Key Account Manager in Rare Diseases

Define and monitor Account Plans at territory level

• Implement Ipsen’s Key Account business planning and Sales Force Effectiveness program to achieve optimal sales performance. This includes :
• Strong strategic thinking and planning skills to deliver business returns within the territory
• Develop and implement robust key account and territory business plans centred on performance in order to meet or exceed territory productivity requirements
• Identify and bring to completion Territory sales opportunities, through internal and external partnerships and territory management
• Identify and communicate key territory opportunities and challenges in order to build organisational knowledge and meet identified customer needs
• Adapt selling style & approach to match the sales environment, such as an account management approach in hospital departments/centres, or a transactional sales approach with respect to sole decision-makers
• Identify and action opportunities to simultaneously improve patient outcomes, build sales and satisfy customer needs
• Effective management of territory resources and budget
• Undertake accurately and timely reporting activities including: detailing call records, sales analysis; customer, promotion and competitor feedback and regulatory requirements
  

Implement Ipsen’s planning and Sales Force Effectiveness program to achieve optimal sales performance

Demonstrate high level clinical knowledge

• Provide in-field clinical training and on-going clinical education with physicians, key clinical personnel as well as internal and external employees and facilitate on-site training and subject matter clinical expertise to optimize patient safety and outcomes
• Excellent communication and interpersonal skills along with the ability to multi-task and overcome challenges in order to successfully engage new users of interventional products
• Ability to assimilate and communicate complex clinical data
• Demonstrate excellent product, customer and market knowledge.

High level of understanding of clinical data, guidelines and clinical practices

Selling

• Excellent communication, influencing and negotiation skills
• Advanced selling/key account management skills, including delivering a tailored sales experience, based on needs-based selling

Secure hospital and regional formularies and referrals

Stakeholder Engagement and Influence

• Build and leverage internal and external stakeholder networks and maintain regular contact with key decision-makers and influencers.
• Develop strong and long-term relationships with customers and KOL in all assigned accounts and collaborate with cross functional stakeholders to deliver leverage organisational value and deliver a superior customer experience that meets organisation objectives.
• Maintain regular and quality contact with key external decision-makers
• Identify Departmental and stakeholder drivers and barriers in key hospitals
• Work closely with the cross-functional Brand Team to develop account objectives, strategies and tactics
• Fosters team effectiveness and accomplishments of shared goals by sharing knowledge, experience and information.
• Maintain regular and timely communication with the MSL and cross functional colleagues, in order to inform them of important/urgent account developments and to further the achievement of account objectives

Proactively and positively contribute to Sales Meetings and Sales Team initiatives

Ethics & Compliance

Ensure that all activities within his territory are undertaken in accordance with the National Regulations and local sales and operations guidelines, as well as any local Codes of Practice.

Education

• Minimum of BS/BA Degree in a business, science or similar degree, or nursing registration.
• Must be proficient in the following applications: MS Word, MS Excel, MS PowerPoint, MS Outlook

Experience

• Minimum 3 years demonstrated success in the TA marketplace
• Launch experience
• Demonstrated strong capability in account management, superior selling competencies and proven sales performance track record of meeting or exceeding goals in a specialist/hospital or similarly complex environment.
• Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network
• Demonstrated ability to work effectively in matrix teams

Languages

Very good command of English language

Required Competencies And Technical Skills

• Demonstrate thorough knowledge of the disease state, Ipsen’s products and relevant competitor products
• Demonstrates superior selling competencies
• Ability to effectively influence and communicate with customers, internal and external contacts at all levels and excellent organizational, written and verbal communication skills
• Demonstrates a high proficiency of the broader reimbursement environment; possesses a deep understanding of the reimbursement and fulfillment pathways for medications
• Expert key account management skills including strong selling , business analytics, planning and numerical skills and an ability to manage complex situations and make expedient decisions, execute plans and achieve outcomes

Excellent organisation, implementation, budgetary and project management abilities