Key Account Manager - Sarasota, FL- Neurology - EMD Serono

Position Description

About the Company

EMD Serono, Inc., an affiliate of Merck KGaA, Darmstadt, Germany, is a leader in the US biopharmaceutical arena, integrating cutting-edge science with unparalleled patient support systems to improve people’s lives. The company has strong market positions in neurodegenerative diseases, MS and endocrinology. EMD Serono is also a leader in fertility treatments. With a clear focus on the patient and a leadership presence in the biopharmaceutical industry, EMD Serono’s US footprint continues to grow, with more than 1000 employees around the country and fully integrated commercial, clinical and research operations in the company’s home state of Massachusetts.

Description

Manage sales at the territory level and serve as the primary liaison between customers and EMD Serono. The territory is from Palm Harbor to Naples on the coast with Sarasota at the center. This position focuses on building customer alliances, establishing and maintaining product market leadership and achieving short and long term sales objectives by identifying customer needs and providing solutions to create a professional relationship between the customer and EMD Serono.

KEY TASKS & RESPONSIBILITIES

Sales

Achieve territory sales goals and objectives consistent with Company and TA guidelines, KAM core competencies through The Merck Competency Compass, and PhRMA guidelines. Maintain aggressive goals and objectives for continued growth.

Professionalism

• Accountability
• Optimism
• Ownership
• Energy and Drive
  Budgeting
• Manage the territory budget and accurately report budget activity to Area/Regional management.

• Develop and maintain strong working relationships with the MS/Neurology medical community, with a high science approach focused on identifying needs and providing solutions.
• Develop and maintain strong working knowledge and relationships with decision makers in the reimbursement and managed health care systems.
• Plan, organize and deliver effective and approved presentations to achieve product formulary acceptance and reimbursement.
• Develop and maintain a collaborative approach with EMD Serono peers and teammates, such as Marketing, Sales, Strategic Accounts, Medical Operations, Training, Managed Markets, and Medical Reimbursement Specialists.
• Seek out, establish and maintain an excellent level of communication with regional Neurology management.
• Provide all necessary and requested field data on a timely basis.
• Plan and implement effective medical and patient educating programs.
• Assist Area Business Director in planning and executing regional meeting functions and actively participate in open presentations and discussions regarding product marketing and/or sales plans.
• Influence, guide and support peers in achievement of their individual territory goals.

• Actively demonstrate the highest level of professionalism, ethical behavior and integrity in all aspects of KAM role.
• Recognize and demonstrate sensitivity to and maintain a level of confidentiality of the disease therapeutic entity.
• Maintain a professional demeanor consistent with EMD Serono pharmaceutical sales philosophy, protocols and guidelines.
• Maintain an excellent level of continuous-improvement, personal and professional growth to grow territory sales and accomplish territory objectives.
• Maintain a high level of home office and regional interaction to determine and communicate additional market and sales opportunities, as well as create and participate necessary to effectively seize these opportunities (i.e, focus groups, field tests, etc).Demonstrate leadership with peer groups and management helping to propagate a single (ONE) team approach to the business.

EDUCATION LEVEL AND LANGUAGES REQUIRED

• Bachelor’s Degree required.
• A valid and active driver’s license is required for this position.
• English required. Other language skills may be considered a plus.

• Minimum 5-7 years sales experience in the pharmaceutical/health care industry with demonstrated success in sales performance.
• Experience in MS, Neurology, CNS markets highly desired.
• Scientific or clinical background desirable.

• Knowledge of managed care and reimbursement systems and pull through strategies highly desirable.
• Able to support multiple tasks, initiatives, and projects simultaneously
• Self-motivated and must thrive on challenge
• Ability to work as a member of a team to accomplish goals.
• Excellent communication, organizational and interpersonal skills.
• Energetic, flexible, enthusiastic and highly motivated.
• Customer oriented.
• Must have compassion or a passion for MS/Neurology patients.
• Strong sales, time management and administrative skills
• Minimum of intermediate level computer skills (MS Office products) required.