Key Account Manager - Hospital Sales Representative - NICU Specialty - Smaller and VERY Unique Company - Rhode Island
Company
Prolacta is the pioneer in human milk-based nutritional products for premature infants in the neonatal intensive care unit (NICU). Prolacta believes that there is no adequate replacement for human breast milk and, as such, we believe infant nutritional products should be human milk based. As a privately held, scientifically driven company, committed to improving premature infant nutrition, we are using human milk to change the standard of care in the NICU. Prolacta operates and/or owns milk banks that provide the starting material for the products Prolacta sells.
Job Summary
Due to Prolactas continued growth and customer interest regarding the benefits of using human milk on pre-term and surgical babies, we seek a highly motivated sales professional to call on selected high-profile strategic hospitals and Corporate Regional IDNs to sell Prolactas line of human milk products. The position is also responsible for meeting sales goals in targeted accounts and developing a territory plan while maintaining current, detailed, customer records including key account information and sales call results.
This position will report to the respective Regions Regional Business Director.
Primary Duties and Responsibilities
Meet and exceed sales budget for Prolactas product line in high priority, targeted key accounts including Academic Centers developed by the respective RBD
Responsible for building strong relationships and securing contracts with hospitals, regional Integrated Distribution Networks and Regional Healthcare systems.
Essential duties are engaging and developing new points of contact (strategic sourcing, contracting, regional IDNs , Healthcare systems, Regional Group Purchasing Organization administration and management), identifying business opportunities, representing the company at industry events, and reporting client issues to Sales Leadership
Develop, manage, and execute territory plans and pipeline
Develop relationships with influential KOLs that expand outside of the Neonatal Intensive Care Unit and can be leveraged throughout North America and internationally.
Develop a deep understanding of the selling process in each targeted hospital with the goal of closing all targeted accounts.
Develop and maintain access to all assigned accounts
Partner with Regional Business Directors, Clinical Sales Specialists, Health Economics Directors, Marketing and the head of National Accounts to develop field sales action plans to facilitate the implementation of the regional sales programs and to drive Prolactas Value Proposition.
Manage the transition of new accounts to Clinical Sales Specialists
Actively participate in training and self-study to maintain up to date knowledge in the NICU, nutrition and hospital settings
Participate in specialized trainings to develop necessary higher level financial and clinical skills
Ensure Economic Impact Analyses are completed at C-suites for target accounts where appropriate
Job Requirements and Qualifications
5 Years of proven successful hospital sales experience and/or hospital financial sales experience
Demonstrated success in gaining access to hospitals and decision makers. Champion development and closing accounts
Ability to discuss financial outcomes with HCPs and C-suite
Clinical and/or strong understanding of hospital budgeting process and the revenue cycle process
Demonstrated experience of selling added value products in highly influential and entrenched hospitals
The ability to clearly articulate the financial benefits of an Exclusive Human Milk Diet
Demonstrates leadership, teamwork, exceptional communication skills, and the ability to formalize plans and align resources and personnel to close targeted accounts Ability to work across all levels of a hospital users (nurses and physicians) to department heads / hospital leadership to purchasing and all C-suites
Working understanding of reimbursement and payer landscape for territory
Demonstrated ability to identify and develop new accounts, and achieve sales plans
Demonstrated effective oral and written communication skills
Customer and patient focused
Possess the enthusiasm and poise required to introduce new product and services with high costs/high benefits vs. existing alternatives that creates urgency and action in the prospect
Ability to build strong, positive working relationships, both internally and externally
Demonstrated ability to effectively negotiate contracts
Current Drivers license
Qualifications
Four-year college degree from an accredited institution, MBA a plus
Minimum of 3 years relevant experience with GPOs and IDNs a plus.
At least 5 years related experience in the healthcare industry.
Knowledge, Skills and Abilities
Clear Understanding of the purchasing matrix within hospitals
Strong Group Presentation skills using PowerPoint
Work Environment (Location, travel, shift, on-call, etc.)
This job operates in a professional office environment. This role routinely uses standard office equipment such as laptops, smart phones, photocopiers/scanners, shredders and filing cabinets.
Travel:50% - 75% within territory (East, Central and West region). Occasional travel outside of territory based on business need
Apply Now
Prolacta is the pioneer in human milk-based nutritional products for premature infants in the neonatal intensive care unit (NICU). Prolacta believes that there is no adequate replacement for human breast milk and, as such, we believe infant nutritional products should be human milk based. As a privately held, scientifically driven company, committed to improving premature infant nutrition, we are using human milk to change the standard of care in the NICU. Prolacta operates and/or owns milk banks that provide the starting material for the products Prolacta sells.
Job Summary
Due to Prolactas continued growth and customer interest regarding the benefits of using human milk on pre-term and surgical babies, we seek a highly motivated sales professional to call on selected high-profile strategic hospitals and Corporate Regional IDNs to sell Prolactas line of human milk products. The position is also responsible for meeting sales goals in targeted accounts and developing a territory plan while maintaining current, detailed, customer records including key account information and sales call results.
This position will report to the respective Regions Regional Business Director.
Primary Duties and Responsibilities
Meet and exceed sales budget for Prolactas product line in high priority, targeted key accounts including Academic Centers developed by the respective RBD
Responsible for building strong relationships and securing contracts with hospitals, regional Integrated Distribution Networks and Regional Healthcare systems.
Essential duties are engaging and developing new points of contact (strategic sourcing, contracting, regional IDNs , Healthcare systems, Regional Group Purchasing Organization administration and management), identifying business opportunities, representing the company at industry events, and reporting client issues to Sales Leadership
Develop, manage, and execute territory plans and pipeline
Develop relationships with influential KOLs that expand outside of the Neonatal Intensive Care Unit and can be leveraged throughout North America and internationally.
Develop a deep understanding of the selling process in each targeted hospital with the goal of closing all targeted accounts.
Develop and maintain access to all assigned accounts
Partner with Regional Business Directors, Clinical Sales Specialists, Health Economics Directors, Marketing and the head of National Accounts to develop field sales action plans to facilitate the implementation of the regional sales programs and to drive Prolactas Value Proposition.
Manage the transition of new accounts to Clinical Sales Specialists
Actively participate in training and self-study to maintain up to date knowledge in the NICU, nutrition and hospital settings
Participate in specialized trainings to develop necessary higher level financial and clinical skills
Ensure Economic Impact Analyses are completed at C-suites for target accounts where appropriate
Job Requirements and Qualifications
5 Years of proven successful hospital sales experience and/or hospital financial sales experience
Demonstrated success in gaining access to hospitals and decision makers. Champion development and closing accounts
Ability to discuss financial outcomes with HCPs and C-suite
Clinical and/or strong understanding of hospital budgeting process and the revenue cycle process
Demonstrated experience of selling added value products in highly influential and entrenched hospitals
The ability to clearly articulate the financial benefits of an Exclusive Human Milk Diet
Demonstrates leadership, teamwork, exceptional communication skills, and the ability to formalize plans and align resources and personnel to close targeted accounts Ability to work across all levels of a hospital users (nurses and physicians) to department heads / hospital leadership to purchasing and all C-suites
Working understanding of reimbursement and payer landscape for territory
Demonstrated ability to identify and develop new accounts, and achieve sales plans
Demonstrated effective oral and written communication skills
Customer and patient focused
Possess the enthusiasm and poise required to introduce new product and services with high costs/high benefits vs. existing alternatives that creates urgency and action in the prospect
Ability to build strong, positive working relationships, both internally and externally
Demonstrated ability to effectively negotiate contracts
Current Drivers license
Qualifications
Four-year college degree from an accredited institution, MBA a plus
Minimum of 3 years relevant experience with GPOs and IDNs a plus.
At least 5 years related experience in the healthcare industry.
Knowledge, Skills and Abilities
Clear Understanding of the purchasing matrix within hospitals
Strong Group Presentation skills using PowerPoint
Work Environment (Location, travel, shift, on-call, etc.)
This job operates in a professional office environment. This role routinely uses standard office equipment such as laptops, smart phones, photocopiers/scanners, shredders and filing cabinets.
Travel:50% - 75% within territory (East, Central and West region). Occasional travel outside of territory based on business need
Apply Now