Key Account Manager - South

Southampton, United Kingdom

Posted: 18-Jan-2019

Ref#: UK-FER-005 / R0008004

About Ferring Pharmaceuticals

Ferring Pharmaceuticals is a research-driven, specialty biopharmaceutical group active in global markets. A leader in reproductive and maternal health, Ferring has been developing treatments for mothers and babies for over 50 years. Today, over one third of the company’s research and development investment goes towards finding innovative treatments to help mothers and babies, from conception to birth. The company also identifies, develops and markets innovative products in the areas of urology, gastroenterology, endocrinology and orthopaedics. Ferring has its own operating subsidiaries in nearly 60 countries and markets its products in 110 countries. For further information on Ferring or its products, visit

Key Account Manager

- South - 

Your mission:

Promote the use of specified Gastroenterology products for the Sales Division of Ferring Pharmaceuticals within the designated geographical territory in accordance with company policy (to take accountability and responsibility for the Gastroenterology Portfolio across the geographical territory)

To achieve sales goals of said products within pre-set budgetary limits

To carry out these duties in an ethical manner, within the ABPI code of practice and to the highest standards of integrity, credibility and professionalism as befits an employee of Ferring Pharmaceuticals

Main responsibilities:

To accurately segment accounts using the approved Prioritisation Tool (with a plan in place for identifying any gaps) – identify, quantify and prioritise the target Key Account Management accounts including secondary care and payors as appropriate in conjunction with Area Sales Manager

To identify, segment and prioritise the target healthcare personnel within accounts and to make business contact with these key figures on a regular basis, utilising effective selling skills 

To acquire, build and maintain a thorough and credible level of knowledge of the promoted product range and the relevant competitors; in addition to the therapy area in which these products are used

To demonstrate competent, knowledgeable and appropriate use of the company’s promotional materials – product detail aids and the relevant clinical papers at all times

To create, build and develop a specific “active” business plan for the designated territory

To maintain and monitor these activities and evaluate at regular intervals as to their effectiveness and cost-effectiveness

To implement changes to the plan, through regular Business Review meetings, with Area Sales Manager as required

To perform the above promotional activities in the field, within pre-set and agreed budgetary limits and to monitor this expenditure on a monthly basis

To comply with all administration deadlines as set by Area Sales Manager e.g. monthly feedback reports; monthly itineraries and monthly budget updates and implement Expenses procedure to the correct standards of completion and timeliness

To build and maintain comprehensive territory records of all target hospital and department information plus all healthcare contacts made – whether 1:1 or at meetings and use the IQVIA Mobile Intelligence system to the correct standards as set out by the company and as agreed with Area Sales Manager

To represent Ferring at local, regional or national meetings / symposia in a professional manner, when required to do so by Area Sales Manager

To provide support and possible field assistance to future new members of the Gastroenterology sales team as required by Area Sales Manager

To provide active input and participation at all group meetings or training sessions as appropriate – sales meetings etc.

Required Experience & Competences:

Bachelor’s degree or equivalent (in relevant field, i.e. pharma or related)

At least 2 years of experience in sales or commercial role

Broad knowledge of NHS – experience within the NHS is an advantage

Ability to converse with all stakeholders in the NHS (head pharmacists, clinicians, nurses)

Outstanding negotiation, influencing and key account management skills

Business acumen and ability to analyse sales data

Strong planning skills, and the ability to use CRM systems 

Gastroenterology experience an advantage but not essential

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