Key Account Manager

Title:

Key Account Manager

Company:

Ipsen Farmaceutica BV

Job Description:

Ipsen The Netherlands, a multiple times Great Place To Work certified affiliate, has an exciting opportunity for an early career commercial professional that is looking for the next step his/her pharmaceutical career path as Key Account Manager DeCentralized Care (DCC).

The Key Account Manager DCC is responsible for the commercial success and orchestrating the account activities of Dysport and Pamorelin within a combination of peripheral / general hospitals, academic hospitals and rehabilitation centers in the South West of the Netherlands.

This is a full-time position of which all the commercial activities occur in the field.

Next to the requirements stated in the job description it is preferred that the new colleague has commercial experience with has a successful sales track record as well as demonstrated ability to work project based and implemented successfully nonstandard solutions for their customers.

A high level of business acumen and ownership next to living in the territory is key to ensure optimal territory coverage and commercial success.

Purpose of the position

Drive and develop strong professional relationships within the territory focusing on relevant specialties (urologists, PM&R physicians, neurologists…), medical groups/practices, hospitals/academic medical centers, office and auxiliary staff involved in the care of patients by creating value for them through a comprehensive offer (drug, services, information) in order to meet or exceed assigned sales goals in respect with Ipsen’s and country’s Ethics & Compliance rules.

Main responsibilities and tasks

Define and monitor Account Plans at territory level

• Implement Ipsen’s Key Account performance analysis and plans to achieve optimal sales performance. This includes:
  • Ability to promote Dysport and Pamorelin with an entrepreneurial spirit identifying opportunities and challenges, serving customers with a valuable and comprehensive offer.
  • Develop and implement key account and territory business plans centred on robust performance analysis to meet or exceed territory productivity requirements.
  • Identify and bring to completion Territory valuable projects, through internal and external partnerships and territory management.
  • Adapt selling style & approach to match the sales environment, such as an account management approach in hospital departments/centres, or a transactional sales approach with respect to sole decision-makers.
  • Effective management of territory resources and budget
• Undertake accurately and timely reporting activities including: detailing call records, sales analysis; customer, promotion and competitor feedback and regulatory requirements

Demonstrate high level clinical knowledge

• Provide in-field clinical training and on-going clinical education with physicians, key clinical personnel as well as internal and external employees and facilitate on-site training and subject matter clinical expertise to optimize patient safety and outcomes.
• Excellent communication and interpersonal skills along with the ability to multi-task and overcome challenges in order to successfully.
• Ability to assimilate and communicate complex clinical data.
• Demonstrate excellent product, customer and market knowledge.
• High level of understanding of clinical data, guidelines and clinical practices.

Selling

• Excellent communication, influencing and negotiation skills.
• Advanced selling/key account management skills, including delivering a tailored sales experience, based on needs-based selling.
• Secure hospital and regional formularies and referrals.

Stakeholder omnichannel Engagement and Influence

• Build and leverage internal and external stakeholder networks and maintain regular contact with key decision-makers and influencers.
• Develop strong and long-term relationships with customers and KOL in all assigned accounts and collaborate with cross functional stakeholders to deliver leverage organisational value and deliver a superior customer experience that meets organisation objectives.
• Maintain regular and quality contact with key external decision-makers.
• Identify Departmental and stakeholder drivers and barriers in key hospitals.
• Work closely with the cross-functional Brand Team to develop account objectives, strategies and tactics.
• Fosters team effectiveness and accomplishments of shared goals by sharing knowledge, experience and information.
• Maintain regular and timely communication with the Medical Manager and cross functional colleagues, in order to inform them of important/urgent account developments and to further the achievement of account objectives.
• Proactively and positively contribute to Sales & Commercial Meetings and Sales Team initiatives.

Ethics & Compliance

• Ensure that the marketing processes, programs, and internal reports are developed, implemented, and effectively administered to be consistent with Ipsen’s corporate guidance and all regulatory, legal, ethical SOPs.

Experience / Qualifications

Education

Minimum:

• Bachelor degree in a business, science, medicine or pharmacy or similar degree
• Must be proficient in the following applications: MS Word, MS Excel, MS PowerPoint, MS Outlook

Experience

• Demonstrated capability in account management, selling competencies and proven sales performance track record of meeting or exceeding goals in a specialist/hospital or similarly complex environment.
• Experience with hospital tenders, Omnichannel Management.
• Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network.
• Demonstrated ability to work effectively in matrix teams.
• Experience in the Neurology area, in Oncology area or in other related therapeutic area is necessary.
• Must be fluent in Dutch and English.
• Any experience using Veeva or other sales tracking tools.

Key Required Technical Competencies

• Demonstrate thorough knowledge of the disease state, Ipsen’s products and relevant competitor products.
• Demonstrates superior selling competencies.
• Ability to effectively influence and communicate with customers, internal and external contacts at all levels and excellent organizational, written and verbal communication skills.
• Demonstrates a high proficiency of the broader reimbursement environment; possesses a deep understanding of the reimbursement and fulfillment pathways for medications.
• Expert key account management skills including strong selling, business analytics, planning and numerical skills and an ability to manage complex situations and make expedient decisions, execute plans and achieve outcomes.
• Excellent organisation, implementation, budgetary and project management abilities.

Thank you for considering Ipsen as an employer of choice. We wish you all the best with your application.