Key Account Manager - Italy

December 18, 2024

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CSL

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CSL is a global leader in biotherapeutics and vaccines, focused on the needs of patients with serious and rare diseases. The company comprises CSL Behring, which develops and delivers treatments for conditions like immunodeficiency, hereditary bleeding disorders, and Alpha 1 Antitrypsin Deficiency; CSL Seqirus, a major provider of influenza vaccines; and CSL Vifor, which specializes in iron deficiency and nephrology. CSL operates an extensive R&D network focused on plasma fractionation, recombinant protein technology, cell and gene therapy, and vaccines. Headquartered in Melbourne, Australia, CSL serves patients in over 100 countries with a commitment to innovation and sustainable practices in biotechnology.

Complex biologicals • vaccines • plasma and plasma derived therapeutics • biotechnology

10,000+ employees

Founded 1916

🧬 Biotechnology

💊 Pharmaceuticals

⚕️ Healthcare Insurance

💰 $111M Post-IPO Equity on 2004-02

📋 Description

• Develop, lead and execute the local territory plan with specific goals and targets across the territory • Deliver sales budget with focus on top Tier key accounts / centers of expertise (CoEs) • Close collaboration with market access functions to ensure patients can access therapy at the local level • Encourage an Insight driven culture where customer insights, data, dashboards, and CRM tools are used to guide effective business decisions • Create a high-performance cross functional team environment based on alignment with a common values and vision • Develop and roll out key customer engagement philosophy and be the local orchestrator / owner of high priority key account plans • Maintain exceptional knowledge of the customer, related markets and disease states competitive products and the broader healthcare marketplace • Ensure the customer experience is exemplary • Input to co-creation of country planning, initiatives & tools • Close collaboration with local field based medical team • Ensures HCP and all target customers have accurate information which can be reflected in guidelines • Contributes to the improvement of patient journeys within an account eco system • Acts as the voice of the customer to the 3M team to create value-adding materials and service • Builds and constantly develops in depth knowledge and expertise in key therapeutic areas • Shares experience with other regions and management team • Key point of contact for all customers / centres of expertise (CoEs) within the region and is accountable for the success of the product in the assigned accounts • Identify pain points and barriers to and within, the Patient Journey and works with the customer to address and overcome them • Create KOL maps, map patient flow and building strategies to eliminate / minimize hurdles within the hospital • Drive patient identification and market development, by building and executing against account specific plans • Continuously assess sales opportunities within accounts to maintain/grow the business • Strategically network within the cross-functional team to segment and prioritize the accounts and the CoEs

🎯 Requirements

• Minimum 5 years of experience in the pharmaceutical industry • Strong scientific/medical knowledge at Bachelor’s degree or equivalent • Has previous sales / Key Account Manager experience • Ability to engage, connect and build partnerships with customer remotely • Business/Commercial orientation/acumen • Strong customer focus: demonstrated ability of creating win-win partnerships • Project Management where tangible success has been achieved • Mastery in influence mapping and using customer influence to gain credibility for projects • Proven competency in securing funding and healthcare process understanding locally for hospital and retail administered products • Passionate about rare disease, strong drive and desire for success, result-orientated with proactive cross-functional collaborative approach • Strong analytical as well as organizational ability, professional presence, self-confidence, self-driven, and a positive attitude • Excellent communication skills in local/cluster language(s) and English