Sr Account Manager - Michigan

Job SummaryThe Senior Account Manager is responsible for implementing commercial strategies through the promotion of the specialty injectable portfolio. Primary focus is to grow sales by developing customer relationships for GPO contract compliance. Promote and gain market share on new product launches, maximize opportunities that promote Fresenius Kabi’s broad portfolio of products. Manage a territory that consists of health care customers ranging from Hospitals, Surgery Centers, Oncology Centers, Pharmacy Compounders, and Government Facilities. In addition, develop and manage relationships at a regional level with pharmaceutical wholesaler and distribution partners. The Senior Account Manager generates new clients, promotes new business, and maintains relationships with current clients. Manages accounts and develops new business opportunities at the IHN level. Customer contact is spread across multi-disciplines within the hospital environment.
The ideal candidate will live in the Detroit metro area.
The territory includes all of Michigan except for the Upper Peninsula. Key cities include: Detroit, Lansing and Grand Rapids
Salary Range: $90,000 – $100,000 per year base, plus an annual commission target of $60,000 - $65,000 per year. This position is also eligible for a company car. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

• Manages the sales of accounts within Integrated Buying systems (GPOs) within a defined territory or region.
• Increase sales in assigned territory and develop new business opportunities.
• Launch new products and programs.
• Achieve territory sales goals.
• Call on new prospective customers to uncover new opportunities.
• Increase and maintain significant, consistent new business within the defined territory.
• Launches new product offerings to meet pre-determined quotas.
• Identifies and manages customer requirement utilizing an advanced knowledge of product lines.  Understands and communicates alternative product solutions and involves all areas of the hospital network to leverage those solutions.  Has significant impact on the customers’ business and financial processes.
• Manages corporate resources to address customer requirements.  Plans ahead with solutions based on discreet customer requirements.
• Manages account sales issues independently utilizing a full knowledge of corporate and sales processes.
• Trains and mentors entry-level sales representatives on the sales process and the company’s product mix.
• Prepares all materials needed to maximize selling time with the customer and calls on assigned and potential customers on a routine basis.
• Maintains current database for top accounts.  This includes GPO and Wholesaler affiliations, key contacts, address, phone, fax and email addresses.
• Operates within expense budget guidelines.
• Defines problems/issues and develops projects for execution by various members of the sales organization.  Acts as the project leader.
• Desire to excel and meet aggressive goals.
• Contribute to the success of Fresenius Kabi, beyond individual territory.
• Provides regular and timely feedback to manager and the internal organization. Maintains database for accounts with required and relevant information.
• Performs company business in accordance with all corporate compliance initiatives.
• Submits market trend updates to leadership and the home office regularly.
• Maintains access to hospitals in territory by adhering to local policies and meeting all vendor credentialing requirements.
• Successfully completes all sales training requirements and administrative requirements, including but not limited to, weekly call entry, monthly expense reporting, monthly sales reporting, and acknowledgement of corporate policies.
• Completes all training requirements, including all department-specific, compliance training, etc.
• Participates in any and all reasonable work activities as assigned by management.

All employees are responsible for ensuring the compliance to company documents, programs and activities related to the Health, Safety, Environment, Energy, and Quality Management Systems, as per your roles and responsibilities
 

Requirements

• Bachelor’s degree required.
• 5+ years of related sales experience. 
• Ability to work independently.
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
• Solid influencing skills accompanied with outstanding selling and presentation skills.
• Effective communication (verbal and written) and interpersonal skills.
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts.
• Ability to travel frequently by car, public transportation (i.e., airline travel) as needed to meet business needs.  Must have a valid driver’s license.
• Travel requirement of approximately 80% (overnight travel will vary depending on the assigned territory).  Ability to travel within designated geography and occasionally outside of own geography.
• Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to work flexible hours and weekends to meet business/customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Please note that joining our team does not create a guaranteed or permanent employment arrangement. All employment is at‑will, meaning both the employee and Fresenius Kabi have the right to end the employment relationship at any time, in accordance with applicable federal and state laws.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.