Key Account Specialist

Position Summary

The Key Account Specialist (KAS) is a remote role responsible for driving sales in low / mid-tier customers & differentiating FFF’s portfolio of services, solutionsand products. The KAS has expert knowledge of FFF’s products and therapeutic categories, including blood plasma products, vaccines, dermatology, branded pharmaceuticals, and other products. The KAS will be responsible for territory sales objectives and support FFF customers within a broad range of assigned customer segments, including but not limited to IDNs, Hospitals, Medical Groups, Specialty Clincs, and Infusion Centers. KAS customer calls are completed through various methods (e.g. primarily phone & virtual, some at conferences & in-person). Success will be achieved by assessing business opportunities and developing sales plans for targeted customers within their respective territory. In addition, the position will participate in a coordinated team selling environment including the National Accounts Teams and Key Account Management (KAM) teams.

Dimension:

Annual sales of $4 Billion Dollars.

Essential Functions and Duties

• Commercial Strategic Initiatives & Priorities – Understand and implement FFF priorities and deliver excellent customer service to all assigned customers. Fully execute the operational & transactional elements of the role. Grow business in assigned territory by focusing on low / mid-sized  customers not being serviced by other FFF sales teams.
• In-depth Customer Insight and Needs Identification – Ability to execute sales tactics, assess opportunities and implement solutions that meet customers’ needs.
• Account Planning – Support business planning and coordinated team selling efforts in large customers by working with FFF field sales teams and sales leadership. Develop and maintain relationships with key  influencers & decision makers in assigned accounts.
• Sales Call Execution – negotiate mutually beneficial outcomes, striving for excellence with the sales call. KAS customer calls are completed through various methods (e.g. primarily phone & virtual, some at conferences & in-person). Employees working from a home office must document and accomplish a minimum of 15 quality calls for each day in the quarter that they are not traveling. (Quality calls described as conversations between Sales Rep and customer whereas there is progress in the sales process. (Voicemails and Emails are excluded).
• Measure Business Results & Customer Relationships – KPIs and scoring progress, developing customer advocates, customer experience, team selling. KAS is responsible to develop and maintain relationships with key influencers & decision makers, including but not limited to: Directors of Pharmacy (DOP), Pharmacy Buyers, Physicians, Office Managers, Supply Chain, Lab Purchasing, Blood Bank, Health Department DOP, Oncologist, Neurologist, Dermatologist.
• Skill Build & Continuous Improvement – owning your own development, striving for excellence, apply coaching, implement training, keep up with & stay ahead of evolving customer needs.
• Travel within Territory as needed to grow and maintain sales (travel expected to be approx. 10-20%). Travel plans to be discussed with direct manager and documented in SFDC.
• Attend national tradeshows as directed by supervisor to support our customers and professional development. In person attendance at annual National Sales Meeting (NSM) and Mid-Year training sessions are mandatory.
• Develop and maintain partnerships with internal teams and key stakeholders within Commercial Operations, RNI and others.
• Work closely with Customer Service/AR for new account set-up and receivables management.
• Utilize standard computer software systems for daily tracking of sales; follow up on orders, review account status, pricing, allocations and credit information. The computer is also used daily for e-mail and contact management.
• Adheres specifically to all company policies & procedures, Federal and State regulations, and laws.
• Always represent the Company in a professional manner and consistent with the FFF values.
• Work effectively with co-workers, internal and external customers and others by sharing ideas in a constructive and positive manner; listen to and objectively consider ideas and suggestions from others; keep commitments; keep others informed of work progress, timetables, and issues; address problems and issues constructively to find mutually acceptable and practical business solutions; address others by name, title, or other respectful identifier, and; respect the diversity of our work force in actions, words, and deeds.
• Comply with the policies and procedures stated in the Injury and Illness

Prevention Program by always working in a safe manner and immediately

reporting any injury, safety hazard, or program violation.

• Ensure conduct is consistent with all Compliance Program Policies and procedures when engaging in any activity on behalf of the company. Immediately report any concerns or violations.
• Other duties as assigned.

Education, Knowledge, Skills, and Experience

Required Education:

• Bachelor’s Degree in a related field or four (4) years relevant experience in lieu of degree.

Required Knowledge:

• General knowledge of advanced concepts, practices and procedures related to inventory control

Preferred Knowledge:

• Four (4) years of successful industry related sales experience for non-degreed candidates. This can include inside / outside sales experience in related customer segments or Customer Care experience.

Preferred Experience:

• Experience managing territory sales and growth Targets
• Direct experience in targeted customer types (IDNs, SP, Med Grps, etc).

Required Skills:

• Exceptional communication skills (e.g. verbal, written and phone).
• Exceptional sales skills and relationship building skills.
• Working knowledge and application of Microsoft Office, etc.
• Balanced judgment and sound decision-making abilities.

Physical requirements

Vision, hearing, speech, movements requiring the use of wrists, hands and/or fingers. Must have the ability to view a computer screen for prolonged periods and the ability to sit for extended periods. Must have the ability to work the hours and days required to complete the essential functions of the position, as scheduled.  Must have the ability to lift and maneuver items of at least 20 lbs. Must have the ability to travel occasionally. Working condition include normal office setting.

Mental Demands

Learning, thinking, concentration and the ability to work under pressure, particularly during busy times.   Must be able to pay close attention to detail and be able to work as a member of a team to ensure excellent customer service.  Must have the ability to interact effectively with co-workers and customers, and exercise self-control and diplomacy in customer and employee relations’ situations.  Must have the ability to exercise discretion as well as appropriate judgments when necessary.  Must be proactive in finding solutions.

Direct Reports

No

EEO Statement

FFF Enterprises and Nufactor are an equal opportunity employer and prohibits discrimination and harassment based on the following characteristics: race, color, religion, national origin, physical or mental disability, gender, age (40 years and over) qualified veteran and any other characteristic protected by state or federal anti-discrimination law covering employment. These categories are defined according to Government Code section 12920. The Company prohibits unlawful discrimination based on the perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics.

Acknowledgement

The above statements are intended to describe the general nature and level of work being performed by the incumbent assigned to this classification.  They are not intended to be construed as an exhaustive list of all responsibilities, duties, and/or skills required of all personnel so classified. 

The undersigned employee acknowledges receipt of the Job Description for the employee’s position and understands the essential functions, responsibilities, and qualifications of the position.  Furthermore, the employee acknowledges that this Job Description does not include all the essential functions of this position, and that these essential functions may change as deemed necessary by the manager.

Education, Knowledge, Skills, and Experience

Required Education:

• Bachelor’s Degree in a related field or four (4) years relevant experience in lieu of degree.

Required Knowledge:

• General knowledge of advanced concepts, practices and procedures related to inventory control

Preferred Knowledge:

• Four (4) years of successful industry related sales experience for non-degreed candidates. This can include inside / outside sales experience in related customer segments or Customer Care experience.

Preferred Experience:

• Experience managing territory sales and growth Targets
• Direct experience in targeted customer types (IDNs, SP, Med Grps, etc).

Required Skills:

• Exceptional communication skills (e.g. verbal, written and phone).
• Exceptional sales skills and relationship building skills.
• Working knowledge and application of Microsoft Office, etc.
• Balanced judgment and sound decision-making abilities.