Strategic Account Manager

hace 2 días

Madrid Centro, Madrid, España Empresa reconocida A tiempo completo
Job Description

About the Role

We are seeking a highly skilled and experienced Strategic Account Manager to join our team at Empresa reconocida. As a key member of our sales team, you will be responsible for developing and executing strategic plans to drive business growth and expand our customer base.

Key Responsibilities

  1. Therapy & Product Liaison: Develop and maintain strong relationships with key customers to drive business growth and expand our product offerings.
  2. Run high-level scientific meetings with customers to convey product importance and value.
  3. Operate in a manner that is always in line with compliance and legal requirements and according to our marketing and sales strategies.
  4. Participate at industry events, conferences, and training sessions to stay up-to-date on industry trends and best practices.
  5. Act as an ambassador for our company, its vision, and values, and promote a patient-centric approach at all levels of the business.
  6. Have a deep understanding of our products, including knowledge of product strategy, positioning, key messages, programs, company developments, customers, and competitors.
  7. Responsible for continuous expansion of your knowledge, identifying gaps and new requirements specific to your context and addressing them proactively and independently.

Account Management: Formulate comprehensive and insightful key account plans to build, manage, and improve trustful relationships with key stakeholders, while maximizing our business performance. In coordination with our supply chain team, ensure our products are available at the account level. Support and collaborate with our In-Field Market Access team to gain product access to local formularies and/or protocols within your accounts.

Develop deep local insights into priority accounts to shape and implement innovative offerings that meet account needs. In coordination with our Brand Manager, shape and identify key marketing strategies that reflect customer needs and implement activities to support this strategy. Active participation in marketing strategy definition to provide input when required.

Commercial Excellence: Prioritize and manage accounts within your assigned territory by assessing appropriate business opportunities through contacts with key decision makers and important local players. Make changes as needed from new business opportunities and changes in the market place to achieve financial objectives.

Analyze territory sales and competitors together with customer behavior for best KAM or IFM planning. Perform local marketing and sales analyses and gain patient flow insights. Champion Key Account Management approach and share best practices among KAM team. Track and communicate KPIs and performance metrics as defined in the account plan. Form, execute, and follow-up tactics and KAM plans in regards to strategies and objectives for business areas in a cost-effective way leading to best ROI. Report on progress and deviations to your First Line Manager or Business Unit Director. Weekly reporting and analyzing and follow-up of activities in our CRM system.

Communication & Cross-Functional Collaboration: Develop and maintain strong, effective, and constructive relationships with external partners, including KOLs, therapy nurses, other HCPs, patient associations, hospital pharmacists, and administration, by taking a leadership role in the communication and liaison between all external customers.

Serve as a central coordinator infield of the contact and communication for account-related activities with HCPs, communicating value that our company provides to clients. Transmit clients' voice and needs to the organization and coordinate the required resources within our company to respond to them.

Orchestrate different channels to provide best content for clients with support from our back-office (marketing, omnichannel BP). Build and apply understanding of customer organizations and networks to develop relationship maps. Develop relationships with clients that are perceived as unbiased partnerships with clients' best interests at the forefront instead of commercial transactions.

Proactively engage in collaboration with fellow KAM team as well as other field partners to ensure alignment in objectives and coordination of activities with accounts and external stakeholders. Identify and raise relevant issues and propose potential solutions through the appropriate internal and external channels. Conduct market surveillance and communicate in-field intelligence on customer insights, external stakeholder activities, and trends to key internal stakeholders.

Others: Ensure business objectives are met in full compliance with laws, regulations, and our company's standards of Business Conduct and Ethics. Monitor compliance with external and internal policies and procedures. Promote, encourage, and demonstrate commitment to our company's philosophy and values. Communicate to our pharmacovigilance department any adverse reaction at the time of becoming aware of it, following our company's internal procedures.

Requirements

Education: B. Sc. Degree or equivalent.

Experience: Previous experience in engaging partnership with HCP, having delivered strong results in a secondary care environment (preferably in a specialty care setting). Experience of close collaboration with HCP/payers and commercial/access managers in engaging value-based partnerships. Experience in working in a multifunctional environment collaborating with different roles and departments.

Skills: Self-starter/innovative thinker, results-oriented and entrepreneurial mindset, able to work autonomously, analytical thinking, resiliency, strong communication skills, scientific knowledge, omnichannel engagement.

Knowledge: Background in the area of biological or medical sciences, understanding of main dynamics within the pharmaceutical industry and within the National Health System, mastery of the complexities of interacting with, influencing, and developing customers.

Physical Demands: Ability to drive or fly to attend meetings, audits, and training. Manual dexterity required to operate office equipment. Carrying, handling, and reaching for objects.

Travel Requirements: Willingness to travel and be away from home (large geographic territory and central briefings).

Locations: Madrid, Spain

Worker Type: Employee

Worker Sub-Type: Regular

Time Type: Full time

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