Sales - Key Account Manager HIV, Columbus 9/13/2016

EMD Serono Columbus, OH

EMD Serono
Job Classification
Full Time
Company Ref #
Columbus, OH
Mid-Career (2 - 15 years)
Job Type
Bachelors Degree
AJE Ref #


Sales - Key Account Manager HIV

Manage sales at the territory level and serve as the primary liaison between customers and EMD Serono. This position focuses on building customer alliances, establishing and maintaining product market leadership and achieving short and long term sales objectives by identifying customer needs and providing solutions to create a professional relationship between the customer and EMD Serono.


Achieve territory sales goals and objectives consistent with Company and TA guidelines, KAM core competencies through the EMD Serono Field Sales Competency model, and Pharma guidelines.
Create and execute territory and key account plans to achieve aggressive goals and objectives for continued growth.
Maintain a superior level of product, market, reimbursement, formulary, managed care, customer and distribution knowledge to accomplish territory objectives including strengthening current loyalist positions and expanding and building new loyalists.
Plan and implement effective professional and patient education programs.
Maintain an expert operating knowledge of all company policies and guidelines including but not limited to those addressing interactions with healthcare professionals, Compliance, Business Conduct and PhRMA.
Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing and communicating applicable plans

Manage the territory budget and accurately report budget activity to Area/Regional management.

Develop and maintain strong working relationships with the HIV medical community, with a high science approach focused on identifying needs and providing solutions.
Develop and maintain strong working knowledge and relationships with decision makers in the reimbursement and managed health care area as appropriate.
Plan, organize and deliver effective and approved presentations to achieve product formulary acceptance and reimbursement.
Plan and execute strategic territory and Key Account plans consistently, utilizing approved tactics advancing, education, key company messages and sales.
Develop and maintain a collaborative approach with EMD Serono peers and teammates, such as Marketing, Sales, Strategic Accounts, Medical Operations, Training, Managed Markets, and Medical Reimbursement Specialists as well as all applicable co-promote partners.
Seek out, establish and maintain an excellent level of communication with regional Endocrinology management.
Provide all necessary and requested field data on a timely basis.
Actively participate in presentations and discussions during Area and/or Regional Meetings.
Influence, guide and support peers in achievement of their individual territory goals.

Actively demonstrate the highest level of professionalism, ethical behavior and integrity in all aspects of KAM role.
Recognize and demonstrate sensitivity to and maintain a level of confidentiality as required both internally and externally.
Maintain a professional demeanor consistent with EMD Serono pharmaceutical sales philosophy, protocols and guidelines.
Maintain an excellent level of continuous-improvement, personal and professional growth to grow territory sales and accomplish territory objectives.
Maintain a high level of home office and regional interaction necessary to effectively seize external (i.e.: Sales) and internal (i.e.: process improvement) opportunities.
Demonstrate leadership with peer groups and management helping to propagate a single (ONE) team approach to the business.


Bachelor's Degree required.
A valid and active driver s license is required for this position.
English required. Other language skills may be considered a plus.

PROFESSIONAL SKILLS, QUALIFICATIONS AND EXPERIENCE (years experience minimally necessary for success in role)
Minimum 3-5 years sales experience in the pharmaceutical/health care industry with demonstrated success in sales performance.
Experience in HIV, Endocrinology, and Specialty Biologics markets highly desired
Scientific or clinical background desirable.

COMPETENCIES (knowledge, skills, abilities, traits)
Knowledge of managed care and reimbursement systems and pull through strategies highly desirable.
Able to support multiple tasks, initiatives, and projects simultaneously
Self-motivated and must thrive on challenge
Maintain personal level of accountability and ownership of results
Ability to work as a member of a team to accomplish goals.
Excellent communication, organizational and interpersonal skills.
Energetic, flexible, enthusiastic and highly motivated.
Customer oriented.
Must have compassion or a passion for HIV patients.
Strong sales, time management and administrative skills
Must have strong Excel skills, application and analytical.

ADA REQUIREMENTS (i.e., normal office duties; must be able to push, lift, pull up to 30 pounds; etc.)
Normal Office Duties
Able to travel up to 50% (geography - Ohio, Indiana, Michigan, Western PA, West Virginia)

EMD Serono Inc. is the biopharmaceutical subsidiary of Merck KGaA, Darmstadt, Germany; global pharmaceutical and chemical group. More than 1,000 people work in the world-class facilities in Rockland, MA and Billerica, MA, and approximately 250 work in the field in the U.S. We strive to create value and benefit patients by transforming medical science into breakthrough solutions in our core therapeutic areas of neurodegenerative diseases, fertility and metabolic endocrinology, as well as oncology and autoimmune/inflammatory diseases as emerging areas of expertise.

Equal Employment Opportunity

The Company is an Equal Employment Opportunity employer.

No employee or applicant for employment will be discriminated against on the basis of race, color, religion, age, sex, sexual orientation, national origin, ancestry, disability, military or veteran status, genetic information, gender identity, or any other classification protected by applicable federal, state, or local law.

This policy of Equal Employment Opportunity applies to all policies and programs relating to recruitment and hiring, promotion, compensation, benefits, discipline, termination, and all other terms and conditions of employment.

Any applicant or employee who believes they have been discriminated against by the Company or anyone acting on behalf of the Company must report any concerns to his/her Human Resources Business Partner, Legal, or Compliance immediately. The Company will not retaliate against any individual because he/she made a good faith report of discrimination.