For the new Italian affiliate, we are looking for a Key Account Manager North of Italy (Lombardia).
Position:
The Key Account Manager (KAM) reports to the Commercial Director (CD) and is responsible for contributing to the national and area sales objectives for Oncopeptides' commercial products, while meeting or exceeding territory level goals. This role will require building and developing a network of business relationships with therapeutic specialists and key account stakeholders for the commercialization of melphalan flufenamide.
The KAM will ensure the customer and patient needs are being met through effective engagement of prescribers coupled with a focus on account management, consistently demonstrating value. The KAM will also be responsible for achieving performance objectives in a highly competitive market.
The KAM will be accountable for all aspects of territory performance including execution of our brand strategy and engaging internal resources to address the needs of our customers, patients, and caregivers.
Essential Duties and Responsibilities:
• Deliver on the assigned area and territory sales goals by aligning with Oncopeptides' brand strategy & vision
• Identification of market trends and opportunities
• Work with the CD to develop tactical strategies to support account needs
• Understand the policies and dynamics of clinic/hospital leadership, procurement, and contracting and engage internal resources as appropriate. Familiarity with tender process.
• Achieve/Exceed Sales goals for your region and/or territory
• Own the relationship with hematology account stakeholders
• Engage with key accounts and account leaders, compliantly tailoring the brand strategy to influence value drivers within each account
• Work collaboratively with Commercial Director and cross-functional teammates (i.e. Medical, Market Access) to identify partnership opportunities
• Expertise in clinical data, disease state, and account management
• Effectively analyzes data and market trends to help build strategic business plans to address challenges and capitalize on opportunities
• Actively engage in our culture of continuous learning and development
• Contribute to the development of: CRM database, Business plans, National and regional KOL lists
• Implementing our organizational operating model within the territory
Experience, Education, Training, Traits:
• MSc Degree (Laurea Magistrale) in biology or pharmacy or equivalent
• 5 Years in the Pharmaceutical/Marketplace
• Previous experience in pharmaceutical/biotech sales as part of a high performing onco-hematology team in a competitive environment
• Hematology experience is required, multiple myeloma experience preferred
• Ability to thrive in a startup environment by maintaining a solutions-oriented mindset, embracing change and taking ownership of customer facing initiatives
• Prior launch(es) of onco-hematology drug(s), preferably in a competitive market
• Solid understanding of the business of hematology, patient pathways, market access, etc.
• Knowledge of hematology practices, hospitals, academic medical centers, Active Network of hematologists (heads of department and specialists in myeloma), hospital pharmacists and key decision makers in the uptake of the drug at hospital or regional level.
• Support and contribute to the market access operation in the assigned regions and hospitals: identify key stakeholders and the key decision makers and process necessary for the uptake of the Drug in the hospitals. Teamwork with MSL, and external RAM to facilitate the regional and hospital uptake of the drug where necessary under the coordination of the Commercial Director
• Understanding of multiple distribution models, including Specialty Distribution and distribution of H-band drugs
• Solid analytical, organizational, problem-solving, and communication skills
• Ability to develop strong relationships with both internal and external customers
• Proven track record of developing and maintaining a network of health care professionals within aligned accounts
• Demonstrated commitment to acting with integrity in a highly regulated business environment.
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