Job Details

Description

Position Summary

The Vice President, Key Account Management is responsible for leading a high-performing Key Account Manager (KAM) sales team and all aspects of the sales process, achieving FFF Enterprises Gross Sales and Net Sales financial objectives. Utilizing diverse commercial selling models, this Sales Leader is accountable for generating profitable sales growth across the entire FFF Enterprises portfolio, deploying programs, services, and solutions in existing and new business segments, and committed to cultivating an inclusive, high-achieving, and forward-thinking team within the sales function, aligned with FFF Enterprise’s organizational values.

Dimension:

Annual sales of $4 Billion Dollars.

Essential Functions and Duties

• Leadership and Sales coaching for improved performance: provide vision, leadership, coaching, development and oversight to direct reports and sales teams. Responsible for recruitment, selection, retention, and engagement of the sales team, including ongoing review of talent and performance management, while building bench strength for future growth.
• Lead, train and coach the FFF Customer Engagement Strategy & Sales Framework including all phases of account management sales and provide guidance, leadership, coaching, and developmental oversight to direct reports.
• Create Strategic Account Plans & Growth Strategy. Identify mutual goals, align customer needs with FFF capabilities, develop a growth strategy, apply relevant solutions, identify & overcome obstacles.
• Develop & Deliver Executive Account Briefings. Activate and align the internal FFF organization with customer's objectives and priorities to create value & growth.
• Responsible for sales objectives/quotas and FFF customers within a broad range of customer segments, including but not limited to IDNs, Hospitals, Medical Groups, Specialty Clinics, and Infusion Centers.
• Support team engagement and professional development by providing routine coaching and support. Provide clear direction on FFF strategy implementation and execution.
• Travel with Key Account Managers in their assigned territories to develop relationships with customers and support sales objectives.
• Define team goals and objectives consistent with FFF's strategic objectives and ensure team successfully achieves sales targets.
• Develop and maintain a partnership with key internal stakeholders.
• Adheres specifically to all company policies and procedures, Federal and State regulations, and laws
• Display dedication to position responsibilities and achieve assigned goals and objectives.
• Always represent the Company in a professional manner and appearance.
• Understand and internalize the Company’s purpose.
• Display loyalty to the Company and its organizational values.
• Display enthusiasm and dedication to learning how to be more effective on the job and share knowledge with others.
• Work effectively with co-workers, internal and external customers and others by sharing ideas in a constructive and positive manner; listen to and objectively consider ideas and suggestions from others; keep commitments; keep others informed of work progress, timetables, and issues; address problems and issues constructively to find mutually acceptable and practical business solutions; address others by name, title, or other respectful identifier, and respect the diversity of our work force in actions, words, and deeds.
• Comply with the policies and procedures stated in the Injury and Illness Prevention Program by always working in a safe manner and immediately reporting any injury, safety hazard, or program violation.
• Ensure conduct is consistent with all Compliance Program Policies and procedures when engaging in any activity on behalf of the company. Immediately report any concerns or violations.
• Other duties as assigned.

Qualifications

Education, Knowledge, Skills and Experience

Required Education:

• Bachelor’s degree required; business, marketing or life science preferred.
• Advanced degree in business, marketing or life science is preferred.

Required Experience:

• Must have at least ten (10) years of biopharmaceutical, medical and/or healthcare sales management experience; preferably in account management.
• Must have at least ten (10) years of experience in biopharmaceutical, medical and/or healthcare related account management sales & strategy.
• Must have a strong background working with IDNs, GPOs, Wholesaler / Distributors, Hospitals, Medical Groups, Specialty Clinics, and Infusion Centers.

Required Skills:

• Agile, nimble sales leader with ability to lead change.
• Analytical and sales analysis skills.
• Capability to provide leadership and direction in a fast-paced and complex environment.
• Strong leadership presence, business case development & communication skills.
• Ability to develop relationships with key stakeholders and influence those involved in making decisions that impact assigned territories.

Preferred Skills:

• Account Management Sales Leadership
• Multi-level Management Scope
• Direct Channel Experience (Wholesaler & Distributor)
• Depth & Direct Experience in Targeted Customer Types
• Sales Training & Development
• Customer, Channel and/or Brand Marketing
• Customer Contract Negotiation, Implementation & Execution

Physical requirements

Vision, hearing, speech, movements requiring the use of wrists, hands and/or fingers. Must have the ability to view a computer screen for long periods and the ability to sit for extended periods. Must have the ability to work the hours and days required to complete the essential functions of the position, as scheduled. The employee occasionally lifts up to 20 lbs. and occasionally kneels and bends. Must have the ability to travel occasionally. Working condition include normal office setting.

Mental Demands

Learning, thinking, concentration and the ability to work under pressure, particularly during busy times. Must be able to pay close attention to detail and be able to work as a member of a team to ensure excellent customer service. Must have the ability to interact effectively with co-workers and customers, and exercise self-control and diplomacy in customer and employee relations’ situations. Must have the ability to exercise discretion as well as appropriate judgments when necessary. Must be proactive in finding solutions.

Direct Reports

Yes

EEO/AAP Statement

FFF Enterprises/ NuFactor is an equal opportunity employer to all and prohibits discrimination and harassment based on the following characteristics: race, color, caste, religion, religious creed (including religious dress and grooming practices), national origin, ancestry, citizenship, physical or mental disability, medical condition (including cancer and genetic conditions), genetic information, marital status, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender, gender identity, gender expression, age (40 years and over), sexual orientation, veteran or military status, medical leave or other types of protected leave (requesting or approved for leave under the Family and Medical Leave Act or any state protected leaves), domestic violence victim status, political affiliation, reproductive health decision-making, and any other characteristic protected by state or federal anti-discrimination law covering employment. These categories are defined according to Government Code section 12920. The Company prohibits unlawful discrimination based on the perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics.