* Position is for INTERNAL Account Manager Applicants only, with a year of employment at Tolmar*

Purpose and Scope

The overall job description of the Regional Account Executive (RAE) falls into 5 specific responsibilities that collectively contribute to the Support, Development, Growth, and the pull through Execution of targeted accounts. Each regional RAE will be tasked to work closely with their Regional Sales Director, Director of Corporate Accounts, and targeted Account Managers for their region. 

Regional RAEs will serve for up to a two (2) year cycle and report directly to their respective Regional Sales Director & General Manager, Urology/Oncology. This position can be an appointed role, or a panel selection (President/General Manager/RSD) based on tenured, performance and role ambition. This promotional role is stipend based and will require that the AMR continue to excel in their territory and fulfill all territory job requirements, in addition to satisfying the roles and responsibilities of the Regional Account Executive. This position should be a highly sought out role for those seeking leadership and growth opportunities.

Essential Duties & Responsibilities

• Support: Regional Account Executives will provide comprehensive guidance and pull through support around key accounts identified by the RSD in all segments. Accountability remains that of the AMR, however, collaboration and execution to pull through and close business will be the responsibility of both AMR and RAE.
• Knowledge Skills and Abilities

• System Navigation (Where to start: GPO, DC, Coalition)
• Strategic Road Mapping (P&T Committee, Key Decision Makers, )
• System Support (Provider Champion)
• Meeting execution (AMR and RAE)
• Impactful sales execution, including strategic use of approved selling materials.
• Regional DDD / SaleForce data share with RAE

• Development: The RAE position may be seen as a next step developmental role for future leadership & growth opportunities but is not guaranteed. With RSD/ General Manager, Urology/Oncology approval, RAE’s may also be included to participate in IDN Reverse Summit Expos, and with GM and President approval to attend UroGPO and LUGPA meetings.

• Participation in professional meetings
• Taking lead on gathering IDN data for execution
• Partnership with DCA’s with coalition and payer initiatives
• Splinter & NSM lead discussions around Key Accounts
• Quarterly RAE/RSD Progress Reports
• National Travel

• Growth: Focus is to support and grow regional MOT volume and share, by building and establishing AMR skillsets, abilities and best practices that lead to ongoing success to other accounts within the overlapping territory.
• Driving results while leading without authority
• Focus on regional MOT growth
• Co-manage execution of agreed upon strategic imperatives
• Success tracker for year end
• Focus is to convert new accounts and/or pull-through new LOC’s
• Provide Monthly RAE/RSD Progress Reports

• Targeted Account Execution (pull through)

• Creating a target list with the RSD utilizing DDD data to target accounts appropriately.
• 3~5 Key Eligard Accounts (Minimum Contact per account: 1 per Quarter/PRN)
• Strategizing regularly with AMR/RSD to successfully pull through business by hosting calls with the AMR/RSD
• Monthly RAE/RSD call:
• Activity debrief
• Plan of Action / Pivot (Adjust target list as needed)
• Account Update Reports or RAE Quarterly Update Presentation
• Account Profile
• Account Activity Summary
• Account Plan to Win
• Account Challenges
• Cross Functional Business Plan
• Resource Management
• Travel as necessary to other territories to assist in action plans (Minimum 3 interactions per Quarter / 1 Live per Quarter / 2 Virtual per Quarter)

Qualifications

• History for closing business (All Segments)
• Expressed desire to take RAE role with intent to pursue leadership and/or growth opportunities
• Motivate to accept additional duties and responsibilities for further development
• In good TOLMAR standing
• 2 of the last performance evaluations are “Meets or Exceeds Standard”

Education & Experience

• Successful experience in hospital-based selling
• Strong understanding of buy and bill
• Experience in organizational leadership
• Training or marketing background preferred (regional marketing or training liaison)

Working Conditions

• Office environment; requiring sitting and standing.
• Overnight travel is required
• Ability to lift 50 pounds.
• Travel by air as required.
• Availability to work extra hours and on weekends as necessary.