Cardiology Account Specialist - Grand Rapids MI

Role Summary

Cardiology Account Specialist – Grand Rapids, MI. Reports to the Regional Sales Director. Responsible for meeting and exceeding sales budgets and driving utilization of approved products with Heart Failure specialists, cardiology and related health-care professionals within assigned accounts. Develops strategic territory plans and collaborates with cross-functional teams to deliver an outstanding customer experience and contribute to regional sales objectives.

• Successfully meet and exceed established sales budgets with accountability for territory results.
• Drive appropriate utilization of approved products with (but not limited to) Heart Failure (HF) specialists, cardiology, nephrology, emergency medicine, nurse practitioners, HF clinic staff, and all other health care professionals within assigned accounts.
• Apply understanding and knowledge of heart failure and marketplace to effectively manage business opportunities and challenges.
• Provide relevant, thoughtful input to Regional Sales Director and other commercial and medical colleagues on field-based knowledge for potential strategic and tactical planning for territory, region and nation.
• Prepare, maintain, present and implement strategic customer and institutional specific territory plans.
• Execute marketing / sales initiatives to achieve business objectives for assigned accounts.
• Be a model of Mann Kind vision, mission and objectives. Actively participate in shaping of winning organizational culture.
• Operate within defined budgets for territory expenses. Manage resources to achieve territory and objectives.
• Conduct speakers programs (except where prohibited) in territory.
• Lead delivery of outstanding customer experience, satisfaction and retention.
• Establish and build deep understanding of account needs, stakeholders and competitive situation of accounts.
• Utilize sales reports to identify territory potential and key HF stakeholders.
• Organize and complete administrative responsibilities efficiently (including healthcare compliance, expense reports, call reporting in Veeva CRM, and other assignments by established deadlines).
• Provide input and instruction to all functions within Mann Kind that support ongoing sales market development.
• Consistently measure progress toward objectives, deliver business results and model leadership across region and organization.

• Required:
  
  A minimum of 5 years of healthcare sales experience in pharma specialty, hospital or in medical device/diagnostic, or in-kind experience/expertise. Preference given to candidates with experience with cardiovascular categories.
• Preferred: 1-year Institutional sales experience.
• Preferred: IDN experience is a plus.
• Required:
  
  Demonstrated track record of high achievement (top 30% ranking in 2 of last 5 years).
• Required:
  
  Experience with product launch.
• Preferred:
  Experience in Medicare population is a plus.
• Required:
  
  Strong team player that has a customer service approach and is solution oriented.
• Required:
  
  Must be able to provide exemplary customer service.
• Required:
  
  Must demonstrate strong written and verbal communication skills and be a polished meeting presenter.
• Required:
  
  Prior experience working a large geography; ability to travel overnight as needed within territory.
• Required:
  
  Experience working with a HUB and specialty pharmacies.
• Required:
  
  Experience in Medicare population with coverage determination facilitation OR extensive prior authorization experience.
• Required:
  
  Proficient in Microsoft Office as well as prior utilization of CRM systems.
• Required:
  
  Achieve and maintain a satisfactory driving record rating in compliance with the Company’s Motor Vehicle Driving Record Policy.

• Teamwork & Leadership:
  Functional influencer; builds effective partnerships and works collaboratively with others to meet shared objectives; knowledge of company structure; deliberately includes and inspires colleagues and team members.
• Execution:
  Consistently directs, drives, and holds others accountable for cross functional results; identifies ambiguity and a path forward; removes obstacles to facilitate work.
• Solution Maker:
  Dissects functional work/process issues to discover opportunities for improvement; leverages resources to deliver function-level solutions/improvements; begins building internal and external networks; demonstrates courage to ask questions, try new things, and provide feedback.
• Continuous Improvement:
  Creates new ways for self and team to be effective; proactively leverages resources where appropriate; early adopter and implementer of technology and student of industry.
• Awareness:
  Leverages awareness and recognition of the strengths and limitations of others; resolves ambiguity and helps others reframe questions to optimize ideas and solutions.
• Business acumen and interpersonal skills; strong communication; emotional intelligence; integrity and respect; presentation and facilitation skills; leadership; adaptability.
• High level of personal responsibility and accountability; strategic…