Key Account Specialist

Position Summary

The Key Account Specialist (KAS) is a remote role responsible for driving sales inlow / mid-tier customers & differentiating FFF’s portfolio of services, solution sand products. The KAS has expert knowledge of FFF’s products and therapeuticcategories, 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 assignedcustomer segments, including but not limited to IDNs, Hospitals, Medical Groups, Specialty Clincs, and Infusion Centers.

KAS customer calls are completedthrough 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.

Annual sales of $4 Billion Dollars.

• 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 trade shows 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…