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Key Account Manager
hace 3 meses
The Key Account Manager's main responsibilities are to maximise the success of sales and profits of Biogen' biosimilar products by coordinating the input and activities of commercial and medical functions related to their territory in alignment with Biogen's Code of Conduct, compliance and regulatory standards.
1. Main responsibilities:
- Develop and execute an effective business plan to further strengthen and maximise territory sales and profits.
- Build and strengthen a long-term partnership with local, national, and other key stakeholders' groups aligned to Biogen's key accounts through successful targeting and segmentation.
- Drive business need and biosimilars utilization, ensuring national and hospital formulary inclusion.
- Monitor relevant biosimilars procurement cycles and processes.
- Partner with and work collaboratively with all applicable teams across Biogen - Market Access, Marketing and Medical, to support territory activities through expert support.
Ensure that Biogen Market Share is maximized within new and existing Accounts that have been gained by Biogen
2. Primary Accountabilities and Behaviours:
Achieving Sales Targets through Digital and Data Literacy:
- Identify a blended approach to all future customer engagement using a multi-channel tactic which balances both face to face and digital interactions.
- Develop a deeper understanding of the customers environment using digital data and insights to maximise sales opportunities.
- Build and maintain important relationships with key decision makers for all biosimilars business, aligned to the Biosimilars portfolio class of agents.
- Use of all applicable IVAs and other digital tools & technology to be used to maximise all future sales targets and goals.
Customer Understanding to enhance Business Planning:
- Through digital data and insights gathering, understand the customers priorities both locally and nationally and establish importance to align business objectives.
- Develop and execute an annual territory business plan that includes prioritized regional goals, quantitative and qualitative approach in negotiations to ensure Biogen success in its biosimilar sales objectives.
Leveraging and coordinating resources by understanding the Customer Journey:
- Lead on and leverage digital technology to future proof customer engagement.
- Identify and initiate key stakeholders and customers through the BBU's targeting and segmentation process.
- Initiate Biogen's biosimilar resources to support key account needs and collaborate with internal teams and cross-functional partners to advance programs and initiatives.
- Organize meetings and events for HCPs and patients in collaboration with colleagues in the respective territory.
Maintain best in class knowledge:
- Demonstrate industry-leading understanding of biosimilar manufacturing and key data on promoted biosimilar products.
Regulatory and administrative responsibilities:
- Keep timely documentation (the following list is not limited toe)
- Expense reports, Compliance related tasks, CRM system inputs, Adverse event reporting to drug safety
3. Decision Making, Discretion and Latitude:
- The Key Account Manager must follow directives from all departments of their respective BBU in-country affiliate.
- Knowledgeable in current and future policies, practices, trends, and information affecting the business and organization.
- Understand the competition, brand and frequency and administration of their product(s)
- Awareness of strategies and tactics in the marketplace
- Apply decisions based on digital data, insights, customer environment, analysis, experience, judgment, and common sense
1. Minimum Education Requirements:
- Professional certification (as mandated by country / geography)
- Bachelor/Master's degree, preferably in sciences medicine, pharmacy, chemistry, biology.
- Local territory language is a must, Proficiency in English desirable
2. Minimum Experience Requirements:
- Experience negotiating contracts for product reimbursement with key budget holders.
- Minimum 5 years pharmaceutical/health care sales experience, proven and sustained track record of reaching and exceeding sales goals as well as favorable negotiations.
- Minimum of 2 years hospital sales experience
- Biosimilars background and experience is preferrable
Knowledge & Skills:
- Proactive collaboration with cross-functional partners and colleagues across the business
- Proactive to identify any potential risk or issues with territory accounts and mitigate any risk where possible, with the support of internal colleagues (if required)
- Strong stakeholder and customer management
- High scientific and technical knowledge within the pharmaceutical industry
- Essential technical ability to work and interact through digital technology.
- Ability to use digital data to better understand territorial environment and customer need.
- Strong analytical and organizational skills
- Self-directed, Self-confidence and self-driven with a positive mindset
- Excellent communication skills, competent partner at all levels
- Ability to deal with changing environments both internally and externally.
- Drive and desire for success, result orientated.
Knowledge of relevant health care policy aspects, legal aspects, and clinical studies
Why Biogen?
We are a global team with a commitment to excellence, and a pioneering spirit. As a mid-sized biotechnology company, we provide the stability and resources of a well-established business while fostering an environment where individual contributions make a significant impact. Our team encompasses some of the most talented and passionate achievers who have unparalleled opportunities for learning, growth, and expanding their skills. Above all, we work together to deliver life-changing medicines, with every role playing a vital part in our mission. Caring Deeply. Achieving Excellence. Changing Lives.
At Biogen, we are committed to building on our culture of inclusion and belonging that reflects the communities where we operate and the patients we serve. We know that diverse backgrounds, cultures, and perspectives make us a stronger and more innovative company, and we are focused on building teams where every employee feels empowered and inspired. Read on to learn more about our DE&I efforts.
