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Institutional Account Representative (East Coast)

  • Amsterdam ( Montgomery County )

Job description

Position: Institutional Account Representative Job Description
Reports to: Field Sales Vice President


The Institutional Account Representative IAR will have portfolio responsibility to assure growth of specified CeraVe and La Roche-Posay recommendations and utilization throughout Health Systems in a designated territory. This is accomplished by the development, coordination and implementation of a strategic business plan for targeted accounts. The key objective will be to use the information, points of difference, and scientific data to influence key decision makers throughout the Health Systems to recommend and sample the products to patient in the outpatient setting and purchase for use with patients within the inpatient setting. The Institutional Account Director will partner with the Field Sales Vice President to implement the Health Systems strategy to increase recommendations and sales within the designated territory.


The IAR is responsible for planning, coordinating and executing field-based, Health System Level product medical detailing activities, as directed, with key decision-makers, to include (but not limited to) Dermatology, Pediatric, Oncology, General Medicine Departments, and Hospital Pharmacy; along with the hospital finance decision makers within assigned/prioritized Healthcare Systems Healthcare Practitioners (HCPs) and in accordance with company standards. IAR is accountable for consistently meeting or exceeding call activity and territory management expectations within the assigned territory. Essential responsibilities and duties may include, but are not limited to, the following:

· Responsible for routinely meeting with appropriate Health System Department leaders. These leaders include: Dermatologists, Pediatricians, Oncologists, Family Practitioners, Residents, Fellows, Hospital Pharmacists, Purchasing Department, P&T committee members, etc. that act as stakeholders or decision-makers within the IARs assigned accounts
· Presents Brand approved data and Dermatology product messaging for CeraVe and La Roche-Posay products and delivers clinical messages to appropriate audiences to gain recommendations of the brands’ products
· Monitors key market trends and analyzes the potential impact on the business, prioritization of accounts and account opportunities, identification of areas of mutual interest between L’Oreal and key accounts, and development and execution of strategic account plans
· Leads the execution of account based educational programs
· Partners with Medical Relations and leads the Education and development of Key Thought Leaders across multiple specialties throughout the Health System that will be utilized to help drive recommendations and formulary decisions, educate local Physicians and help play a key role for the growth of CeraVe and La Roche-Posay products.
· Accountable for ensuring formulary adoption in targeted / assigned hospital system accounts to help drive appropriate utilization of approved Dermatology products; works with other sales colleagues to manage and coordinate pull-through of Letters of Commitment (LOC)
· Demonstrate selling skills and pull-thru execution through strategically and tactically allocating resources to drives results
· Leverages expertise and knowledge of various Dermatology disease states, the marketplace, applicable competitors, industry and cross-functional activities/plans to anticipate and effectively manage business opportunities and challenges
· Understands intra-system dynamics in Dermatology (e.g.: inpatient to outpatient management and protocols, readmission programs, performance vs quality metrics, Hospital and Departmental performance priorities)
· Understands hospital committee structure, P&T process, treatment and discharge protocols, DRG and hospital reimbursement process for all assigned accounts and communicates with matrixed team on impact to our approved Dermatology products and the competition
· Leads the execution of account strategy and tactical plans by effectively collaborating with Field Sales Vice President, Director of Integrated Health, Regional Sales Directors, Field Sales Team and other internal resources as necessary, and is accountable for overall account sales
· Prioritizes time and resources to ensure optimal and appropriate coverage of hospital systems and out-patient Dermatology leaders based on opportunity and importance to the system
· Demonstrate the ability to build account and territory plans. Able to utilize available data to target and access most valuable accounts
· Develops, and periodically updates, account-specific business plans for each of the assigned accounts

Key Performance Indicators:

· Number of details and samples distributed
· Ability to impact retail sell out sales in the corresponding geographies
· Number of patient protocols and treatment algorithms or patient instruction sheets that are established and implemented
· In-service program completion and impact
· Number of Formulary wins (where applicable)
· Potential for In-hospital and hospital system sell out sales
· Market share growth in Assigned Accounts

Health Care Industry Expertise:

Core Skill Sets/Expertise and Requirements:

· Understand patient admitting flow within large hospitals/systems
· Demonstrate professionalism and keen sense of awareness and empathy throughout the hospital environment
· Skilled at selling to Director and Chief Level contacts within large hospitals/systems
· Develop and deliver effective sales presentations on the organization’s products to target HCPs
· Demonstrate market and industry knowledge relative to product portfolio and competitor products
· Understand and utilize clinical and disease state knowledge and the impact on patients and providers
· Meet or exceed established call average and sales performance expectations
· Ability to swiftly adapt to a changing environment to meet unexpected demands effectively.
· Strong computer and software skills
· Valid driver’s license is required
· Ability to travel 50% or greater with occasional overnight stays as needed
· Must be able to lift, move and carry boxes up to 25 lbs. throughout each work day