Manager, Key Account Specialist

Description

Position Summary

The Manager, Key Account Specialist is responsible for leading, developing and coaching a high performing Key Account Specialist (KAS) sales team and all aspects of the virtual / phone sales process in support of achieving FFF Enterprises Gross and Net Sales financial objectives. Customer segments include IDNs, Hospitals, Independent Retail Pharmacies, Medical Groups, Specialty Clinics, Infusion Centers, Health Departments, Dermatology, Ophthalmology and others. Utilizing diverse commercial selling models, this sales leader will also coordinate their team’s selling efforts with field-based Key Account Managers and National Account Managers.

Dimension:

Annual sales of $4 Billion Dollars.

Essential Functions and Duties

• Responsible for sales objectives and managing FFF customers within a broad range of customer segments (listed above). Priorities include growing existing customers and prospecting new customers.
• Leadership and Sales coaching for improved performance: provide vision, leadership, coaching, development and oversight to direct reports and sales teams. Responsible for recruitment, selection, retention, and engagement of the sales team, including ongoing review of talent and performance management, while building bench strength for future growth.
• Lead, train and coach the FFF Customer Engagement Strategy & Sales Framework including all phases of sales and provide guidance, leadership, coaching, and developmental oversight to direct reports.
• Assist and guide the training team with training needs for team members to perform their job duties. Must have excellent understanding of the FFF sales process, developing training plans and work with marketing on appropriate training materials.
• Develop and maintain partnerships with key internal stakeholders including Customer Service, Finance, Distribution and other business partners.
• Support Business Development & Product Management by onboarding new manufacturers and supporting the launch of new products.
• Attend national tradeshows as directed by supervisor to support our customers and professional development. In person attendance at the annual National Sales Meeting (NSM) and Mid-Year training sessions are mandatory. Travel expected to be approx. 15-20%.
• Adheres specifically to all company policies and procedures, Federal and State regulations, and laws. 
• Display dedication to position responsibilities and achieve assigned goals and objectives.
• Always represent the Company in a professional manner and appearance.
• Understand and internalize the Company’s purpose,
• Display loyalty to the Company and its organizational values.
• Display enthusiasm and dedication to learning how to be more effective on the job and share knowledge with others.
• Work effectively with co-workers, internal and external customers and others by sharing ideas in a constructive and positive manner; listen to and objectively consider ideas and suggestions from others; keep commitments; keep others informed of work progress, timetables, and issues; address problems and issues constructively to find mutually acceptable and practical business solutions; address others by name, title, or other respectful identifier, and respect the diversity of our work force in actions, words, and deeds.
• Comply with the policies and procedures stated in the Injury and Illness Prevention Program by always working in a safe manner and immediately reporting any injury, safety hazard, or program violation.
• Ensure conduct is consistent with all Compliance Program Policies and procedures when engaging in any activity on behalf of the company. Immediately report any concerns or violations.
• Other duties as assigned.

Qualifications

Education, Knowledge, Skills and Experience

Required Education:

• Bachelor’s Degree in a relevant field of study.

Required Experience:

• Must have at least fifteen (15) years of industry-related sales experience with at least five (5) years of sales management and leadership experience.
• Proven track record of leading a successful sales team.

Required Skills:

• Must have strong organizational skills
• Must have a detail orientation and the proven ability to prioritize work
• Must have effective verbal and written communication skills
• Sound decision-making abilities
• Must have the ability to develop a team with a caring, kind, respectful culture amongst team members
• Agile, nimble sales leader with ability to lead change.
• Analytical and sales analysis skills.
• Capability to provide leadership and direction in a fast-paced and complex environment.
• Strong leadership presence, business case development & communication skills.
• Ability to develop relationships with key stakeholders and influence those involved in making decisions that impact assigned territories.

Preferred Skills:

• Account Management Sales Leadership
• Direct Channel Experience (Wholesaler & Distributor)
• Depth & Direct Experience in Targeted Customer Types
• Sales Training & Development

Physical requirements

Vision, hearing, speech, movements requiring the use of wrists, hands and/or fingers. Must have the ability to view a computer screen for long periods and the ability to sit for extended periods. Must have the ability to work the hours and days required to complete the essential functions of the position, as scheduled.  The employee occasionally lifts up to 20 lbs. and occasionally kneels and bends. Must have the ability to travel occasionally. Working conditions include normal office setting.

Mental Demands

Learning, thinking, concentration and the ability to work under pressure, particularly during busy times.   Must be able to pay close attention to detail and be able to work as a member of a team to ensure excellent customer service.  Must have the ability to interact effectively with co-workers and customers, and exercise self-control and diplomacy in customer and employee relations’ situations.  Must have the ability to exercise discretion as well as appropriate judgments when necessary.  Must be proactive in finding solutions.

Direct Reports

Yes

EEO Statement

FFF Enterprises and Nufactor are an equal opportunity employer and prohibits discrimination and harassment based on the following characteristics: race, color, religion, national origin, physical or mental disability, gender, age (40 years and over) qualified veteran and any other characteristic protected by state or federal anti-discrimination law covering employment. These categories are defined according to Government Code section 12920. The Company prohibits unlawful discrimination based on the perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics.