Key Account Manager - Italy

4 days ago

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CSL

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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