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xellia Key Account Manager - Pacific Northwest - 8062-2352 in Chicago, Illinois

This job was posted by : For more information, please see: Would you like to join an award winning organization that is dedicated to saving lives?


In 2019, Xellia Pharmaceuticals was recognized by the Business Culture Awards as an organization that has impacted its culture through transformative initiatives. Focused on building a sustainable environment through company values and a leadership promise to its employees. Our people make us what we are. We aim to attract the most talented, passionate employees in our industry and to earn their loyalty and commitment. We support our employees through comprehensive people resources processes ensuring that every employee is treated fairly and has a voice which is listened to and valued.


Is that you? If so, we want to learn more about you!


We are seeking a Key Account Manager (KAM) who's key responsibility will be to market and sell Vancomycin Ready To Use (Vanco RTU) within the Pacific Northwest Region (Seattle, San Francisco, Portland). The KAM is accountable for executing a 'targeted sales strategy' to attain Vanco RTU sales quotas within their individual assigned territory. The 'targeted sales strategy' is defined by 'focus' and 'depth' within the key account. The types of accounts will be IDN's/Alternate Sites/Government institutions. The KAM will work as part of a team, however, and have direct accountability for managing all aspects of the customer relationship including GPO contract compliance, price adjustments, new product launch, supply chain issues and product recalls.


Selling Vancomycin RTU is intricate and will involve a comprehensive team selling approach. Thus, it is expected that the KAM will utilize the Strategic Selling methodology. This technique will enable 'depth' of customer knowledge and provide Xellia with an understanding of any needs for adjustment or areas of differentiation. It will also capture red flags or missing information and identify the buying influence's (economic, user, technical and coach). The sales funnel will also be used as a tool to help focus the team on progress.


Key Responsibilities:


The ideal candidate will be a demonstrated professional who has a solid key account management experience, with demonstrated success in delivering on the following:

+ nDevelop Account Strategy, Segmentation and Target Setting

+ Prioritize action plan based on customer value

+ With Sales Leadership oversight, identify and develop targets by account

+ Create an overview of customer business, identify comprehensive understanding of customer needs (both long term and short term) and identify key buying factors beyond purchasing

+ Assess account opportunities, account trends and define aspirations

+ Understand formulary and P&T processes for assigned IDN's and key institutions



+ nBuild Customer Interactions and Relationships

+ Manage relationships with customer decision makers to build partnerships across customer organizations, allowing both parties to extract value

+ Build a strong relationship with senior customers, key decision makers and influencers beyond purchasing (total enterprise)

+ Conduct regularly scheduled and systematic performance reviews with key customers

+ Represent Xellia at select National trade association meetings and conventions



+ nIdentify and Drive Actions to Improve the Bottom Line

+ Develop and complete a monthly review of an immediate action plan with specific actions to improve earnings based on customer interactions and analytics

+ Develop and implement key strategic programs and procedures to maximize - product pull-through for each Key Customer (IDN and Large I stitution)



+ nCollaborate with Cross-Functional Teams

+ Coordinate information flow and action planning with relevant functions to create a cross-functional support team; align resources required to execute

+ Coordinate two-way flow of customer/competitor insights (e.g., shortages, competitor launches)

+ Create collaborative customer/supplier teams and share info

+ Provide weekly and real-time communication with sales and marketing teams to ensure the appropriate level of cross-functional support to execute effective pull through strategies on all products



+ nGeneral Administrative Duties

+ Record call activity, account information, competitive intelligence and prices through Xellia intranet Link and

+ Create reports/updates in Excel, Word, PowerPoint, Oracle BI and Lotus Notes


Qualificaitons n

+ Bachelor's degree required, Master's preferred

+ Minimum of 5 years in pharmaceuticals and/or hospital device/equipment sales, experience in institutional and/or IDN account management

+ Experience with or specific product understanding of multiple product offerings (i.e. RTU, Injectable, premix, etc.) (Preferred)

+ People management and/or home office experience (Preferred)

+ Extensive and dynamic Sales experience in a unique corporate e