Account Manager - Kidney Transplant

Job Description
Basic Function and Scope of Responsibility:
Transplant Genomics Inc. (“TGI”) is a molecular diagnostics company committed to improving organ transplant outcomes with non-invasive serial monitoring guided by genomics. TGI’s product portfolio of both individual and combined blood gene expression and dd-cfDNA testing is capable of reliably detecting subclinical kidney rejection and acute rejection in kidney transplant patients with stable kidney function, in addition to a new application for liver transplant patients that guides and controls the optimal dose of immunosuppressants.
The Kidney Account Manager – (KAM) is the account “lead” within community Nephrology practices and is primarily responsible for;
1) generating account demand for TGI product offerings with new customers, 2) coordinating and facilitating product adoption and growth, 3) onboarding and educating on ordering process and sample collection, and 4) ultimately assuring a positive customer experience by demonstrating and delivering the Value Proposition(s) of the TGI product portfolio through our clinical, provider, patient, and practice management support systems and resources.
The Kidney Account Manager will lead the growth objectives of the assigned territory by effectively implementing Transplant Genomics’ sales and marketing strategies to grow product portfolio volume and revenue. The Kidney Account Manager is expected to be the primary in-field client facing personnel supporting all commercial company endeavors.
Essential Job Duties:
Attainment:
Achieve 100% of sales quotas for assigned territory
Achieve and strive to exceed performance metrics as determined by Sales team leadership
Monitor patient and provider experience collaborating with the client services team
Territory Management:
Analyze information and data to be used in the development of a territory plan to achieve financial objectives --maximizing call schedules, targeting, and appropriate company and test positioning
Travel locally and overnight, visiting existing and prospective clients and effectively covering the geographical territory as assigned
Organize, prioritize and perform sales activities which must adhere to business needs and objectives set annually by Sales Management and will include territory routing, call activity and pre-call planning goals.
Collaborate with Medical Affairs, Field Service Liaisons, Client Services, Marketing, Business Development, R&
D, and Finance within the larger Eurofins U.S. Clinical Diagnostics market on strategic cross-selling initiatives
Selling:
Develop and implement a territory and strategic sales plan involving multiple stakeholders in the growth of the TGI Eurofins’ diagnostic test portfolio.
Maintain and organically grow the patient base at existing accounts and ensure client satisfaction through consistent and ongoing client contact
Gain new use with prospective new clients via demand generation, communicate medical, clinical and patient outcome benefits, deliver product information and prepare quotes and proposals within company guidelines
Promptly and efficiently move a client through the sales process from prospect, target, customer, and client.
Effectively prepare and deliver formal sales presentations to clients
Follow through after the close to ensure solid adoption of product portfolio and maximize test utilization, and to ensure timely fulfillment of test results
Conduct client business reviews throughout the year to retain and grow client business.
Account Onboarding, Billing &
Payment Coordination, Education, and Support:
Oversee training, educating, and in-servicing customers on our products, associated pathways for ordering, billing, payment, and reimbursement while driving appropriate product utilization.
Establish clinical communications and administrative support through technical presentations, review of scientific literature, executive account meetings, and specimen collection demonstrations
Develop and manage relationships with transplant care teams and office staff
Follow through after implementation to ensure solid product adoption, maximize test utilization, and ensure accurate documentation standards are maintained for sample processing and reimbursement
Work to control customer level error rate through development and implementation of process and training
Assist in the development of new tools and tactics to increase the effectiveness of sales strategies.
Provide case support as needed to drive business and support client services in contacting patients directly to schedule blood draw logistics
Communicate with clinical, sales and marketing teams to address technical and clinical questions
Facilitate appeals process with Market Access on behalf of patients and providers
Administration:
Perform routine weekly &
monthly administrative duties by established due dates
Enter call notes in to CRM (i.E. (url removed)) within expected time-frame..
Assist marketing dept. with research opportunities, data collection, customer reviews and promotion development
Update sales continuum of all Target accounts in CRM (i.E. (url removed)) to identify sales phase and account potential
Submit expense reports within 30 days of being incurred
Complete assigned departmental and corporate trainings
Performance Expectations:
Develop and maintain an effective/professional working relationship with external customers and internal colleagues to provide the best service possible
Represent department and organization professionally and favorably and in accordance with established Company standards and associate attributes at all times
Other duties as assigned by management