Do you want to contribute to a larger purpose to save the lives of infants in the NICU? This is Prolacta Bioscience’s mission! Take a look at this opportunity with our Sales team, which is seeking a passionate individual, to fill the role of our Key Account Manager (KAM).
We seek a highly motivated sales professional to call on selected high-profile strategic hospitals and Corporate Regional IDNs to sell Prolacta’s line of human milk products. The position is also responsible for meeting sales goals in targeted accounts and developing a territory plan while maintaining current, detailed, customer records including key account information and sales call results.
Who Is Prolacta Bioscience?
We give babies a brighter future by unlocking the biological power of human milk. Established in 1999, Prolacta Bioscience is a privately held life sciences company that has touched the lives of more than 100,000 premature infants globally. Prolacta is the world’s leading hospital provider of 100% human milk– based nutritional products. Based in Southern California, we employ more than 300 people globally, many of whom have dedicated their lives to neonatal care.
How you will contribute
- Meet and exceed sales budget for Prolacta’s product line in high priority, targeted key accounts including Academic Centers developed by the respective RBD.
- Responsible for building strong relationships and securing contracts with hospitals, regional Integrated Distribution Networks and Regional Healthcare systems.
- Essential duties are engaging and developing new points of contact (strategic sourcing, contracting, regional IDN’s, Healthcare systems, Regional Group Purchasing Organization administration and management), identifying business opportunities, representing the company at industry events, and reporting client issues to Sales Leadership.
- Develop, manage, and execute territory plans and pipeline.
- Develop relationships with influential KOLs that expand outside of the Neonatal Intensive Care Unit and can be leveraged throughout North America and internationally.
- Develop a deep understanding of the selling process in each targeted hospital with the goal of closing all targeted accounts.
- Develop and maintain access to all assigned accounts.
- Partner with Regional Business Directors, Clinical Sales Specialists, Health Economics Directors, Marketing and the head of National Accounts to develop field sales action plans to facilitate the implementation of the regional sales programs and to drive Prolacta’s Value Proposition.
- Manage the transition of new accounts to Clinical Sales Specialists.
- Actively participate in training and self-study to maintain up to date knowledge in the NICU, nutrition and hospital settings.
- Participate in specialized trainings to develop necessary higher level financial and clinical skills.
- Ensure Economic Impact Analyses are completed at C-suites for target accounts where appropriate.
What you bring to the role
- Four-year college degree from an accredited institution, MBA a plus.
- Minimum of 3 years’ relevant experience with GPOs and IDNs a plus.
- At least 5 years related experience in the healthcare industry.
- 5 Years of proven successful hospital sales experience and/or hospital financial sales experience.
- Demonstrated success in gaining access to hospitals and decision makers. Champion development and closing accounts.
- Ability to discuss financial outcomes with HCPs and C-suite.
- Clinical and/or strong understanding of hospital budgeting process and the revenue cycle process.
- Demonstrated experience of selling added value products in highly influential and entrenched hospitals.
- The ability to clearly articulate the financial benefits of an Exclusive Human Milk Diet.
- Demonstrates leadership, teamwork, exceptional communication skills, and the ability to formalize plans and align resources and personnel to close targeted accounts.
- Ability to work across all levels of a hospital – users (nurses and physicians) to department heads / hospital leadership to purchasing and all C-suites.
- Working understanding of reimbursement and payer landscape for territory.
- Demonstrated ability to identify and develop new accounts, and achieve sales plans.
- Demonstrated effective oral and written communication skills.
- Customer and patient focused.
- Possess the enthusiasm and poise required to introduce new product and services with high costs/high benefits vs. existing alternatives that creates urgency and action in the prospect.
- Ability to build strong, positive working relationships, both internally and externally.
- Demonstrated ability to effectively negotiate contracts.
How Prolacta benefits you
To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. We offer four weeks PTO during your first year of employment and support our new parents with a generous time-off program. We encourage employees to participate in our employee affinity groups, take volunteer time off, and provide access to different educational opportunities.
What else do you need to know
Travel: 50% to 75% within territory, occasional travel outside of territory based on business need.
FLSA: Exempt.
EEO Statement
“Prolacta Bioscience, Inc. is an Equal Employment Opportunity Employer.” Prolacta Bioscience, Inc. is committed to a proactive program of affirmative action and diversity development. The Company will continue to recruit, hire, train, and promote into all job levels without regard to race, religion, gender, marital status, familial status, national origin, age, mental or physical disability, sexual orientation, gender identity, source of income, or veteran status.