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The Account Management Analyst is responsible for developing and maintaining relationships with purchasers, pharmacists, and pharmacy staff at healthcare facilities providing treatment with Rare Disease products. They are responsible for tracking, evaluating, and interpreting a patient's adherence to therapy in addition to developing action plans to drive patient adherence. This includes the formulation and use of advanced tracking tools to determine the root cause for deviations, analysis of territory trends, reporting to appropriate parties, and collaborating with optimization teams. Optimization teams include Account Management Analysts, Case Managers, Sales Associates, Patient Education Liaisons, and Account Business Managers. The AMA must be team oriented and focused every day on how he/she can help his/her optimization team more effectively. The AMA will also complement and assist the sales organization by securing ongoing sales through outreach to established purchasing contacts. Additionally, the AMA may also attend and present at in-service meetings with accounts to describe the services offered by Customer Operations to strengthen and enhance relationships with sites currently purchasing, or considering the purchase of Rare Disease products.
Essential responsibilities include the following:
Establish rapport and working relationships with purchasers, pharmacists, and pharmacy staff at healthcare facilities.
Develop and execute action plans to drive adherence and increase/maintain sales for specific existing accounts
Analyze and utilize data for in-depth evaluation of accounts to recognize opportunities in patient adherence
Identify key adherence influencers as well as any additional issues that arise in existing accounts and then work to resolve them with optimization teams; thus enhancing these relationships.
Present adherence opportunities and key territory activities to optimization team on a bi-weekly basis.
Utilize and maintain CRM database for territory; maintenance of existing accounts including contacts, order history, missed doses, and customer interactions.
Understand the generic healthcare industry, market dynamics, trends, competitors and FDA regulations
Understand and address both business and technical needs of clients; promoting Infusion Reminder Call Services and EDI online ordering capabilities, features, benefits and services; listening to client's needs and expectations regarding ordering needs and preferences. Establish credibility and build relationships within Genzyme's Rare Disease organization: Key member of optimization teams, accurate information entry into CRM to drive reporting capabilities.
Drive achievement of monthly, quarterly, and annual revenue goals by securing orders in hand.
Conduct and prepare periodic analysis of the territory performance to inform and drive opportunities
Analyze patient dose, weight, and frequency information; maintain updates to inform accurate revenue projections.
Bachelor's Degree and 5+ years of experience in an inside sales, account management, operations or analyst role. Will consider other equivalent experiences.
Demonstrated analytical and strong organizational skills with perceptive attention to detail
Ability to analyze and interpret data sets & reports
Ability to communicate effectively with individuals at all levels of an organization.
Demonstrated success in persuasion, influence and negotiation skills.
Ability to independently manage a territory
Ability to travel to US accounts for in-service meetings and presentations
Coustomer Service Experieince
Familiarity in working with advanced MS Excel strongly preferred
Familiarity with SAP.
Field sales experience a plus.
Familiarity with pharmaceutical industry a plus
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