Account Lead Haematology London & South home counties

Recruiter
Shire
Location
London
Salary
Competitive
Posted
10 Aug 2017
Expires
14 Aug 2017
Sector
Sales
Contract Type
Permanent
Job Summary

Primary Role

Account Lead for
  • London, Leicester, Cambridge. Southampton (however main focus within London major hospitals 60 - 70% of porrfolio)
Provide a brief summary describing the major role, responsibilities and purpose of the job. Summarize key areas of accountability and budget responsibility, if applicable.
  • Manage own account(s) and catchment area(s) through cost-effective resource deployment and deliver agreed targets (e.g., sales and disease awareness targets) and other performance metrics in executing all agreed activities of disease awareness and account action plans in collaboration with the cross-functional team
  • Develop strategic, efficient and cost effective disease awareness and account action plans to be reviewed and signed-off by Business Leader Appropriately coordinate with cross-functional team to deliver on high medical standards.
Essential Functions

Responsibilities

Describe the essential job duties and include % of time spent on each.

% of Time

Job Duty and Description

80%

Account management
  • Manage account(s) and catchment area(s) through cost-effective deployment/prioritization of own capacity and resources and deliver agreed targets (e.g., sales targets) and other performance metrics in executing all agreed activities of disease awareness and account action plans in collaboration with the cross-functional team

    • Account activities:
      • building relationships with all KOLs/prescribers
      • advocating for Shire's product
      • coordinating the delivery of added-value service
    • Disease awareness activities:
      • working with GCO to execute filtering of relevant core specialists
      • develop and drive targeted mailing/digital/other awareness campaigns
      • deliver educational updates to KOLs/HCPs/other stakeholders of the ecosystem
      • organizing/taking part in peer-to-peer meetings, masterclasses, congresses, roundtables
      • building strong relationships with referring HCPs
  • Develop strategic, efficient and cost effective disease awareness and account plans to be reviewed and signed-off by Franchise Head
    • Develop own strategic account and disease awareness action plans
    • Focus on translating growth-driving plans into a robust and cost-effective business case
  • Appropriately coordinate with cross-function team to deliver on high medical standards
    • Call out to Medical for regular updates and review of material and initiatives
    • Collaborate with event planner for organizing masterclasses, congresses, etc.
    • Work closely with the Franchise Head on updating and making disease awareness and account action plans that are cost-effective and innovative
20%

Deliverables
  • Strategic account plans and regular status update to be reviewed and signed-off by Business Leader
  • Strategic disease awareness action plans for the catchment area around the account(s) and regular status update to be reviewed and signed-off by Business Leader
  • Awareness and follow-up calls to KOLs/prescribers/relevant non-prescribing core specialists
  • Participation and/or organization (together with event planner) of roundtables, congresses, masterclasses, peer-to-peer meetings
  • Consistent application of duties
Education & Experience Requirements

Include educational requirements or equivalency, required years and type(s) of experience, and necessary licenses or certificates. Specify which are required and which are preferred.

Required
  • ABPI Qualification
  • Experience in identifying and prioritising business opportunities through:
    • Excellence in key account management
    • Best in class business planning
    • In-call challenging and influencing skills
    • Efficient management of territory budget with demonstrable evidence in gaining maximum return on investment
  • Demonstrate leadership capabilities and project management within a regional and/or national setting in a commercial role
  • Developing and leading innovative projects which have led clear business outcomes
  • Demonstrate creative thinking and measured risk-taking
  • Team player, able to work within a complex cross-functional environment
  • Previous experience in raising disease awareness, and identification as well as customer education
  • Excellent, proven communication skills
  • Tenacious, self-motivated and pro-active, someone who is always seen to take the initiative
  • Demonstrable, consistent successful sales record
  • Fluent in written and spoken English
  • Highly competent with PC (Word, Outlook, Excel, PowerPoint) and CRM systems
Preferred
  • University degree in Medicine/Biology/Chemistry/ Pharmacy or other Life sciences
  • Experience of working with rare diseases and in niche markets
Key Skills and Competencies

Describe critical skills needed to successfully perform job, which should be representative of the knowledge, skills and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Skills
  • Strong strategic and business mindset
  • Analytical skills and problem solving attitude
  • Commercial awareness, self-starter and initiative-driven
  • Strong communication, presentation and negotiation skills
  • Ability to work and collaborate with different functions in a cross-functional team
  • Strong proven attitude for Biotech/ Hospital/ Specialty products promotional field work
Competencies
  • Business oriented, entrepreneurial mindset
  • Innovative
  • Goal-focused and ambitious approach
  • Natural team player able to work in a cross-functional team
Other Job Components

Complexity and Problem Solving

Describe the decisions made by the incumbents on a regular basis. Include decisions within the incumbent's authority to make as well as those decisions that must be referred to a higher level.

Internal and External Contacts

List contacts this job advises, consults and coordinates with on a regular basis. Describe to whom this job is accountable. Indicate each Contact Category (Internal, Vendor, Customer, or Other) and provide examples.

This role reports to the National Business Leader Haematology.

Internal
  • BU Head
  • National Business Leader
  • Product Managers
  • Medical Department personnel (CML and MSLs)
  • Learning & Development
  • Commercial Operations Team (including Business Insights, Conference & Congress Planner, Field Customer Relations Specialist)
  • HR
External
  • KOLs
  • Key Accounts
  • Hospital pharmacists
  • Other contacts as required
Other Requirements

List any other job requirements, including domestic travel, international travel, driver's license, physical abilities required, etc.
  • Regularly required to travel throughout territory as requested
  • Ability to occasionally travel internationally (e.g. to congresses)
  • Full UK Driver's license

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