West-Ward Pharmaceuticals

  • TERRITORY ACCOUNT MANAGER

    Job Location US-NJ-Eatontown
    Posted Date 2 months ago(2/14/2018 11:25 AM)
    Job ID
    2018-4305
    Job Function
    Sales & Marketing
  • Overview

    The Territory Account Manager is responsible for selling all products within an assigned geographical territory. The Account Manager will maintain and generate new business, promote products/programs, enforce GPO contract compliance, develop current and new account relationships, and achieve West-Ward’s corporate goals.

    The Account Manager is also responsible for working closely with Customer Service, which provides a timely and accurate function that serves the needs of both sales and our customers.

    Responsibilities

    KEY ACCOUNTABILITIES:

     

    Strategy

    • Identifies marketplace trends, communicates those trends to the sales team, and capitalizes on opportunities.
    • Prepares and utilizes sales tools to maximize effective customer presentations.
    • Utilizes product knowledge and sales skills to identify and meet customer needs.
    • Collaborates with Sales, Marketing, Customer Service, and Finance to provide a market-leading service level to our customers.
    • GPO Pull through
    • Develops key accounts

     

    Functional Responsibilities

    • Achieves quarterly and annual territory sales goals.
    • Increases sales in assigned territory and develops new
    • Business opportunities.
    • Launches new products and programs.
    • Manages territory effectively and maintains a regular call schedule to key accounts
    • Plans effectively
    • Customer Interaction
    • Meets sales targets & goals.
    • Manages day-to-day operations of the sales and marketing function with customers and colleagues.
    • Collaborates with internal departments (Customer Service, Finance, etc.) and external groups (wholesalers) to follow-up on any issues, questions or concerns expressed by our customers.
    • Applies effective organization, planning and time management skills.
    • Manages expense budget responsibly
    • Completes reports as requested by management containing information about sales calls and marketplace conditions.
    • Works & communicates with employees.
    • Business & product knowledge.
    • Manages & controls T&E expenses.
    • Ensures alignment with Standard Operating Procedures and adheres to West-Ward’s core values.
    • Adheres to corporate policies & procedures

     

    Metrics

    • Achieve or exceed quarterly and annual sales goals.
    • Maintain appropriate number of weekly sales calls.
    • Complete reports in a timely manner.
    • Provide competitive information on a regular basis.
    • Monthly reporting requirements.

    • Competitive Intelligence

     

    JOB cONTEXT:

     

    • Scope : This position requires regular travel (air/auto) within geographical territory

    COMMUNICATIONS & WORKING RELATIONSHIPS (Illustrative not exhaustive):

     

    • Internal: Sales team, Sales management, Customer Service, Marketing, Finance, Contracts

       

      External: Hospital buyers/pharmacists, purchasing departments, distributors, wholesalers

    Decision Making :

    • Decisions that can be approved: All decisions related to the day to day operations involving sales of West-Ward products.

       

      Decisions Recommended: All decisions related to the day to day operations and strategic direction of sales of West-Ward products.

    Qualifications

    QUALIFICATIONS

    • Bachelors degree required (Business or Science degree preferred)
    • Ability to travel (air/auto) on a regular basis

     

     

    EXPERIENCE

      • Candidate should have at least 4 years experience in the generic pharmaceutical industry
      • Demonstrated success in working as part of a cross-functional team
      • Significant knowledge and experience with the leading pharmaceutical customers
      • Must be a self-starter willing to meet aggressive goals and also willing to be actively involved in a team environment
    • Proficiency in Microsoft Excel, Outlook, Word & PowerPoint
    • Excellent computer skills

     

    SKILLS

    • Excellent oral and written communication skills

     

    • Strong relationship-builder with a proven track record of building relationships with colleagues and with external customers in the industry
    • Highly organized with strong computing skills
    • Strong project and time management skills

     

    BEHAVIORAL COMPETENCIES

    • Results driven
    • Detail and service oriented
    • Ability to thrive in a rapidly changing environment
    • Willingness to be “hands on”
    • Work in a professional manner; maintain sound judgement and a positive attitude

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