Key Account Manager - Madrid, España - Biogen

Biogen

Empresa verificada

Madrid, España

hace 2 semanas

Publicado por:

Isabel García

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Descripción

Job Description:

AREA:
Aragon, Asturias, Cantabria, Castilla y Léon, Galicia, La Rioja, Navarra y País Vasco**- ______________________________________

Job overview

Acts as Key Account Manager for SMA (Sales and Hospital Market Access), being responsible for driving patient identification and market development for SMA by creating territory, account and customer strategies to achieve area sales, market share and profit targets for their territory.

To achieve this, the KAM needs to maintain effective relationships with physicians, treatment clinics and Hospital Payors to properly educate on SMA and help remove barriers to facilitate healthcare provider decisions.

The KAM is accountable for the success of SMA in the assigned accounts by working in partnership with marketing, logistics support, regional market access and medical colleagues to create value for patients and other relevant stakeholders within the accounts to ensure long-term growth in alignment with Biogen ́s code of conduct and the strictest ethical, compliance and legal standards.

Principal accountabilities

Achieving commercial goals - Works toward achievement of sales goals and sales responsibility in respective territory set by the organization.

Drive patient identification and market development for SMA by building and executing against a territory strategy and account specific plans.

Continuously appraise sales opportunities within markets and accounts to maintain and grow their business. Able to effectively prioritize time, activities, and resources to optimize accounts with the most sales potential.

Builds and maintains important relationships with key decision makers involved in SMA care delivery and decision making and can educate and promote Biogen services (as relevant to the market).

Acts as an ambassador for Biogen commitment to science, innovation and rare diseases.

Business planning - Develops and executes an annual territory business plan that includes prioritized account goals, quantitative and qualitative approach to any negotiations needed to ensure Biogen success in its SMA sales objectives.

Provides analysis of business and patient access opportunities and threats at relevant stages of the patient journey within the prioritized accounts, based on customer insights, health insurers ́ purchasing guidelines and practices, and competitive actions.

Provide input on how drivers and barriers to access can be optimally addressed into actionable objectives.

Builds and maintains relationship with HCPs and Hospital Payers maximizing their time through pre-call planning, leveraging insights to tailor call plan, and conducts post call analysis to continually refine and enhance their approach.

Leveraging and coordinating resources - Proactively builds effective working relationships with internal and external stakeholders; can drive agreement/decisions from multiple stakeholders; can read people ́s emotions and flex communication style.

Can adjust their approach based on different stakeholder needs, concerns, or audience member to drive alignment and meet their work goals.

Executes programs for their territory.

Sets their own travel schedule and call plan on a daily/weekly basis to ensure adequate coverage for all key accounts.

Supports NMD BU Head and colleagues in the analysis and classification of key accounts based on predefined criteria within the assigned territory and in the identification of potential key customer.

Identifying the patient/doctor/payer landscape, learning about rare diseases and specifically SMA treatment decisions.

Understanding the regulatory and compliance requirements and ensuring the right guardrails in place - Develops and executes an effective business plan for maximizing territory sales ensuring that stakeholder needs are being met.

Cross functionally with regional market access and field medical - Pre-launch drive awareness of Standards of Care and Biogen commitment in rare disease - Builds own individual account plans and lead cross functional creation of strategic account/regional plans on how to approach customers, achieve goals and maintain relationships to maximize use - Working across a large cross-functional team to develop SMA centers of excellence (e.g. developing work processes & communication streams) to ensure patients have access and troubleshoot any challenges. - Provide information to management to help with identifying, segmenting, profiling and defining national key accounts - e.g. Hospitals, purchase groups, guideline providers etc. - Build intimate knowledge of the accounts stakeholders' priorities and decision making processes (patient identification/selection, choice of therapeutic options, budget allocation, and care coordination, business needs, drivers and barriers for utilization - Building up, strengthening and ensuring a long-term customer relationship with the accounts' key stakeholders responsible for SMA care delivery and funding of treatment, ensu