Key Account Manager I

Company Overview

Upsher-Smith is a specialty pharmaceutical company focused on developing and commercializing innovative medicines for rare diseases with unmet needs. With an initial focus on Infantile Spasms (IS) - a rare and sometimes life-threatening form of pediatric epilepsy - we recognize the significant emotional burden this condition imposes on families. Upsher-Smith is working to offer an enhanced treatment option for families affected by IS and other rare diseases.

Role Summary

The Key Account Manager (KAM), reporting to the National Sales Director, will work strategically to increase awareness and create demand for Upsher-Smith products and ensure optimal delivery of Upsher-Smith product to key institutions and appropriate customers in an ethical and compliant manner. The KAM will provide comprehensive disease and product knowledge and understanding, identify customer needs, align marketing resources, and support results relating to Upsher-Smith products. This individual will represent and communicate the Upsher-Smith corporate mission of improving patients' lives suffering from rare diseases. Territory geography will cover Washington, D.C., New Jersey, New York City and surrounding areas (geography boundaries are subject to change).

Essential Functions

Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

• Perform all business within compliance and regulatory guidelines.
• Develop excellent product and disease state knowledge to engage in comprehensive discussion with healthcare providers.
• Design local strategic and tactical business plans to achieve sales goals, differential resource allocation, and practice effective budget and expense management within assigned territory.
• Successfully pursue and qualify leads and successfully profile new accounts.
• Drive product promotion, communicate disease state knowledge, and deliver solutions while successfully fulfilling marketing strategies.
• Accomplish key performance indicators for customers in the assigned territory.
• Effectively detect and examine new developments in targeted healthcare systems, identify potential opportunities and risks, drive push, and pull through programming, and develop and maintain strong customer relationships with healthcare professionals. Adapt and shift strategy accordingly.
• Demonstrate strong pre-call planning with the skill to create product access messaging by applying formulary and product sales performance data for physicians.
• Examine and improve call planning and outreach to maximize schedule centered around distinctive territory factors.
• Collaborate with advocacy groups to encourage patient education and disease state awareness in the area.
• Exhibit strong knowledge of the local managed care reimbursement dynamics and successfully communicate approved essential reimbursement information to healthcare providers.
• Deliver timely feedback on marketing approaches and evaluate market conditions.
• Actively participate in scheduled Upsher-Smith sales meetings, conference calls, and other business meetings, and attend key medical education programs, exhibits, and conventions.
• Successfully complete required training, testing, and product certifications by assigned deadlines.
• Successfully complete all administrative management tasks including effective use of the CRM and expense reporting.
• Maintain all Upsher-Smith supplied equipment and materials in a safe and functional condition.
• Other duties as assigned.

The above statements are intended to describe the nature of work performed by those in this job and are not an exhaustive list of all duties. Nothing in this job description restricts managements right to assign or reassign duties and responsibilities to this job at any time which reflects management's assignment of essential functions.

Minimum Education / Experience Requirements

• Bachelor's degree.
• 5+ years of pharmaceutical industry or healthcare experience; 1+ years of sales experience required. Pediatric, neurology, and/or rare diseases highly preferred.
• Working knowledge and recent experience with specialty pharmacy distribution required.
• Proven success of institutional / hospital experience calling on hospitals and networks preferred.
• Product launch experience with a proven track record of success preferred.
• Valid US driver's license.
• 1 or no moving violations or collisions within the past two years.

Other Skills & Requirements

• Strong organization, presentation, and communication skills.
• Strong self-motivation/initiative, decision-making skills, judgment, strong cross-functional collaboration skills, and adaptability.
• Ability to successfully advise and build a business plan based on customer business needs, resources, and products.
• Skilled in analyzing data and metrics to evaluate objectives progress as well as identify performance issues and recognize new opportunities.
• Experience building new customer relationships and communicating scientific information to customers.
• Some travel to field-based locations including training and sales meetings periodically.
• Proven sales rankings, awards, and achievements.
• Ability to travel domestically 50 - 70%+ of the time, including overnight and weekend travel.

• Regularly travel to field-based locations.
• Occasionally mobile within home office environments.
• Constantly operating a computer, printer, phone, and other similar office machinery.

Upsher-Smith Laboratories, LLC is committed to providing equal employment opportunity to all applicants and employees according to all applicable equal opportunity and affirmative action laws, directives and regulations of federal, state and local governing bodies and agencies. In keeping with this commitment, Upsher-Smith Laboratories, LLC will recruit, hire, train and promote persons in all job titles, without regard to race, color, creed, religion, sex (including factors related to pregnancy or child birth), national origin, age, marital status, familial status, disability, sexual orientation, gender identity status with regard to public assistance, employment status, local human rightscommission activity, status as a protectedveteran, genetic information, atypical hereditary cellular or blood trait, or any other protected category.