Key Account Specialist - Northern CA

Why Endo?

We want the best and brightest people at Endo to help us achieve our mission to develop and deliver life-enhancing products through focused execution. Our nearly 3,000 global team members understand the important role we play in delivering healthcare and are dedicated to supporting each other as we work to bring the best treatments forward. Our shared values of Integrity & Quality, Innovation, Drive, Collaboration and Empathy guide our team and enable us to deliver upon our vision of helping everyone we serve live their best life.

At Endo, we are building a diverse, equitable and inclusive workplace, and we are looking for talented individuals to join our team.

Job Description Summary

Fully functioning key account specialist role that plans and executes a sales process, focusing on covering key customer accounts for Supprelin LA. The key account specialist has broad knowledge of the customer and leverages business knowledge to expand relationships with customers. The key account specialist can fully and knowledgably articulate the strengths and limitations of assigned Endo products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at institutional, group practice and office-based in a multi-city territory.

Job Description

Geography includes Northern California and includes San Francisco, Sacramento and San Jose.

Responsibilities:

Territory Planning

• Establish and maintain call objectives for geography with minimal consultation with Sr RSM, Key Accounts Specialist to assure proper portfolio balance and planned actions.
• Complete appropriate territory business plan for optimal activity implementing both virtual and live person to person customer facing
• Familiarizes self with all available data to formulate selling strategy on an individual account basis

Pre-call Planning

• Create effective call plans that include who to contact, how frequently to contact them, how to contact them (live, phone, web call).
• Execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.

Sales Call Execution

• Develop an understanding and use approved promotional materials to support marketing message.
• Employ effective selling (live and virtual) techniques aligning to current strategies set forth by Endo Pharmaceuticals.
• Attain and maintain performance guidelines for the following metrics:  call activity, appropriate utilization of samples, Quarterly Business Plan update.
• Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.

Post-call Follow Up

• Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.

Territory Management

• Execute all administrative responsibilities including but not limited to: 
  • Complete weekly activity reports as needed.
  • Synchronize, check email, and voicemail at least once a day.
  • Update Sr RSM on territory business plan on a quarterly basis.
  • Complete and track expense reports every 2 weeks at minimum or at the discretion of the Sr RSM.

Maintain & Expand Market & Professional Knowledge

• Executes quarterly and annual plans to achieve account objectives.
• Demonstrates basic knowledge of customer/account and their primary issues regarding the business, patients, and the payer landscape.
• Maintain working knowledge of specific healthcare issues, products and diseases states that enables quality engagement in meaningful dialogue, builds credibility and add value when calling on health care professionals.
• Maintain product knowledge base including patient education, consumer education, and factors influencing the market environment.
• Learn to execute core sales training curriculum.
• Remains 100% current on all Compliance Wire activities
• Learn to apply information regarding new and existing products as demonstrated by tests and Field Contact Reports.
• Gain understanding of local ‘Payer’ environment and incorporate appropriate sales strategies.
• Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations.

Qualifications

Education & Experience

• Bachelor’s degree with 1+ years’ relevant experience preferred. 
• Biopharmaceutical Industry experience preferred.
• B2B sales experience required.
• All newly hired experienced (i.e. not entry level) Key Account Specialists should enter at this level, regardless of their tenure or experience elsewhere.

Knowledge

•  Able to understand technical issues (medical, computer, data analysis)

Skills & Abilities

• Through active listening and questions, understands and has the ability to influence the customer's decision-making process and leads the customer to the most appropriate, positive decisions.
• High level of business acumen.
• Strong analytical skills.
• High customer service orientation with a sense of urgency to respond to customer needs.
• Strong conflict and problem resolution skills.
• Ability to develop key strategies at the account level and effectively execute.
• Strong interpersonal skills.
• Strong negotiating skills.
• Proven consultative selling skills.
• Ability to manage a budget effectively and independently.
• Highly organized and able to prioritize effectively.
• Strong presentation, verbal and written communication skills; with an emphasis on virtual engagement.
• High level of proficiency in Excel, Word, PowerPoint, CRM systems and other software programs.
• Tracking sales performance, analyzing data, and adjusting strategies are part of their routine.
• They collaborate with sales directors to meet territory sales goals.
• High aptitude for learning and situational awareness.
• Ability to work independently and collaboratively.

Physical Requirements

• Overnight travel is necessary (50% or more). Territory specific.
• Must have valid driver’s license.
• Ability to safely operate a motor vehicle.
• Ability to lift up to 10 pounds.

Compensation & Benefits:

Endo proudly offers a competitive package of total rewards to our team members, which include the compensation and robust offering of benefits described below.

The base pay target range for this position is indicated below. The selected candidate will be eligible to participate in the company’s uncapped sales incentive compensation program and its long-term incentive compensation program. The amounts of compensation under the company’s incentive compensation programs, if any, may depend on a variety of factors, including individual and/or company performance. Eligibility for such programs is subject to change.

Endo also offers a variety of benefits, which include medical insurance; dental insurance; vision insurance; optional supplemental medical insurance; health savings and flexible spending accounts; company-paid life insurance and additional voluntary life insurance; company-paid short-term disability and long-term disability insurance; a 401(k) savings and investment plan with discretionary match; and paid time off / holidays, determined in accordance with the company’s policies. Endo will also comply with any applicable state and local laws*. All benefit offerings and eligibility are subject to applicable plan terms and the company’s policies, which are subject to change.

Annual Base Pay Range**: $76,200 - $110,175

* Including, but not limited to, providing time off pursuant to the Colorado Healthy Families and Workplaces Act in accordance with its policies.

** Actual base pay may differ depending on a variety of factors including, but not limited to, the selected candidate’s level of experience, skills, education, geographic location and/or, in the case of non-exempt roles, the number of hours worked (for non-exempt roles, the Annual Base Pay Range above is based on 2,080 hours per year).

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Commitment to Diversity, Equity, and Inclusion:  

At Endo, our diversity unites and empowers us as One Team, and we are committed to cultivating, and valuing, each person’s unique perspective. We actively promote a culture of inclusion that draws strength from our broad spectrums of diversity, including race, ethnicity, religion, gender identity or expression, national origin, color, sexual orientation, disability status, age, and all our other unique characteristics, qualifications, demonstrated skills, achievements, and contributions, backgrounds, experiences, cultures, styles, and talents.

EEO Statement:

At Endo, we firmly believe in the principles of equal employment opportunity and strive to create an atmosphere where all employees, regardless of their race, color, creed, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability (including pregnancy), age, or military or veteran status, feel valued, respected, and empowered. Our commitment to EEO extends to every aspect of employment, including recruitment, hiring, training, promotions, compensation, benefits, transfers, terminations, and all other employment practices. We are dedicated to ensuring that all employment decisions are based on qualifications, skills, and merit.

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