Key Account Manager, Rare Diseases (6 months fixed term)

Job Description

Please note that this is a 6-month fixed term contract role based in QLD. As a KAM, your role is to launch new products in the rare diseases’ portfolio, build and maintain strong professional relationships with key customers and other health care professionals by providing approved product information and programs to improve patient outcomes, meet or exceed sales and market share targets and satisfy customer needs. You will work within the relevant Ipsen and Medicines Australia Ethics and Compliance rules. Knowledge and expertise across products and the external healthcare environment Demonstrate clinical expertise in your specialty area with a clear understanding of the factors that impact, shape and influence the healthcare ecosystem. This includes: Maintaining expert scientific knowledge in your specialty area Developing and maintaining a deep understanding of the patient pathways from diagnosis to treatment in the hospital and/or community. Demonstrating a deep level of understanding of the clinical data, guidelines, and clinical practices to provide value to customers using Ipsen therapies. Achieving the minimum standard for all disease state, product, and competitor knowledge quizzes, and proactively identifying (and rectifying) gaps in knowledge and expertise. Demonstrating knowledge and expertise byImplementing and facilitating tailored, valuable, on-label, in-field clinical dialogue for key clinical personnel that optimises patient outcomes. Conducting product and/or disease state and/or company presentations to customer groups to positively position Ipsen products. Account management expertise in planning, collaborative ways of working and achievement of account goals For prioritized accounts utilize Ipsen’s account management ways of working. This includes: Establishing strong cross-functional ways of working with your account team members across marketing, medical and other core team members. Working with the account team to develop and maintain strong external strategic relationships within the account including; decision makers, healthcare professionals, heads of pharmacy, policy/protocol influencers, and multi-disciplinary teams. Identifying departmental and stakeholder drivers and barriers in the account and capturing key information in our customer relationship management system (Veeva). Developing an account plan with your cross-functional team that is grounded in deep customer insights and an understanding of the healthcare ecosystem. Collaboratively aligning on an account goal and critical success factors to deliver triple win solutions. Developing a visible action plan for the account and measuring and monitoring execution and impact. Escalate issues and risks that are preventing progress with senior stakeholders. Tracking and monitoring account progress against critical success factors and evolving the plan with new insights, progress and/or new stakeholders. Fostering team effectiveness and accomplishments of shared goals by proactively sharing knowledge, experience, progress and improving team ways of working. Maintaining regular and timely communication with cross-functional colleagues to inform them of important/urgent account developments and to further the achievement of account objectives. Achieve territory sales targets objectives Implement sales marketing initiatives to achieve optimal sales performance for your territory. This includes: Flawlessly executing the marketing strategy, call plan and delivering key selling messages utilising approved marketing materials. Utilising territory sales data and deep customer insights to evaluate and analyze performance and uncover opportunities for growth and risks to address e.g. Power BI dashboards. Building, sharing and delivering on territory action plans that deliver on territory sales objectives. Achieving target coverage and frequency goals set on target customers utilizing multiple channel options. Adapting selling style and approach to match the sales environment and/or customer needs, such as;An account management approach in hospitals A patient-centric sales approach Hybrid model of working to respond to customers' communication preferences. Utilization of omni-channel to expand touch points and customer engagement opportunities. Effective management of territory resources and budget. Undertaking accurate and timely reporting of activities including call records, customer profiles, customer adoption ladders, customer insight sharing, sales and account analyses, monthly reporting and Medicines Australia requirements. Setting and delivering outcomes Setting and achieving ambitious account level goals and objectives by identifying, informing, influencing, and leveraging the appropriate internal resources. Delivering value for Health Care Professionals using the latest and most validated selling and key account management principles. Creating an appropriate level of positive tension in discussions with clinicians that positions Ipsen products accurately and delivers on positive outcomes. Demonstrate a positive, proactive and engaged attitude towards work tasks and continuous improvement in role Attending and preparing accordingly to positively contribute to all Company meetings. Maintaining a capacity and commitment to working in cross-functional teams across the business. Proactively seeking opportunities for continued professional development and enhancement of skills. Performing other duties as assigned by the Manager. Demonstrating a commitment to personal development. Demonstrating a collaborative mindset and contributing to a positive culture and internal team environment. Behave in a manner consistent with the MA Code of Conduct, The Ipsen Code for Ethical Conduct and the Ipsen Way of Being Championing the IPSEN Way of Being within the IPSEN business & Sales team; Ensuring compliance with MA Code of Conduct and all applicable laws and compliance codes. Working in accordance with the Ipsen pharmacovigilance requirements at all times. Exhibiting the Ipsen Way of Being in all individual and group engagements. Performing all work in a safe manner that ensures your health and safety and that of all employees. Knowledge, Abilities & Experience Education / Certifications: Tertiary qualification in science, nursing or similar discipline. Experience: At least 3 years demonstrated success in the specialty area (preferred) or other similar therapeutic area. Launch experience highly regarded. Proven track record of working with pharmaceutical specialised products (Section 100). 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, office staff and others in the customer influence network. Demonstrated ability to work effectively in cross-functional teams. #J-18808-Ljbffr