United Kingdom onlyThis role is a remote based role for the Midlands area requiring frequently travel to visit customers.
As Key Account Manager, you will have accountability for driving the uptake and awareness of Clinigen products, portfolios and services. This is a customer facing role, involving account planning, customer engagement and providing local distribution channel optimisation activities.
HCP Engagement
• To be an expert in the local supply and distribution channels with knowledge of, and relationships with the key players and experts to optimise portfolio performance and identify new business opportunities in the local market.
• Management and oversight of the trade and wholesale channels to maximise opportunities for existing and future Clinigen products and portfolios.
• Ensure awareness and understanding of products and product access services with relevant health care professional, procurement and key financial decision makers within the hospital, buying group, trade, wholesale, and distribution channels.
• Optimise the distribution of Clinigen product portfolios.
• With approved product and service promotional materials, make presentations to medical community/health care professionals as required to promote and support the correct and optimal use of Clinigen products and service in line with approved label and marketing authorisations and local regulations.
• Deliver key messages to support demand generation and general understanding of licensed Clinigen products and/or portfolios in line with global and country plans and in accordance with local laws, regulations and compliance rules.
• Ensure regular customer contact through one-to-one meetings, digital platforms, group meetings, scientific meetings and symposia as necessary.
• Communicate a strong value proposition specific to the needs of different stakeholders.
• Ensure customer requirements are coordinated and fulfilled as contractually (internally) defined securing positive customer satisfaction and building/safeguarding Clinigen’s reputation to maximise the likelihood of successful tender submissions and other trade negotiations.
• Proactive Account and Territory Management to effectively engage with physicians, HCP’s, Pharmacists and buying groups as needed.
• Be the company representative on site as required in accordance with local laws.
• Effectively communicate and work cross functionally effectively to maximise business opportunities & customer satisfaction.
Territory Analysis, Planning and Management
• Manage the identification and compilation of tender opportunities across the Clinigen Portfolios.
• Support the relationship with partners for generics supply as local market point of contact as required.
• Develop and implement the relevant support processes for efficient and timely tender evaluation and submissions in collaboration with key internal and external stakeholders.
• Provide commercial planning and support to the BU leadership and Global Product Leads
• Identify, propose and execute on portfolio placement strategy at local, regional and national level.
• Liaise across product group to help manage and optimize business/contractual agreements with external customers, buying groups, Tender agreements etc.
• Evaluate current and future business opportunities with strategically important purchasing groups across the Clinigen portfolios.
• Build mutually beneficial strategic partnerships with specific key accounts thorough understanding of customers and excellent account management.
• Provide key insight of the local customer needs to the Commercial roles including but not exhaustive Portfolio manager, Sourcing and Global Product Leads
• Develop, maintain, and execute Strategic Key-Account Plans to drive the growth and work with the Customer Service teams to build local Account plans for proactive customer engagement.
• Develop, forecast and implement account plan to define and deliver sales strategy at territory level.
• Analyses strategic accounts to develop and deliver account action plans and sets account objectives.
• Actively researches and develops opportunities to build mutually beneficial partnerships with strategic accounts.
• Maintains awareness of and takes steps to mitigate competitor activities in accordance with local laws, regulations and compliance rules - sharing information as required.
• Provide insight on local shortages and the importance such that we can work quickly and competitively to maximize this opportunity.
Able to provide local intelligence in order that we can ensure we optimise pricing, order patterns, and develop the portfolio accordingly.
• Acquires, maintains and shares territory, competitor, account and customer information to develop value propositions.
• To understand and maximise the functionalities of our CRM system to manage and plan customer interactions and to provide accurate insights into activities, customer databases and up record to date local intelligence.
• Attendance of Scientific events or congresses in accordance with local laws, regulations, and compliance rules.
• Deliver agreed launch KPI’s and sales targets, effectively and efficiently.
Compliance
• Ensure all activities, interactions, communications and partnerships with HCPs, scientific societies and medical institutions are conducted in a compliant manner.
• Ensure that all activities and interaction comply with Clinigen policies and SOP’s, with all local laws, regulations, and compliance rules.
• Maintain up-to-date personal knowledge of all local laws, regulations and compliance rules of your market/s including any relevant validation, certification or training record requirements.
• To follow, promote and enforce relevant SOPs, Job Aids, and Company policies and procedures.
Requirements
• Life Sciences or industry related degree desirable
• Proven established understanding of the local market as defined by the Geography
• Proven ability of delivering required revenue, profit and sales targets.
• Must possess outstanding oral, written, and interpersonal skills, to quickly develop relationships at all levels in a payer organization and directly influence business decisions.
• Strong organizational skills and track record of working independently.
• Ability to successfully work strategically and tactically across all accounts.
• Experience in working across the local Supply chain from local wholesalers to tender groups
• Proven experience of successful account management
• Flexible and scalable
• Preferably proven experience of selling services
• Reach, focus on customers/trade/wholesale channel
• Good business acumen
• Excellent communication and presentation skills, including effective influencing and negotiation
• Determined and focused on delivering the desired outcome
Benefits
- 27 days holiday plus 8 bank holidays
- Pension contributions 5% matched
- Life assurance 4 x annual salary
- Flexible Benefits Platform with £25/month Company contribution
- Annual salary review
- Independent financial advice service
- Enhanced Employee Assistance Programme
- Shopping discounts with retailers
- Long service awards
- Recognition scheme & employee of the year awards
