Key Account Manager

Come and Save Lives with Us

The Company is a growing international specialty pharmaceutical group that is a dedicated ally to healthcare providers treating patients with critical conditions, focusing on emergency care and rare diseases. We have over 400 employees in 16 countries.

Our portfolio 80+ rescue medicines make a real difference in the lives of patients and their caregivers and that gives every one of our employees a sense of purpose.

Our Purpose is supported by our 4 key values:

• We make patients our priority
• We act with integrity and accountability
• We work together as one team
• We look for better ways forward

Broad Function

To achieve sales budget and business objectives by implementing strategies and tactics with specialist customers in line with commercial plans to contribute to the overall UK budget.

To promote the Group’s diverse product portfolio to deliver the Key Strategic Objectives, maintain key accounts and develop partnerships with CCGs, Medicines optimisation Teams, critical NHS Trusts, Health Boards and Healthcare Professionals (HCPs) and payors.

To identify and establish strong, sustainable relationships with key stakeholders across Primary and Secondary Care (clinical and non-clinical) and leverage customer insights to create strategies that will ensure the maintenance and growth of the Group’s portfolio in the UK and to ensure commercial objectives are met as per plan.

Drive the development of commercially positive formulary, guideline and protocol inclusions for promoted brands in target accounts across both primary and secondary care incorporating trust and APC formularies where appropriate. This includes securing of reimbursement (where appropriate), permission to prescribe, as well as the subsequent implementation and business pull-through. Deliver other business-critical market access projects e.g., service redesign/shared care guidelines.

Generate clinical demand for products and promote and sell product(s) (prescribing, non-prescribing and commercial).

Accountable for achievement of the territory sales target. The Regional and National Sales Plan is delivered via organic growth and increase through new channels/customer accounts.

Ensure adherence and compliance to all relevant Corporate, MHRA and ABPI guidelines.

The individual will be required to travel extensively within the regions 4-5 days a week and stay away from home when required. There may be some overseas travel required.

Principal Responsibilities

Day to day activities

• Ensure regular and frequent customer contact through one to one, group meetings, speaker meetings and symposia.
• Identify and develop Key Opinion Leader’s to drive strategy e.g.: formulary approval, protocol change, product uptake.
• Ensure tenders for the Group’s portfolio are completed and submitted at Hospital and Regional level, once authorised by the Line Manager.
• Ensure that tenders that are up for renewal are carefully evaluated for any adverse financial impact on current terms with a proposal for mitigating actions.
• To achieve commercially positive formulary listings, guidelines and protocol changes within targeted key accounts.
• Work collaboratively with the wider Market Access and Marketing teams to ensure that engagement with KOLs is timely and at the right level to provide appropriate support and advocacy of the Group’s product portfolio.
• Complete Company administrative requirements with agreed timelines.

Territory Planning & analysis

• Ensure all identified key accounts have a named contact for each product purchased (Clinical and non-clinical).
• Assess and develop pricing requests for increased supply and revenue whilst protecting gross margins.
• Understand the priorities and needs for each account.
• Identify prescribers, influencers and payors relative to the Group’s portfolio.
• Understand and articulate the decision-making process to allow HCPs to access the Group’s product portfolio.
• Identify and follow up on collaborative commercial partnership opportunities with the NHS.
• Plan efficient territory coverage utilising continually updated sales and customer data to achieve or exceed sales targets.

Business (Account) Planning

• Guide the strategic intent for the maintenance of the neurological, emergency and critical care and diagnostic portfolio in the UK, based on local market access conditions, for the products identified for active promotion.
• Provide up to date market intelligence via the CRM system as agreed with the Head of Sales UK/Commercial Director.
• Organise medical/pharmaceutical events (regional seminars, speaker sessions) within agreed budgets.

Implementation of Local Plans

• Develop and submit an annual business plan (products that are identified for active promotion) and account management strategy according to sales targets and within budget.
• Work collaboratively with the wider Market Access, Marketing and Medical teams to ensure that engagement with KOLs is timely and at the right level to provide appropriate support and advocacy of the Group’s product portfolio.
• Flexibility and accountability to amend local plans based on local market dynamics and competitor/access conditions.

Administration

• Prepare and submit all monthly expenses on time.
• Track implementation of business plan and achievement of objectives using company systems and own processes. Use these methods to identify gaps in performance and plan remedial actions.
• Ensure effective coverage and frequency of calls on decision-makers and prescribers within region/territory.
• Record full details of all interactions and discussions with stakeholders on the CRM tool.
• A weekly update of the CRM database on calls/activities.

Compliance

• Maintain an understanding of Group’s working practices, and SOPs.
• Ensure SOP’s for Customer Engagement and Advocacy are followed in line with Medical Strategy and compliance with Corporate, MHRA and ABPI guidelines.
• Ensure compliance with all local laws regulating commercial activities.
• Ensure that all interactions and engagements are carried out in a professional, efficient, courteous manner and that all work is accomplished with quality and in accordance with Company values.
• Carry out other reasonable tasks as required by the Line Manager.

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements.

Education and Experience

• Educated to Degree level in Business, Pharmacy, Pharma related fields
• ABPI accreditation
• Excellent working knowledge of all Microsoft Office applications- Excel, Outlook, PowerPoint. Teams, Zoom
• At least Five plus years’ relevant pharmaceutical experience in primary and secondary care
• Excellent written & spoken English. Commercially astute, Well-organized, good team player, problem -solving approach
• Must hold a Clean Driving license
• Experience of working in a small to medium sized PharmaCo
• Completion of relevant training modules for access to secondary care including operating theatres is desirable
• Neurology, Critical care/ cardiothoracic & orthopedic specialty experience is desirable
• Experience/involvement in a successful recent product launch in secondary care. Knowledge of local market access/payor experience is desirable

Skills and Attributes

• Self-motivator with strong organisational skills and with a problem-solving approach Action orientated – pursues everything with energy, drive and a need to finish. Can be counted on to exceed goals successfully, and steadfastly pushes self and others for results
• Commands attention when providing information and engages the audience in various presentation settings and group dynamics
• Builds rapport quickly and develops constructive and effective relationships with a variety of people
• Identifies and creates opportunities to initiate new partnerships that will facilitate the achievement of strategic goals
• Knows how the business works, knows current and future trends, the competition affecting their business, and applies strategies and tactics
• Able to deliver the highest standards of customer service by putting the customer and patient at the heart of everything you do. Takes responsibility for ensuring your own work/life balance