Key Account Manager, Hospitals (Critical Care)

Job PurposeThe Key Account Manager - Hospitals (KAMH) is responsible for calling on target accounts within an assigned territory. The KAMH is charged with meeting the monthly, quarterly, and annual sales goals for all portfolio products. The KAMH will pull through tactical execution of the brand and achieve sales quota for all portfolio products in accordance with Regional Director and Sr. Management direction. The HSR is responsible for identifying and developing a relationship with key decision makers within targeted accounts.Essential Duties and ResponsibilitesDevelop close working relationships with assigned accounts to achieve pull through and meet monthly, quarterly, and annual goalsDevelop and maintain relationships with key external business partners who are part of the value chain for our portfolio productsEstablish rapport with customers based upon disease state and product/business knowledge, as well as trust and integrityEffectively utilize the company CRM system (Veeva) to capture interaction activity, and actively profile/segment customer dataUtilize CRM system to derive metrics and key performance indicators for sales effectivenessPresent on label product information in a credible and compelling manner and communicate effectively with all types of customer personalitiesDevelop and implement a quarterly business plan that optimizes resources, including reach and frequency targets to maximize salesPresent quarterly business review to Regional Director - Hospital Accounts highlighting success in assigned accountsResponsible for providing the Regional Director - Hospital Accounts with key information from territory to be used in coordination with senior management and cross functional management to enhance businessResponsible for timely and accurate completion of all administrative duties including weekly reports, funding requests, expense accounts and market updates as required by the Regional Director - Hospital AccountsEffectively demonstrate continued development of selling skills, accurate identification of customer objectives and issues, and the creation of appropriate customer solutions using approved resourcesMaintain compliance with brand training assignments to retain maximum knowledge of brand and therapeutic area contentDevelop and demonstrate an understanding and awareness of customer processes, functions, and roles and provide a total solution to the customers' needs. This includes complete familiarity with the competitive products, changes within the competitive landscape and effectively managing time to regularly visit all accountsAdhere to expense budget as appropriateBuild customer relationships with key decision makers in all assigned accounts, who can campaign support for portfolio productsEnsure compliance with policies and procedures as well as credentialing requirements for healthcare institutions, including training and HIPAA requirementsAttend conferences, events, and internal meetings as directed by the Regional Director, Hospital Accounts, which may include weekends and or eveningsPerform other reasonable duties as assigned by Regional Director - Hospital AccountsHighlightsProactive - takes initiative, competitive, driven to get things done, positive response to pressureQuick to connect - fluent, fast talking, lively, and enthusiasticLeads the conversation, manage multiple priorities, explore new frontiersSense of urgency for goal achievementRisk takingAction oriented and somewhat collaborative decision makingAuthoritative leadership based on generalist expertise, knowledge of systemsEducation / KnowledgeBS/BA or higherWorking knowledge of the national GPO's and IDN'sExperience Requirements2+ years of direct experience as a Hospital RepresentativeRecent experience in the geography (local market knowledge and existing relationships with target Hospitals) preferredResidence within the current geography is requiredValid driver's licenseCompetence in Microsoft Office Suite - Word, Excel, and PowerPointCRM experience with Salesforce a plusCompetencies and SkillsAction Oriented - takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.Being Resilient - Rebounds from setbacks and adversity when facing difficult situations.Builds Networks - Effectively builds formal and informal relationship networks inside and outside the organizations.Communicates Effectively - develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences.Customer Focus - builds strong customer relationships and delivers customer-centric solutions.Demonstrates Self-Awareness - uses a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.Drives Results - consistently achieves results, even under tough circumstances.Ensures Accountability - Holds self and others accountable to meet commitments.Instills Trust - Gains the confidence and trust of others through honesty, integrity, and authenticity.Interpersonal Savvy - relates openly and comfortably with diverse groups of people.Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictoryinformation to effectively solve problems.Persuades - uses compelling arguments to gain the support and commitment of others.Plans and Aligns - Plans and prioritizes work to meet commitments aligned with organizational goals.Resourcefulness - Secures and deploys resources effectively and efficiently.Working RequirementsAction Oriented - takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.Being Resilient - Rebounds from setbacks and adversity when facing difficult situations.Builds Networks - Effectively builds formal and informal relationship networks inside and outside the organizations.Communicates Effectively - develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences.Customer Focus - builds strong customer relationships and delivers customer-centric solutions.Demonstrates Self-Awareness - uses a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.Drives Results - consistently achieves results, even under tough circumstances.Ensures Accountability - Holds self and others accountable to meet commitments.Instills Trust - Gains the confidence and trust of others through honesty, integrity, and authenticity.Interpersonal Savvy - relates openly and comfortably with diverse groups of people.Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.Persuades - uses compelling arguments to gain the support and commitment of others.Plans and Aligns - Plans and prioritizes work to meet commitments aligned with organizational goals.Resourcefulness - Secures and deploys resources effectively and efficiently.

Created: 2025-01-31