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Institutional Account Manager

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Ferring Pharmaceuticals, Inc.

2mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    Healthcare
  • Melbourne
  • Quick Apply

AI generated summary

  • You need a Bachelor’s in Life Sciences or Business, 6-10 years in hospital key account management, strong relationship-building skills, analytical mindset, and a results-driven, adaptable approach.
  • You will manage relationships with hospital stakeholders, develop account strategies, onboard new accounts, analyze market trends, and collaborate with Market Access to secure formulary access.

Requirements

  • Bachelor’s degree in Life Sciences, Business, or a related field.
  • Minimum 6-10 years of experience in hospital specialist and key account manager positions. Hospital channel experience preferred.
  • Demonstrates the ability to build strong relationships and communicate effectively with stakeholders, including C-Suite.
  • Excels in business planning and strategy, with proven success navigating business negotiations and hospital procurement.
  • Strong analytical mindset, capable of building measurement frameworks and interpreting data to make informed, strategic decisions.
  • Highly driven, with a focus on achieving results. Proven track record of achieving business objectives and driving product adoption.
  • Operates effectively within a team-based environment, working effectively with cross-functional stakeholders.
  • Can quickly adjust to new situations and challenges; is very comfortable navigating ambiguity.

Responsibilities

  • Maintain a broad set of relationships with hospital executives, senior clinicians & department heads, hospital pharmacists, supply chain professionals, IT administrators, etc throughout the institution.
  • Develop deep understanding of the strategy, stakeholders, and decision-making processes within assigned hospital accounts
  • Develop and implement account-based business plans, inclusive of account-based marketing opportunities, stakeholder engagement strategy / engagement plans, and resourcing needs.
  • Onboard new accounts, including procurement pathway establishment & order set implementation.
  • Monitor and analyse market trends, competitor activities, and customer feedback to identify opportunities and challenges, with regular reports to internal senior management on account performance and market insights.
  • Collaborate with Market Access to build business models and present to key decision makers to demonstrate product value and secure formulary access.

FAQs

What is the main responsibility of the Institutional Account Manager?

The main responsibility of the Institutional Account Manager is to support the pull-through of the specialty medicine portfolio within the hospital channel, working collaboratively with the sales team and cross-functional partners to enable product adoption and optimize utilization within target accounts.

What qualifications are required for this position?

A Bachelor’s degree in Life Sciences, Business, or a related field is required, along with a minimum of 6-10 years of experience in hospital specialist and key account manager positions, preferably in the hospital channel.

What type of experience is preferred for applicants?

Hospital channel experience is preferred for applicants to this position.

What skills are essential for success in this role?

Essential skills include the ability to build strong relationships, effective communication with stakeholders, business planning and strategy, strong analytical abilities, results-driven mindset, teamwork, and the ability to navigate ambiguity.

Is there an emphasis on teamwork in this role?

Yes, this role operates effectively within a team-based environment, requiring collaboration with cross-functional stakeholders.

What benefits does Ferring Pharmaceuticals offer its employees?

Ferring Pharmaceuticals offers a hybrid and flexible work arrangement, comprehensive benefits, parental leave for both birthing and non-birthing parents, and support on family building journeys.

How does Ferring Pharmaceuticals support employees who want to start a family?

Ferring has an inclusive support package called “Building Families at Ferring,” which ensures equal and accessible policies for all employees wishing to start their family journey, regardless of location and role.

What is the company culture like at Ferring Pharmaceuticals?

Ferring Pharmaceuticals promotes an empowering, entrepreneurial culture focused on collaboration, innovation, and placing people first, striving to create an inclusive and diverse workplace.

How does the Institutional Account Manager contribute to Ferring’s vision?

The Institutional Account Manager contributes to Ferring’s vision by enabling product adoption and providing innovative solutions within specialty areas, particularly in gastroenterology and urology.

What kind of relationships will the Institutional Account Manager need to maintain?

The Institutional Account Manager will need to maintain relationships with hospital executives, senior clinicians, department heads, hospital pharmacists, supply chain professionals, IT administrators, and other key stakeholders throughout the institution.

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Ferring Pharmaceuticals, Inc.

70 years of building families and helping people live better lives. Guidelines: re.ferring.com/social-guidelines

Manufacturing & Electronics
Industry
5001-10,000
Employees
1950
Founded Year

Mission & Purpose

Ferring Pharmaceuticals is a privately owned, research-driven, specialty biopharmaceutical group committed to building families and helping people live better lives. We are leaders in reproductive medicine and maternal health, and in areas of gastroenterology and urology. We are at the forefront of innovation in microbiome-based therapeutics and uro-oncology intravesical gene therapy. Ferring was founded in 1950 and employs more than 7,000 people worldwide. The company is headquartered in Saint-Prex, Switzerland, and has operating subsidiaries in more than 50 countries which markets its medicines in over 100 countries.