Key Account Manager Rare Disease

Summary & Purpose Of The Position

The main purpose of this position is to build strong, long-term relationships with key centers and opinion leaders in the field of rare liver diseases (PBC, PFIC, ALGS), ensuring access to Ipsen’s innovative therapies and executing the company’s strategy in full compliance with ethical and regulatory standards. Additionally, the role involves building and maintaining strong professional relationships within the assigned territory with hepatologists, gastroenterologists, and infectious disease specialists across medical groups, hospitals, and Centers of Excellence.

The Key Account Manager provides approved disease and product information to meet or exceed assigned sales goals while respecting Ipsen’s and the country’s Ethics & Compliance rules.

The role is to be based in Krakow/Silesia

Region to cover: Kraków, Katowice, Wrocław, Rzeszów (Małopolskie Region)

Main Responsibilities & Technical Competencies

Account Planning & Sales Force Effectiveness

▪ Define and monitor Account Plans at territory level to ensure alignment with Ipsen’s strategic objectives.

▪ Implement Ipsen’s Key Account business planning and Sales Force Effectiveness program to achieve optimal sales performance, including:

▪ Strong strategic thinking and planning skills to deliver business returns within the territory.

▪ Develop and implement robust key account and territory business plans focused on performance to meet or exceed productivity requirements.

▪ Identify and bring to completion territory sales opportunities through internal and external partnerships and effective territory management.

▪ Communicate key territory opportunities and challenges to build organizational knowledge and meet customer needs.

▪ Adapt selling style and approach to match the environment (e.g., account management in hospital departments or transactional approach for sole decision-makers).

▪ Identify and act on opportunities to improve patient outcomes while driving sales and satisfying customer needs.

▪ Effectively manage territory resources and budget.

▪ Understand treatment schemes at each center/client and the motivations of decision-makers.

▪ Regularly analyze available data and customer behavior to inform strategy.

▪ Plan and prioritize activities based on insights from each center.

▪ Undertake accurate and timely reporting activities, including call records, sales analysis, customer feedback, promotional effectiveness, competitor insights, and compliance with regulatory requirements.

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

Selling & Key Account Management Skills

▪ Demonstrate excellent communication, influencing, and negotiation skills.

▪ Apply advanced selling and key account management techniques, delivering a tailored sales experience based on needs-based selling.

▪ Understand the difference between scientific selling and simple relationship cultivation.

▪ Secure hospital and regional formularies and referrals through strategic engagement.

▪ Regularly demonstrate practical selling skills during training and field activities. ▪ Maintain clear goals for every interaction and long-term territory objective.

▪ Understand client motivations and adapt communication and sales discussions accordingly.

▪ Adjust selling style to match the situation and client behavior profile.

▪ Listen actively, ask insightful questions, and understand the dynamics at each center.

▪ Select relevant arguments and translate them into benefits for patients, clients, and departments.

▪ Utilize all promotional materials effectively and maintain proficiency in Ipsen’s tools.

▪ Show strong product identification and commitment to Ipsen’s portfolio.

▪ Be proactive, bring new ideas, and think strategically about business and client needs.

Stakeholder Engagement and Influence

▪ Build and leverage internal and external stakeholder networks, maintaining regular contact with key decision-makers and influencers.

▪ Develop strong, long-term relationships with customers and KOLs across all assigned accounts.

▪ Collaborate with cross-functional stakeholders to deliver organizational value and a superior customer experience aligned with company objectives.

▪ Maintain regular, high-quality communication with key external decision-makers.

▪ Identify departmental and stakeholder drivers and barriers in key centers.

▪ Work closely with the cross-functional Brand & Medical Team to define account objectives, strategies, and tactics.

▪ Foster team effectiveness by sharing knowledge, experience, and information to achieve shared goals.

▪ Maintain timely communication with RMAs / Market Access and cross-functional colleagues regarding urgent account developments and progress toward objectives.

▪ Proactively contribute to Sales Meetings and team initiatives with positive engagement.

▪ Act as a respected partner for KOLs and experts.

▪ Maintain regular and timely communication with the RMAs / Market Access field-based manager and cross functional colleagues, 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

▪ Is respected partner for KOLs, experts

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.

Knowledge & Experience

Education

• Master’s degree in medical sciences or related fields (biology, chemistry, biochemistry).
• Proficiency in MS Word, MS Excel, MS PowerPoint, and MS Outlook

Experience

• Proven track record of successful work with innovative Tx in Liver Rare Diseases.
• Experience in scientific selling and influencing treatment pathways.
• Hands-on experience with hospital tender processes, including collaboration with hospital pharmacies and public procurement departments.
• Background in launching innovative therapies and working in cross-functional environments.
• Demonstrated experience in hospital settings, including implementation and daily management of DP.

▪ Very good social/communication and selling skills combination

▪ Customer oriented

▪ Motivated

▪ Capacity to orient self in complex treatment schemes Good teamwork skills

Prior experience in Rare Diseases or Specialty Care (hepatology, gastroenterology, genetics, immunology, oncology, neurology) is highly valued.