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Account Manager

3 weeks ago

Montréal QC, Canada Paladin Labs Full time

Sommaire de la description d'emploi

The Account Manager, plans and executes the sales process for Penthrox. This role focuses on covering key customer accounts for HCPs working in clinics and selected hospitals. The Account Manager has broad knowledge of the customer and leverages business knowledge to expand customer relationships. This role uses established relationships and ongoing interactions to maintain trust and bring value to all relevant contacts in facilities, group practices and offices across a multi-city/province territory. The Account Manager can fully and knowledgeable articulate the strengths and limitations of assigned products and competitor products and uses established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts, at group practice and office-based clinics as well as at a select few institutions in a multi-city/province territory.

Description d'emploi

Accountability

Responsibilities

% of Time

Territory Planning

  • Establish and maintain call objectives for geography with mínimal consultation with National Sales Director to assure proper portfolio balance and planned actions.
  • Develop and complete appropriate territory business plan for optimal activity implementing both virtual and live person to person customer facing.

10%

Pre-call Planning

  • Create effective call plans that include who to contact, how frequently to contact them, how to contact them (live, phone, web call).
  • Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.

5%

Sales Call Execution

  • Understand and use approved promotional materials to support marketing message.
  • Employ effective selling (live and virtual) techniques aligning to current strategies set forth by Paladin Pharma.
  • Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.
  • Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.

35%

Post-call Follow Up

  • Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.

5%

Territory Management

  • Effectively manage sample program.
  • Design and develop strategic plans for accounts by analyzing, researching, and identifying opportunities

- Execute all administrative responsibilities including but not limited to

  • Complete weekly activity reports as needed.
  • Update sales director on territory business plan on a quarterly basis.
  • Complete and track expense reports every 2 weeks at minimum or at the discretion of the National Sales Director.

10%

Maintain & Expand Market & Professional Knowledge

  • Maintain an in-depth and sophisticated knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
  • Maintain an expert product knowledge base including patient education, consumer education, and factors influencing the market environment.
  • Learn and execute core sales training curriculum.
  • Gain understanding of local ‘Payer’ environment and incorporate appropriate sales strategies.
  • Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.

10%

Customer Support

  • Acts as a consultant and advisor to customers and potential customers, providing guidance and information to assist them in evaluating their options.
  • Provides to Team and customers product information/clinical data appropriate information regarding Penthrox and facilitates training on same.
  • Develops and implements a working remote geography business plan that includes account segmentation, forecasting, marketing initiatives, and sales execution strategies (i.e., staff training pull through plans, etc.).
  • Develops strong relationships with key decision makers at multiple levels.
  • Develops and coordinates virtual HCP training programs, practice enhancement in-services.
  • Demonstrates and provides virtual technical product and procedure expertise.
  • Responsible for demonstrating knowledge of target customers, competitive accounts, new growth opportunities, and time and geography management; preparing and submitting reports to NSD consistently on a monthly basis.
  • Demonstrates strong customer service focus and ability to effectively communicate value propositions.
  • Has expert knowledge of Penthrox and of competitive products and positioning.
  • In-person face to face meetings may be scheduled based on customer need (not to exceed 50% of total time). Product demonstrations, lunch and learns and live education programs/in-services may be conducted.
  • Identify and attend regional and national c