Key Account Manager - East of England & East Anglia (Severe Allergic A
- Recruiter
- Novartis
- Location
- Buckingham
- Salary
- Competitive
- Posted
- 31 Jul 2014
- Closes
- 13 Aug 2014
- Sectors
- Health, Nursing & Social Care, NHS
- Contract Type
- Permanent
- Hours
- Full Time
A health care company with global reach. A product pipeline filled to the brim. A team committed to scientific advancement.
Think what's possible.
This is a great opportunity to take on a new role to focus on significant value accounts. The main area of focus is Severe Allergic Asthma in key centres in East of England and East Anglia
Responsibilities
• To drive account sales performance, market share and optimal resource utilization in specified high value critical accounts.
• Leading the x-functional development and execution of strategic and operational account plans.
• Establish and maintain strategic partnerships with KOLs to generate brand advocates to be used as speakers in promotional event across the UK.
• To differentiate Novartis as a leader in a specific therapeutic area.
Major Accountabilities:
• Executes account plans for assigned product lines/brands, customers or therapeutic area; uncovers and develops new business opportunities.
• Develops and applies understanding of customer organizations and networks and of diverse influences that affect customer decisions (e.g. peer relationships)
• Develops business/clinical networks supporting Medical advocacy and key opinion leader plans, including medical experts from customer or academic communities.
• Adapts and optimizes approach and communications style during sales calls, responding appropriately to customer needs
• Makes effective use of available technologies and channels to support sales calls.
• Ensures that Novartis products and supporting services are broadly understood and available to more patients and customers.
• Deploys and uses Marketing and Sales promotional materials and programs; coordinates direct promotion programs and facilitates pull-through activities.
• Presents highly technical portfolios to customer audiences.
• Develops deep specialist product and disease state knowledge in a specific therapeutic area and leverages this to build professional customer relationships and support sound clinical discussions.
• Uses detailed knowledge of competitor products' features and benefits during sales calls to improve sales of Novartis products.
• Allocates resources effectively for sampling, programs, and events, etc.
• Integrates customer-facing activities in cross-functional teams (e.g. Medical Affairs, Market Access) to achieve sales targets.
• Provides Novartis stakeholders and other colleagues with insight and feedback gained from customer interactions.
• Manage NHS through commissioning change
Minimum requirements
• Advanced selling skills, including delivering a tailored sales experience, based on needs-based selling
• Excellent communication, influencing and negotiation skills
• Strong relationship management skills
• Strong strategic thinking and planning skills
• Strong business acumen
• Cross-functional working
• In-depth clinical knowledge of respiratory therapy area (desirable)
• brands promoted in the business franchise
• Understanding of health economics
• Knowledge of payer mix and reimbursement dynamics
• Health policy knowledge
• Ability to work independently
• Ability to flexibly navigate in a complex selling environment
Experience and Qualifications:
• University degree in Science or Business Marketing or equivalent
• Extensive experience in pharma sales/account management
• Experience in specialty sales role in the pharma, biotech or devices industry
• Sound working knowledge of the funding and approval process for product usage in hospitals
• Respiratory therapeutic area experience desirable but not essential
• Experience working with launch period product sales desirable
Think what's possible.
This is a great opportunity to take on a new role to focus on significant value accounts. The main area of focus is Severe Allergic Asthma in key centres in East of England and East Anglia
Responsibilities
• To drive account sales performance, market share and optimal resource utilization in specified high value critical accounts.
• Leading the x-functional development and execution of strategic and operational account plans.
• Establish and maintain strategic partnerships with KOLs to generate brand advocates to be used as speakers in promotional event across the UK.
• To differentiate Novartis as a leader in a specific therapeutic area.
Major Accountabilities:
• Executes account plans for assigned product lines/brands, customers or therapeutic area; uncovers and develops new business opportunities.
• Develops and applies understanding of customer organizations and networks and of diverse influences that affect customer decisions (e.g. peer relationships)
• Develops business/clinical networks supporting Medical advocacy and key opinion leader plans, including medical experts from customer or academic communities.
• Adapts and optimizes approach and communications style during sales calls, responding appropriately to customer needs
• Makes effective use of available technologies and channels to support sales calls.
• Ensures that Novartis products and supporting services are broadly understood and available to more patients and customers.
• Deploys and uses Marketing and Sales promotional materials and programs; coordinates direct promotion programs and facilitates pull-through activities.
• Presents highly technical portfolios to customer audiences.
• Develops deep specialist product and disease state knowledge in a specific therapeutic area and leverages this to build professional customer relationships and support sound clinical discussions.
• Uses detailed knowledge of competitor products' features and benefits during sales calls to improve sales of Novartis products.
• Allocates resources effectively for sampling, programs, and events, etc.
• Integrates customer-facing activities in cross-functional teams (e.g. Medical Affairs, Market Access) to achieve sales targets.
• Provides Novartis stakeholders and other colleagues with insight and feedback gained from customer interactions.
• Manage NHS through commissioning change
Minimum requirements
• Advanced selling skills, including delivering a tailored sales experience, based on needs-based selling
• Excellent communication, influencing and negotiation skills
• Strong relationship management skills
• Strong strategic thinking and planning skills
• Strong business acumen
• Cross-functional working
• In-depth clinical knowledge of respiratory therapy area (desirable)
• brands promoted in the business franchise
• Understanding of health economics
• Knowledge of payer mix and reimbursement dynamics
• Health policy knowledge
• Ability to work independently
• Ability to flexibly navigate in a complex selling environment
Experience and Qualifications:
• University degree in Science or Business Marketing or equivalent
• Extensive experience in pharma sales/account management
• Experience in specialty sales role in the pharma, biotech or devices industry
• Sound working knowledge of the funding and approval process for product usage in hospitals
• Respiratory therapeutic area experience desirable but not essential
• Experience working with launch period product sales desirable