Overview
Specialty Trade Account Manager
Under general supervision, the Specialty Trade Account Manager manages pharmaceutical manufacturer relationships, RFP’s(request for proposal), new product launch implementations and educates about Maxor Specialty Pharmacy services. Build relationships with manufacturers, advocate groups, prescribers, consultants and influencers within specific therapeutic categories. Establish and maintain professional relationships with all referral sources, pharma consultants, managed care organizations, health care executives and other healthcare organizations, and other appropriate referral sources. Demonstrate a high level of business acumen to be able to monitor product launches to consistently deliver revenue and gross profit goals. Effectively manage the company provided travel and expense budget to aid in the achievement of sales objectives. Manage and operate assigned commercial support functions (i.e. marketing, training, business development) that will augment identified staffing requirements for the specialty business unit. At all times, represent Maxor and its services in a competent, professional, and responsive manner. Maintain standards of high-quality customer service in compliance with Maxor’s policies and procedures.
Responsibilities
ESSENTIAL FUNCTIONS (These duties must be performed with or without reasonable accommodation. This document in no way states or implies that these are the only duties to be performed by the employee occupying this position):
Participate as an active team member of the Pharmacy Services Department by increasing the profitability and growth of the business unit.
Prepare action plans, RFP’s , and schedules to identify specific targets that focus on increasing LDD(limited Distribution Drug) access, profitability and ensuring overall growth.
Maintain current knowledge of all products and services offered by Maxor Specialty and health system partners and looks for new opportunities for growth related to pharmacy and healthcare services.
Follow up on new leads and referrals resulting from pharmaceutical consultants..
Identify possible pharma manufacturer prospects, educates and establishes rapport with referral sources and makes business needed visits with all contacts to maintain positive working relationships and provide thorough follow through with all customers to resolve questions, issues, or concerns.
Support the development and implementation of new LDD access SWOT analyses, sales strategies, tactics, and processes that meet established standards and achieve desired sales goals.
Assure all marketing and sales processes comply with recognized legal, regulatory, and quality standards.
Assist with manufacturer communications, meetings and strategy as requested.
Continually seek ways to improve marketing skills, materials, and processes and ensure that opportunities to improve the efficiency of the LDD implementation process are identified, prioritized, and implemented to achieve reductions in costs while simultaneously meeting sales goals and targets.
Provides management reports of the business , product and pharmacy performance with timely and detailed feedback on potential issues, opportunities and best practices.
Coordinate with referral sources and operations staff to ensure timely, cost effective implementation of customer/client requirements and needs that result in positive outcomes and additional referrals.
Primary point of contact for the pharmaceutical manufacture pre and post launch, track progress of product referrals and net revenue vs. budgeted expectations and goals.
Travel as needed for sales calls, conferences and other related activities which may include overnight stays.
Work within budgeted guidelines for advertising, promotional items and customer relations.
Participate in the development and distribution of marketing brochures and literature.
Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals; report on special developments, information, or feedback gathered through field activity for quarterly business reviews.
Prepare weekly and monthly activity reports and upcoming reports as needed for submission to management.
Assume responsibility for impromptu report requests and attend functions affording such opportunities.
Responsible for obtaining the appropriate approval prior to all advertising, sales tactics and promotional strategies.
Participate in local and national trade shows and exhibits as needed.
Keep abreast of all new and pending referrals and continually evaluates referral sources for profitability.
Coordinate and maintain positive relationships with referral sources, customer service contacts, reimbursement centers, pharmaceutical manufacturers, etc.
Keep up to date on enhanced and core fee changes and understands the possible impact of those changes to the overall business of Maxor.
Has a good understanding and working knowledge of all company policies and procedures, JCAHO accreditation requirements and HIPAA guidelines.
Maintain good inter/intra departmental relationships and works to create an amiable teamwork atmosphere within the department and company.
Maintain an excellent driving record.
Promptly report any allegations of impropriety to the Compliance Department.
Comply with Maxor’s Ethical Business Conduct policy and Maxor’s Compliance Program.
Remain free from exclusion under the OIG and SAMS Medicare/Medicaid lists.
Complete required training, as assigned, within the established timeframes.
Must be able to cope with the mental and emotional stress of the position.
Maintain regular attendance in accordance with established policies.
Perform other job-related duties as assigned.
Qualifications
Education: Bachelor’s Degree in Marketing, Business or related clinical field required. Applicable experience may be used to offset degree requirements in special cases.
Experience: Five plus years of proven account management experience that is directly related to medical/pharmacy sales, healthcare or the duties and responsibilities specified.
Knowledge, Skills, and Abilities:
Highly developed sales and presentation skills.
Working knowledge of the healthcare industry, pharmaceutical companies , specialty pharmacy services, and medical/pharmacy insurance benefits and managed care as related to Maxor’s services.
Ability to see and understand industry trends and ability to use knowledge to implement successful strategies and marketing tactics to achieve company expectations.
Highly developed written and verbal communication skills with the ability to market effectively to a wide range of clients at all levels in a diverse environment.
Excellent teamwork and collaborative skills.
Must be innovative, self-confident, assertive, reliable, trustworthy, and sincere with a competitive nature and drive to succeed.
Ability to effectively use Microsoft Word, Excel, PowerPoint, ACT or other database management software.
Ability to operate virtual meeting platforms to engage customers in remote sales and learning opportunities (Ring, Zoom, Microsoft Teams, Etc...)
Efficient planning and scheduling techniques.
Excellence in interpersonal skills with the ability to motivate, persuade and influence others.
Ability to exemplify tenacity without the fear of failure.
Proven ability to meet company sales goals and targets.
Ability to utilize advertising and/or sales promotion techniques.
Excellence in customer service and ability to follow through all commitments and responsibilities to completion.
Ability to analyze and solve problems.
Ability to read, understand and interpret financial statements.
Knowledge of customer legal, regulatory, and other standards including Stark, Federal Anti-Kickback, Regulatory Safe Harbors, FDA, and HIPAA.
Ability to identify and/or follow up on all sales leads and referrals.
Willingness to be involved in charitable organizations and/or other community activities.
WE OFFER
At Maxor, we foster a diverse and progressive culture that promotes a work-from-home model and a "dress-for-your-day" approach to work attire. Our team-oriented environment encourages collaboration and innovation.
We offer highly competitive compensation and comprehensive health benefits including:
- Comprehensive mental health and wellbeing resources
- Nationwide Blue Cross Blue Shield PPO with employee-friendly plan design, including a $850 individual annual medical deductible and $25 office visit copays, with low biweekly premiums
- Company-paid basic life/AD&D, short-term and long-term disability insurance
- Rx, dental, vision, other voluntary benefits, and FSA
- Employer-matched 401k Plan
- Industry-leading PTO plan
- And more!
Apply today at: https://www.maxor.com/careers/
Maxor is an EOE, including disability/vets
