers covering affiliated accounts (e.g., PBMs or health plans)
QUALIFICATIONS:
EDUCATION: Bachelors degree
EXPERIENCE: The Corporate Account Manager position requires a track record of at least five years of successful accomplishment in a prior managed care and distribution position within the pharmaceutical industry. The candidate must be able to demonstrate an ability to successfully implement unconventional strategic programs. The candidate must be familiar with key personnel in managed care and distribution organizations within the geography of the position. A history of successfully launching new products with key accounts is desired.
REQUIRED SKILLS: Strong oral, written, and presentation skills, and competency in Microsoft Word, Excel, and Power Point
The above is intended to describe the essential job functions and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or requirements. |
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