Key Account Manager

3 days ago

Scotland, United Kingdom Menarini Stemline Full time

Key Account Manager- Haematology

Field based, Scotland

Reports to the National Sales Manager, Haematology


Opportunity

We are seeking a Key Account Manager who thrives on high-level scientific exchange and the sense of reward achieved from bringing a first-in-class treatment to patients and the impact this has on their and their family’s lives.


It is a role with an extremely high level of autonomy, visibility, and the unique chance to influence how both the asset and Stemline are positioned and perceived in the UK.


The successful candidate will be responsible for finalising, adapting and the successful implementation of Key Account Plans, in order to achieve sales targets for their newly defined territory, and will report to the National Sales Manager, Haematology.


Responsibilities

Achieve and exceed sales revenue targets in the newly defined territory through;

  • Finalising and gaining senior leader endorsement for territory business plans which should include a business opportunity and environment analysis, SWOT, stakeholder profiling and influence mapping, MDT/DMU membership, current formulary and treatment protocol status, competitive and clinical trial landscape, value added service opportunity, target customer prioritisation and action plan.
  • Engaging wider cross-functional team members in medical, market access and commercial teams to build the plans and then agreeing functional accountability for actions and tactics.
  • Implementing the approved territory business and account plans.
  • Building long term mutually beneficial relationships with key stakeholders including HCPs, payers and NHS management at both trust and regional level.
  • Driving formulary and protocol/guideline inclusion and then rapid adoption in the identified market opportunities.
  • Monitoring and reviewing performance against sales targets and KPIs- proposing plan amendments to overcome barriers and maximise opportunities at an account level- being agile as the environment changes.
  • Managing budgets and resources in order to maximise return on investment.
  • Providing in-field insights to marketing and commercial colleagues so that marketing and omnichannel strategies, plans and tactics remain customer-focused, relevant and prioritised.
  • Representing the company at local, national and International congresses and meetings to promote our products and enhance our collective reputation.
  • Behaving in an ethical and compliant manner that is consistent with Stemline’s core values and UK ABPI code of practice.


Knowledge, Experience and Skills

  • At least 5 years of experience in the pharmaceutical industry, with at least 3 years in a field-based Oncology/Haematology Sales (KAM) role- Haematology experience essential, with Multiple Myeloma experience strongly preferred.
  • BA or BSc degree - ideally in life science.
  • ABPI qualified.
  • Ability to develop a deep level of product, therapy area and competitor knowledge to ensure the optimal promotion of Menarini Stemline’s assets to UK HCPs.
  • Demonstrable track record in account planning, project management, cross-functional working and innovative thinking and importantly delivering sales targets.
  • Sound knowledge of the NHS environment, organisations, systems, practices and management structures.
  • Must be self-motivated, commercially savvy, with strong analytical, negotiation and influencing skills – must be comfortable with engaging all NHS stakeholders at all levels of seniority.


Behaviours

  • Accountable- we want our KAMs to think ‘my business, not the business’.
  • Entrepreneurial- happy to experiment and learn, not afraid of failure.
  • Team player- willing to share fears and ideas and involve wider team members in decision making and problem solving.
  • Change leader- happy to be visible and to communicate the need for change and then model the way in that change.
  • Integrity- will always do what’s right – for the company, the customer and the patient.
  • Hands-on style, willing to do what’s necessary to get things done.


Menarini Stemline is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees

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