Key Account Manager - West / South West UK Recordati Rare Diseases
Location
South West England | United Kingdom
Job description
With its beginnings in a family run pharmacy in Correggio, Italy in the 1920s, Recordati is now a global pharmaceutical force, listed on the Italian stock exchange, with over 4,300 employees.
We are a group of like-minded, passionate individuals who go to extraordinary lengths for our partners, customers, investors and the people across the globe who we serve. We develop and commercialise medicines to serve people living with common diseases, as well as those living with some of the rarest, in around 150 countries.
At Recordati, our mantra is simple. We've always believed that health, and the opportunity to live life to the fullest, is a right, not a privilege. Whether that is for common diseases or the rarest – we want to give people the opportunity to be the best version of themselves.
This drive will never stop. Together, we will always be reimagining tomorrow – with new ideas, new technologies and new innovations to fight diseases.
Recordati. Unlocking the full potential of life.
Role Purpose:
The successful achievement of sales targets and delivery of business objectives through effective and ethical communications with relevant HCPs and target customers across all current disease areas. Developing KOL advocacy and mobilising advocates in key accounts. To advance the business through engagement across multiple levels of the NHS focusing on strategic account planning and development.
Key Accountabilities:-
- Achieve / exceed sales targets for all products through effective territory management, selling skills and development of key customer groups
- Collaborates with manager to implement agreed plan of action in line with marketing strategy
- Establishes and manages high quality customer relationships with target customers
- Develops and maintains in-depth knowledge of the product, market and stakeholders
- Works within agreed budgets
- Organise and plan territory efficiently and effectively
- Works to agreed KPIs and objectives
Role Responsibilities
- Consistently deliver monthly and annual sales targets in line with agreed objectives. Manage stakeholder relationships for the range of designated products through prioritising new business opportunities and prospects
- Put into place milestones and deadlines; monitor progress and take action to address delays/shortfalls
- Organising promotional group meetings, symposia, conferences & webinars for HCPs. Use peer to peer influence to educate a wider audience
- Provides input and agrees to territory sales objectives with manager
- Collaborates with manager to develop and implement territory plan of action and account plans which encompass all aspects of the local health economy
- Collaborates with relevant stakeholders (medical affairs/marketing etc.) to agree on key account plan objectives/responsibilities
- Evaluates progress vs plan monthly, and agrees to course corrections with manager where necessary, present challenges as opportunities
- Develops and maintains up-to-date customer/key account/market understanding
- Tracking patient numbers and potential within relevant accounts for promoted products
- Maintain up to date knowledge of NHS structure and funding streams
- Reports customer activity daily in the CRM system and ensures customer profiles are kept up-to-date
- Sell products in accordance with sales process and agreed marketing strategy
- Provides feedback to product/sales management on competitor activity
- Operates within the agreed expense budget
- Continuously develops and improves product knowledge, communication and selling skills through self-learning and training
- Identify and develop key customers and build constructive relationships with key opinion leaders, clinicians and pharmacists and other relevant stakeholders. Identifies, segments and prioritises target customers such as KOL's and payers and target accounts that are most important to drive business outcomes
- Maintain acceptable, professional knowledge and behavioural standards
- Compliance with the ABPI Code of Practice and RRD internal code of conduct. Reports adverse events and product quality complaints as per pharmacovigilance guidance
- Maintain a thorough understanding of all company processes and SOPs
- Makes full use all company information systems and business tools to aid account planning and informed customer engagement, including updating of the CRM system on a daily basis.
- Understanding of your role and contribution within the organisation
Technical and professional experience required:
- >5 years pharmaceutical experience in the hospital setting
- Rare Disease/niche/speciality product experience
- Experience / involvement in a successful recent product launch
- Knowledge of local market access/payor experience (hospital pharmacists and access process in the hospital setting) is essential
- Experience in digital multichannel customer interaction, with evidence of previous experience both in systems and in personalised content. Able to maximise impact of multichannel/digital tools and strategy on customers in the territory.
- Excellent communication skills to drive impactful conversations with customers by phone, video, email, text or face-to-face
- Demonstrable project management experience would be useful
Person specification:
- Life science degree or higher qualification is needed together with relevant experience, ideally in rare disease
- Willingness to travel – this is a field-based role
- Must have excellent written and spoken English, able to evidence strong communication skills written, oral and presentation
- Organised with a good level of analytical skills
- Able to work in a specialist area
- Computer literate in Microsoft programmes including Excel, PowerPoint and Word, and continuously developing and improving product knowledge, communication and selling skills through self-learning and training
- Self-motivated, entrepreneurial and forward-thinking outlook, with desire to expand skill set and overcome challenges
- Ability to work autonomously as well as part of a team
At Recordati we believe in people! Inspired by our purpose - unlocking the full potential of life - we are committed to creating a diverse environment and cultivating a culture of inclusion. We strive to continually lead with our values and beliefs, enabling our employees to bring their whole selves to work and develop their potential.
We are proud to be an equal opportunity employer. We recruit, develop and reward without regard to, amongst others, gender, sexual orientation, gender identity or expression, national origin, age, physical or mental ability, race, ethnicity, political or religious belief.
If you are looking to join a company where you can try new things, speak openly, and be bold, we invite you to apply today.
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