What We’re Looking For

The Key Account Manager will oversee the relationship of the company’s most important clients. While acting as a company ambassador, the Key Account manager will ensure a proper sales strategy is implemented and the needs of their accounts are supported through all channels of communication.

What You Will Do

• Develop strong relationships with a portfolio of major clients (up to 200 clients)

• Through the utilization of PCCA tools and services, assist pharmacy stakeholders with the growth of their compounding practice, grow market share and reduce risk of Churn with PCCA.

• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.

• Develop and manage a sales funnel while paying close attention to important products and viable revenue opportunities.

• Prepare and Present regular reports of progress and forecasts to your respective manager and active management of the opportunity pipeline within the CRM. (Weekly, monthly, quarterly)

• Resolve any concerns faced by customers and manage complaints as a trusted advisor.

• Leads, coordinates, and interacts in a proactive role the key accounts in the territory, i.e., initial set up, troubleshooting, questions, updating sales data in the system, investigations, resolutions, deliveries, sales calls, respond to queries, bulk sales conversations, and bulk sales follow-up, provide updates on new chemicals, and/or products, etc.

• Uses Company tools and software to analyze sales and discuss progress with accounts and management.

• Uses video conference tools and develops an outreach strategy to maximize revenue opportunities amongst all key pharmacy stakeholders.

• Leverages member benefits/loyalty program available to key accounts.

• Maximize and leverage PCCA member clinical services with each respective client and create a growth strategy with the respective pharmacy team.

• Focusses their efforts on development opportunities, revenue growth and long-lasting relationships.

• Engage with cross functional leaders to support further growth and development of Key Accounts.

• Presents the top products/services/trends/competition of your region and company

• Travel to select areas of the geographic regions of your maintained portfolio (up to 10 days a month)

• Gains an understanding of pharmacy business practices and industry trends within pharmaceutical compounding.

• Complete an intense 7-week online PCCA University sales program

• Leads and facilitate Member business reviews weekly, monthly, quarterly as set out with the customer and their respective teams.

• Facilitates or Leads specialty training and presentation for owner and their teams based on member needs for growth 

• Work directly with the clinical services team to provide an enterprise selling solution and organize strong conversations relating to the client’s respective growth opportunities.

• Assists with related special projects and events, as required

The Position & Who You Are

As a Key Account Manager, you will be responsible for managing 60-100 client relationships within an assigned geographic portfolio. Some of your clients will be new while others may have been a PCCA member for several years. You will work with your client on a regular basis to understand their goals, aligning them with the necessary resources to achieve them and guiding their adoption and success within their PCCA membership. Along the way, you will get to know PCCA Clinical and membership offerings incredibly well and help your clients fully maximize all benefits and services. Most importantly, you will focus on maintaining market share and identify revenue growth opportunities.

In working with your clients, you will find that no two of them are the same. In the morning, you could be working with a pharmacy staff member who is responsible for all sales and marketing functions for the respective pharmacy. In the afternoon, you could be talking to the Pharmacist or Compounding Lab Manager who is responsible for all pharmacy purchasing decisions and product/service offerings.

Your day-to-day is a mix of proactive and reactive work, and KAMs have a lot of autonomy in managing their “book of business”. The strategic, proactive work includes a variety of outreach through face-to-face strategic meetings, connection through video conferencing platforms, phone conversations, SMS and email with important client stakeholders. A main area of focus relates to progress, make strategic and tactical relationships, and keep them up to date on the latest and greatest features from PCCA. The reactive work runs the gamut from questions about invoices, to “how to” questions about their membership access, to conducting health checks that ensure your customers are seeing value from the organization. You will also partner with several PCCA departments that have an impact on a product/service/clinical reference that relates to overall revenue growth. Overall, you will continuously manage existing revenue streams, as well as utilize business intelligence tools and a sales funnel to identify new areas of growth.

• Bachelor’s degree 
• Five years of sales experience (Medical, Pharmaceutical and Technical expertise)
• Pharmacy or Compounding experience a plus.
• Self-starter and possess a tremendous of initiative and drive.
• Ability to work independently as well as in a team environment
• Excellent organizational, multi-tasking, presentation, math, time management and interpersonal skills
• Excellent verbal and written communication skills 
• Advanced level computer skills in Microsoft Word, PowerPoint, Outlook, Excel, a contact management software, and Business Intelligence tools.
• Established track record managing an existing revenue portfolio of accounts, high-end services/solutions in Pharmaceutical, Medical Device or related industries, a plus
• A keen focus on developing strong, long-lasting relationships while demonstrating the ability to offer enterprise solutions as a trusted advisor.
• The ability to go above and beyond for your clients and quarterback all needs and wants for their pharmacy needs.

Certifications:

• Sales training or formal sales system experience and knowledge.

Who We Are

PCCA helps pharmacists and prescribers create personalized medicine that makes a difference in patients’ lives. As a complete resource for independent compounding pharmacists, PCCA provides high-quality products, education, and support to more than 3,000 pharmacy members throughout the United States, Canada, Australia and other countries around the world. Incorporated in 1981 by a network of pharmacists, PCCA has supported pharmacy compounding for more than 37 years. Learn more at www.pccarx.com.