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Institutional Key Account Manager

Ferring Pharmaceuticals

Ferring Pharmaceuticals

Sales & Business Development
Chicago, IL, USA
Posted on Thursday, January 18, 2024

Job Description:

As a privately-owned, biopharmaceutical company, Ferring pioneers and delivers life-changing therapies that help people build families and live better lives. Our independence helps us cultivate an entrepreneurial spirit and long-term perspective that enables us to achieve growth and scale, while remaining agile and true to our ‘people first’ philosophy. Built on a 70-year plus commitment to science and research, Ferring is relentless in its pursuit of science that drives powerful discoveries and therapies to help people build families, stay healthy, and stand up to the world’s oldest enemy: disease.

We are seeking an established and dynamic Key Account Manager to join Ferring’s microbiome team. The Key Account Manager will be responsible for institutional access and product pull-through at the system, local, and account level. This position will be required to navigate the intricacy of inpatient and outpatient settings of care. This role will also be responsible for all sales activities within large gastroenterology accounts in the assigned geographical area. The incumbent will be expected to achieve maximum sales volume through promotion of Ferring’s products to approved/targeted customers and distribution channels, including healthcare professionals, systems, hospitals, and clinics.

With Ferring, you will be joining a recognized leader, identified as one of “The World’s Most Innovative Companies” by Fast Company, and honored by Fortune with inclusion on its “Change the World List,” for addressing society’s unmet needs. Ferring US is also Great Places to Work® Certified, distinguishing it as one of the best companies to work for in the country.


Account Management:

  • Achieves predetermined sales goals according to company and department requirements.

  • Engages in promotional activity with hospital, outpatient centers, solution-based system influencers, and large gastroenterology group practices for product adoption.

  • Identifies which individuals within the geography that have the greatest impact on decision-making and sales adoption and develops long lasting business relationships accordingly.

  • Maintains strong cross-functional focus related to account management, support, and growth.

  • Utilizes discretionary budget for maximum impact on sales.

Selling Skills:

  • Anticipates and responds to customers’ objections, problems, and concerns.

  • Evaluates the needs of customers and increases sales by tailoring the approach for each call or presentation based on a specific customer mindset.

  • Leverages available sales and marketing resources to sell and effectively identifies the best resources to use on each presentation and sales call.

  • Participates in company-sponsored and/or company-approved training programs to constantly improve knowledge and selling skills.

  • Recognizes and effectively counters resistance to prescribing identified Ferring products.

Clinical Acumen:

  • Maintains knowledge of product clinical studies and market related clinical landscape to inform customers and address questions, concerns, and objections to the use of Ferring’s products.

  • Understands and communicates value proposition of brand for hospital adoption.

  • Identifies and appropriately leverages the adoption cascade and influencer networks.

  • Flawlessly executes in-services and ensures stakeholders are searching or appropriate candidates for treatment.

Business Acumen:

  • Effectively deploys and pulls through territory resources including marketing materials, programs, samples, and other available and approved sales tools.

  • Analyzes and establishes order of calls and routes that maximize opportunities to increase sales.

  • Analyzes impact of insurance mandates and coverage in the territory and its effect on prescribing decisions, and accordingly modifies sales and promotion strategies.

  • Communicates activity in the territory by completing monthly reports and other reports as appropriate.

  • Contributes to and attends meetings, conventions, conferences, and training programs.

  • Coordinates and implements special marketing programs and other projects.

  • Manages time and tasks to achieve maximum customer impact, support, and sales volume.

  • Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.

  • Understands market dynamics and healthcare economics (e.g., impact of health reform, trends, and evolving insurance coverage).


  • Bachelor’s degree required, MBA or other advanced degree preferred.

  • 4+ years of pharmaceutical/healthcare sales experience required.

  • 3+ years hospital experience required.

  • Recent hospital experience within the last 18 months strongly preferred.

  • Infectious disease or Gastroenterology experience strongly preferred.

  • Experience in major national/regional hospital strongly preferred.

  • Buy and bill experience required.

  • A proven track record of high sales performance.

  • Experience with account planning including tools, resources, and reporting preferred.

  • Demonstrated success in account management and exceptional customer service skills.

  • Demonstrated understanding of managed care landscape and how it influences and impacts business.

  • Demonstrated independent decision making, effective problem-solving, and strategic thinking skills.

  • Advanced presentation skills and business acumen a necessity.

  • Broad understanding of market access and evolving trends in patient care.

  • Resides within assigned geography.

  • Sitting approximately 3 – 4 hours at a time while driving or as a passenger and operating an automobile up to 60% of the time depending upon the geography of the territory.

  • Walking up to 15% of the time depending upon the geography of the territory.

  • Climbing stairs and/or ramps may be required in certain urban territories where the use of public transportation may be necessary during the workday.

  • Standing, more than 1 -2 hours at a time.

  • Lifting, carrying, pushing and/or pulling items such as laptop, iPad, printed material, and product samples weighing up to 20 pounds, into and out of a car, train or airplane and into physician offices and/or medical facilities.

  • Long distance travel via airplane or other commercial conveyance approximately 2-3 times per year. Additional overnight and/or longer distance travel may be required more frequently, depending upon the territory.

Ferring + you

At Ferring, we offer competitive total compensation along with an exceptional range of flexible benefits, personal support and tailored learning and development opportunities all designed to help you realize your full potential both in life and at work. From working hours that respect your lifestyle, a culture that is welcoming and equitable, and the chance to work with the industry’s most impressive people, these are just some of the ways we live our "People First" philosophy.

Our Compensation and Benefits

At Ferring, base salary is one part of our competitive total compensation and benefits package and is determined using a salary range. The base salary range for this role is $119,000 to $221,000, which is the reasonable estimate of the base compensation for this role. The actual amount paid may differ based on non-discriminatory factors such as experience, knowledge, skills, abilities, education and primary work location. dditional compensation for this role will be provided based on competitive annual incentive compensation targets in the form of sales commissions - payouts are based on individual and geography/company performance.

Benefits for this role include comprehensive healthcare (medical, dental, and vision) with a premium differential, inverse to base salary, to be paid by employees, a 401k plan and company match, short and long-term disability coverage, basic life insurance, wellness benefits, reimbursement for certain tuition expenses, sick time of 1 hour per 30 hours worked, vacation time for full time employees to accrue up to 120 hours in the first four (4) years of employment, and 160 hours in the fifth (5th) year of employment as well as 12 to 13 paid holidays per year. We are proud to offer 26 weeks of paid parental leave, learn more about the parental leave offering in our benefits package here.

Ferring is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local laws.

Join our team and your voice will be heard, and your contributions will be valued. If you love to come up with new ways to make a positive difference and see them through, you will fit right in.

We are proud to be an Affirmative Action/Equal Opportunity Employer (including Disability/Protected Veterans). We maintain a drug-free workplace.


Parsippany, New Jersey