Key Account Manager

Role description

Key Account Manager - Exciting new role covering Scotland

Role: Key Account Manager
Therapy Area: Urology/Overactive Bladder
Package: Competitive negotiable salary, car, pension scheme, private health, bonus and incentives
Territory: Scotland

Role type: Hospital Specialist, Key Account Manager

Exciting new opportunity for an experienced Hospital Specialist or Key Account Manager. In this role you will maximise performance of a launch product in the field of Urology and specifically in Overactive Bladder, in the defined region by unlocking access and driving sales through effective account management.

To develop effective long term professional business relationships with customers that support the delivery of business results. The Key Account Manager has ultimate business responsibility for the accounts in their region and is accountable for defining and delivering account goals, harnessing all available internal and external resources to achieve agreed objectives.

Key Responsibilities:

1. Assess and analyse defined region to determine business potential and prioritise target hospital accounts.
2. Map the specified therapy area landscape and patient journey in defined region and each priority account.
3. Understand and navigate local access pathways in the specified therapy areas (e.g. formularies, guidelines).
4. Identify and prioritise key decision-makers, influencers, stakeholders and networks (payer and clinical) in each account.
5. Develop overall Annual Business Plan for each account, defining business opportunities and strategic objectives, and Cycle Action Plan setting out clear targets, tactics, metrics and timelines.
6. Execution of the business plan with demonstrable business outcomes.
7. Develop and implement KOL plan for region and priority accounts.
8. Unlock local access by achieving optimal position on relevant formularies, guidelines, etc.
9. Develop and maintain a high level of product and disease area knowledge and ability to absorb, interpret and share clinical data with customers in a professional and engaging manner.
10. Drive sales uptake by identifying and addressing patient and clinician opportunities.
11. Provide support and value to each account, drawing on internal resources as required (e.g. MSL, Head Office, etc.)
12. Analyse performance vs key metrics, address issues in a timely manner and adapt plans accordingly.
13. Build the Company presence and reputation as a partner in Urology.

The Client is a global pharmaceutical company providing innovative products and services with a specialist focus in Urology, Oncology, Dermatology. The company draws upon a rich legacy of innovation with medicines to help patients. Continuously developing and exploring new therapeutic or dermo-cosmetic solutions. Delivering innovative treatment options to patients with cancer, by partnering with experts in the field to make a difference.

Qualifications

ABPI
Full UK driving licence

Person experience required

1. Sales experience with a sound knowledge of account management.
2. Sales and launch experience within a specialist therapy area e.g. Urology.
3. Demonstrable knowledge of the NHS structure, payers and routes to market in a general medical environment; an understanding of hospital protocols, pathways and formulary development along with knowledge of the intricacies of links to primary care.
4. Track record of engaging key business partners in complex clinical environments, e.g., mid and senior level healthcare professionals, key accounts and the medical community.
5. Proven track record in influencing the business partner decision-making process in an ecosystem with multiple influential players / decision makers, with proven track record of bringing value in complex DMU.
6. Outstanding account management experience, including business planning, account analysis, stakeholder mapping and performance measurement.
7. Demonstrated success in navigating and leveraging the internal organisation to achieve account and customer goals.
8. Proficient user of IT business systems, in particular, MS Office - PowerPoint and Excel.
9. Minimum of 4 years experience of selling into specialised hospital setting.
10. Entrepreneurial mindset.
11. Urology sales experience.

To Apply:
If you are suitable for this position, please send a copy of your CV. Alternatively call the recruitment team at Chemistree Solutions Ltd. Chemistree is a pharmaceutical and healthcare recruitment specialist.