Key Account Manager - Western Division

Position Summary

The Key Account Manager is responsible for successfully managing relationships with an assigned set of key customers, as well as for gaining new business from an assigned target list that is mutually developed in conjunction with Sales Organization leadership. In particular, the Key Account Manager is responsible for fostering long-term relationships, at the appropriate levels, between the strategically identified customer, FFF, and other organizations such as group purchasing organizations, IDNs, other group aggregations (for example, affinity groups aggregating their commitment and volume together) and professional organizations. Success ultimately is defined in terms of sales and/or penetration into each product category. Key Account Manager maintains frequent contact and coordination with all sales organization employees and appropriate in-house staff and key industry representatives.

This position will be covering Southeast Texas (Houston, Austin, San Antonio, Corpus Christi), Alaska and Hawaii. Incumbent must live within the designated Texas region.

Essential Functions and Duties

• The Key Account Manager provides leadership and support to TMs, SDRs and others to meet customer requirements of FFF's products and services. This position leads the development and execution of strategic and tactical plans to drive revenue and market share growth. This will be accomplished by providing cross-functional leadership, working with Sales, Finance, Customer Service, Operations, Sales Operations, Materials Management, Product Management and third-party business partners. Key attributes include the following Accountabilities:
• Establish new, and maintain existing, customer-intimate relationships with key individuals with assigned accounts - (including, but not limited to, Hospital Systems, Integrated Delivery Networks, Individual Hospitals, GPOs, Non-Acute and LTC Providers).
• Responsible for implementing FFF portfolio pull-through (i.e., Plasma, Vaccines, FDI systems, unmet needs) to maximize FFF penetration and profitability.
• Conduct required business reviews with assigned accounts and focus on non-performers. Develop programs to improve sales and/or contract compliance.
• Act as the interface between Sales personnel and corporate office staff in order to facilitate effective and accurate information and communication.
• Work with Manufacturer Sales Teams and GPO leadership, including Committee Members, to maximize customer value.
• Continuously strive to improve processes, service quality to internal and external customers, and employee relations.
• 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.
• Represent the Company in a professional manner and appearance at all times.
• 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.

Education, Knowledge, Skills, and Experience

Required Education:

• Bachelor's Degree in or a related field of study; MS/MBA degree a plus.

Required Knowledge:

• In-depth knowledge of the healthcare industry and knowledge of healthcare contracting required.
• Must demonstrate ability to build/maintain strong internal/external relationships.

Required Experience:

• Minimum of eight (8) years proven successful medical, pharmaceutical, and/or biological sales experience.
• Encourage teamwork by treating all subordinates fairly; Keep employees informed of department/Company plans; Encourage group participation; Value employees' input; Acknowledge achievements; Lead by example.

Required Skills:

• Leadership; Personal Effectiveness; Performance Driven; Strategic Thinking; Works effectively in a team environment; Ability to anticipate market shifts and trends; Ability to effectively lead sales force to non-performing accounts and follow up until issue is resolved.
• Must have effective verbal and written communication skills

Preferred Skills:

• Must have strong organizational skills
• Must have a detail orientation and the proven ability to prioritize work
• Sound decision-making abilities
• Must have the ability to work with limited supervision and as part of a team

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 frequently. Working condition include normal office setting. Employee shall provide a dedicated, private and safe working space in his/her home as an office, in a non-bedroom location free of distractions, with appropriate and ergonomically correct furniture, all subject to FFF's approval (the "Home Office"). Employee shall obtain any necessary local governmental permits to allow work in the Home Office.

Travel:

Heavy travel is required, from a minimum of 50% up to 100% of work time.

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

None

Employee Benefits Available for FFF Enterprises Team Members

Employee benefits include:

• Medical Insurance
• Dental Insurance
• Vision Discount Program
• Vision Insurance Plan
• Health Savings Account (HSA)
• Flexible Spending Account (FSA)
• Dependent Care Flexible Spending Account
• Employee Assistance Program (EAP)
• Group Life and AD&D
• Voluntary Supplemental Life Insurance Plans
• Short Term Disability
• Long Term Disability Income Protection
• 401k Profit Sharing Retirement Plan - Discretionary Match
• Discretionary Bonus
• Supplemental Insurance Plans
• Prepaid Legal/Identity Theft Plan
• Paid Holidays/Vacation/Sick Days
  • Seven (7) Paid Holidays, Two (2) Week Vacation, Five (5) Sick Days, and One (1) Float Day for CA, NC, and TX
    All Other States Receive One Hundred Twenty (120) Hours of PTO
• Tuition Reimbursement Program
• Notary Services
• Employee Referral Bonus
• Vendor Discount Programs
• Corporate Individual Travel Program

(Note: We comply with the ADA and consider reasonable accommodation measures that may be necessary for eligible applicants/employees to perform essential functions. Hire may be subject to passing a medical examination, and to skill and agility tests.)