Key Account Manager

Summary & Purpose of the Position Build and maintain strong professional relationships within his territory with oncologists, medical groups/practices, hospitals/academic medical centers, office and ancillary staff involved in the care of cancer patients by providing approved, disease and product information in order to meet or exceed assigned sales goals in respect with Ipsen’s and country’s Ethics & Compliance rules. This role will be responsible for Northern Poland. Main Responsibilities & Technical Competencies Define and monitor Account Plans at territory level Implement Ipsen’s Key Account business planning and Sales Force Effectiveness program to achieve optimal sales Performance. This Includes Strong strategic thinking and planning skills to deliver business returns within the territory Develop and implement robust key account and territory business plans centred on performance to meet or exceed territory productivity requirements Identify and bring to completion Territory sales opportunities, through internal and external partnerships and territory management Identify and communicate key territory opportunities and challenges to build organizational knowledge and meet identified customer needs Adapt selling style & approach to match the sales environment, such as an account management approach in hospital departments/centers, or a transactional sales approach with respect to sole decision-makers Identify and action opportunities to simultaneously improve patient outcomes, build sales and satisfy customer needs Effective management of territory resources and budget Knows treatment schemes at each centre/client, understands motivation of the clients Regularly analyse available data and behavior of customers Plan and prioritize activities based on knowledge of the situation at each centre Undertake accurately and timely reporting activities including detailing call records, sales analysis; customer, promotion and competitor feedback and regulatory requirements Implement Ipsen’s planning and Sales Force Effectiveness program to achieve optimal sales performance Selling Excellent communication, influencing and negotiation skills Advanced selling/key account management skills, including delivering a tailored sales experience, based on needs-based selling Understand the difference between scientific selling and simple relation management/cultivation Secure hospital and regional formularies and referrals Demonstrate knowledge and skills at practical training regularly Always has goal at the canter (before each discussion but also long term) Knows motivation of the client for his decisions and adjust communication sales talk accordingly Adapt communication/selling to situation and behaviour profile of the client Listen carefully, ask questions and understand what is happening at each canter Select relevant argument in discussions and transfer them into benefits for patients, client and/or department Utilize all relevant promotional materials efficiently and is proficient in all tools Stakeholder Engagement and Influence Build and leverage internal and external stakeholder networks and maintain regular contact with key decision-makers and influencers. Develop strong and long-term relationships with customers and KOL in all assigned accounts and collaborate with cross functional stakeholders to deliver leverage organizational value and deliver a superior customer experience that meets organization objectives. Maintain regular and quality contact with key external decision-makers Identify Departmental and stakeholder drivers and barriers in key hospitals Work closely with the cross-functional Brand Team to develop account objectives, strategies and tactics Fosters team effectiveness and accomplishments of shared goals by sharing knowledge, experience and information. Maintain regular and timely communication with the MSL and cross functional colleagues Proactively and positively contribute to Sales Meetings and Sales Team initiatives Is respected partner for KOLs, experts Ethics & Compliance Ensure that all activities within his territory are undertaken in accordance with the National Regulations and local sales and operations guidelines, as well as any local Codes of Practice. Knowledge & Experience (essential) Education Minimum of BS/BA Degree in science or similar degree, or nursing registration (preferably highly specialized like emergency nurse, with BA degree) – could be replaced by an extensive experience Experience Track of successful work with innovative “cancer product” in the field of solid oncology Scientific selling experience /changing treatment pathways Knowledge of and experience with tender procedures and processes in hospitals, as well as expertise in the settlement of such procedures (cooperation with hospital pharmacies, cooperation with hospital procurement departments, and a practical understanding of the regulations governing tender procedures in a hospital setting) Demonstrated strong capability in account management, superior selling competencies and proven sales performance track record of meeting or exceeding goals in a specialist/hospital or similarly complex environment. Demonstrated skills at building and maintaining professional relationships with key customers including KOLs and professors Demonstrated ability to work effectively in matrix teams Understanding of accounts policy and regulations in context of drug programs Language(s) (essential) English fluent, Polish fluent