Hospital Account Executive -East & West Sussex

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Date: 10-Jul-2019


Company: Daiichi Sankyo Europe



Passion for Innovation. Compassion for Patients.™

Daiichi Sankyo and its 15.000 employees in more than 20 countries are dedicated to the creation and supply of innovative pharmaceutical products. In addition to a strong portfolio of medicines for hypertension and thrombotic disorders, the Group’s 2025 vision is to become a “Global Pharma Innovator with Competitive Advantage in Oncology”. Our European headquarters are in Munich, Germany and we have affiliates in 12 European countries. For more information:

Salary: £40,000 - £60,000 depending on experience

Plus car allowance and comprehensive reward and benefits package.

At Daiichi Sankyo we are committed to placing our stakeholders at the centre of everything we do. To make this a reality, we’ve changed our approach by enabling the entire organisation to live the principles of Key Account Management.



To consistently achieve stretching territory sales targets & deliver positive hospital advocacy/formularies & protocols for DSUK brands, through delivery of established marketing & business objectives, advanced account management, & demonstration of advanced clinical knowledge and professional selling skills.

To work effectively and autonomously in a coordinated manner with territory colleagues (both DSUK employees and alliance partners) to deliver integrated account plans in line with objectives.


Accountabilities / Measures:

Working closely with territory colleagues, own the development and implementation of   integrated hospital account plans to maximise territory sales.

  • Consistent delivery of quarterly and annual territory demand sales targets in-line with agreed objectives.
  • Consistent achievement of quarterly and annual coverage and frequency (C&F) and contact volume targets as defined.
  • Customer coverage will include relevant decision makers/influencers across the health system (primary and secondary care).
  • Hospital account plans are ‘dovetailed’ into account plans within primary care (PCOs) & are implemented in a coordinated fashion.


Identify, develop and secure new and existing business opportunities on territory to drive demand sales.

  • Positive hospital formulary listings for Daiichi Sankyo brands are achieved & maintained in-line with brand positioning & strategy.
  • Demonstration of understanding of local health systems including primary care decision makers and processes for Area Prescribing Formulary inclusion
  • Departmental, hospital & regional protocols which are positive for Daiichi Sankyo brands are achieved & maintained in line with brand positioning & strategy.
  • Demonstration of advanced level Account planning.


Use KAM selling skills and understanding to secure business for a mutually beneficial outcome for both Daiichi Sankyo and customers.

  • Detailed understanding of customer and organisational needs for identified Key Opinion Leaders (KOL).
  • Develop robust KOL development plans and implement with customers to deliver a positive impact on the business for Daiichi Sankyo brands.
  • Mobilise KOL advocates to gain successful influence on prescribing at cluster and regional level.


Use advanced selling skills and customer understanding to secure business to a mutually beneficial agenda for both Daiichi Sankyo and customers.

  • Detailed understanding of research interests, needs, activities, opinions and influence for Key Opinion Leaders identified, profiled and developed at a territory level.
  • Robust Key Opinion Leader development plans for hospital customers are developed and implemented with customers to deliver a positive impact on the business for Daiichi Sankyo brands.
  • Key Opinion Leader (KOL) advocates are developed & mobilised such that successful influence on prescribing is achieved at Territory & Regional level.


Use advanced selling skills and customer and market knowledge to leverage sales at Territory level.

  • High level of knowledge and understanding of clinical data, guidelines & clinical practice within relevant therapeutic areas is developed and maintained for Daiichi Sankyo Brands and all relevant competitors.
  • High level of knowledge & understanding of the local NHS economy & environment including decision making bodies, processes and influence networks developed and maintained in order to enable patient access to Daiichi-Sankyo brands.
  • Evidence of advanced selling skills to a consistently high standard through field visits.



Technical/Professional Knowledge

Essential –

  • Substantial experience of successful primary and secondary care pharmaceutical sales
  • Previous hospital working experience and/or evidence of formulary success
  • Demonstrated ability to understand, interpret and communicate effectively the findings of clinical trial data and relevant clinical guidelines.
  • Full driving licence
  • Competent user of Microsoft Office software products
  • ABPI


Desirable –


  • Experience of working in the CV market
  • Degree level education, preferably life sciences

What we offer:

We offer an interesting, diversified and challenging position, good contractual conditions, flexible working models, all the social benefits of a modern company and a professional environment where you will have the opportunity for personal growth.