Job Title
Key Accounts Specialist - New York City
Requisition
JR000015836 Key Accounts Specialist - New York City (Open)
Location
New York, NY
Additional Locations
Job Description Summary
Fully functioning key account specialist role that plans and executes a sales process, focusing on covering key customer accounts. The key account specialist has broad knowledge of the customer and leverages business knowledge to expand relationships with customers. The key account specialist can fully and knowledgably articulate the strengths and limitations of assigned Keenova products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at institutional, group practice and office-based in a multi-city territory.
Job Description
Territory Planning
- Establish and maintain call objectives for geography with minimal consultation with Sr RSM, Key Accounts Specialist 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.
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.
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 Keenova.
- 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 Keenova established Policies on all interactions with Healthcare Professionals.
Post-call Follow Up
Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
Territory Management
- Effectively manage sample accountability program.
- Execute all administrative responsibilities including but not limited to:
- Complete weekly activity reports as needed.
- Synchronize, check email, and voicemail at least once a day.
- Update Sr RSM on territory business plan on a quarterly basis.
- Complete and track expense reports every 2 weeks at minimum or at the discretion of the Sr RSM.
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.
- Learn and apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
- 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.
Education & Experience
- Bachelor’s degree with 3-5 years’ relevant experience preferred.
- Biopharmaceutical Industry experience preferred.
- B2B sales experience required.
- All newly hired experienced (i.e. not entry level) Key Account Specialists should enter at this level, regardless of their tenure or experience elsewhere.
Knowledge
Able to understand technical issues (medical, computer, data analysis)
Skills & Abilities
Customer Orientation
- Externally Focused
- Actively Listens
- Manages Emotions
- Flexes Customer Approach
- Builds Customer Trust
Business Acumen
- Scans External Environment
- Makes No Assumptions
- Analyzes Market Trends
- Knows Keenova as a Business
- Leverages Internal Network
Product & Therapeutic Expertise
- Applies Product Knowledge
- Articulates Marketing Messaging
- Tailors Marketing Messaging
- Articulates Competitive Attributes
- Reframes Conversations
Drive for Results
- Acts with Sense of Urgency
- Communicates Compellingly
- Takes Initiative
- Creates Change
- Gains Commitment
Sells Effectively
- Initiates Dialogue
- Insightful Questioning
- Manages Relationships
- Advances Adoption
- Expands Account Depth
Personal Credibility
- Upholds Keenova’s Reputation
- Takes Accountability
- Adapts to Change
- Creates Openness
- Invests in Development
- Overnight travel is necessary (50% or more). Territory specific.
- Must have valid driver’s license.
- Ability to safely operate a motor vehicle.
- Ability to lift up to 10 pounds.
Keenova offers employees a Total Rewards package which includes competitive pay and benefits. To learn more about our Total Rewards benefits please visit: Keenova Careers | Serve and Grow with Purpose | Keenova
The expected base pay range for this position is $88K - $126K. Please note that base pay offered may vary depending on factors including job-related knowledge, skills, and experience.
This position is eligible for a bonus in accordance with the terms of the applicable program. Bonuses are awarded at the Company’s discretion.
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.
#LI-REMOTE
#LI-MR1
At Keenova, we believe that no one should be alone in their pursuit of better health. This purpose drives us as we pair quality therapeutics with human support—showing up in big moments and small to help patients find comfort and confidence.
We bring deep expertise and resolve to every therapeutic area we serve, including immunology, urology, men’s health, orthopedics, critical care, and pediatric endocrinology. We work with patients, care partners, and physicians to help them navigate healthcare system complexity and access therapies that make a meaningful difference.
We are Keenova—keen to solve, keen to serve. Learn more at www.keenova.com.
