Oncology Health Solutions Partner

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Date: 03-Aug-2022

Location: Nationwide, Italy, 00100

Company: Daiichi Sankyo Europe

 

Passion for Innovation. Compassion for Patients.

 


Daiichi Sankyo and its 16,000 employees in more than 20 countries are dedicated to the creation and supply of innovative pharmaceutical products. In Europe, we focus on two areas: In the cardiovascular space, our strong portfolio of medicines reflects our long-standing commitment and shows that we care for every heartbeat; in oncology our goal is to become a global pharma innovator until 2025 by providing novel therapies to patients across the world. Our European headquarters are in Munich, Germany, and we have affiliates in 13 European countries. For more information: www.daiichi-sankyo.eu.

 

Purpose:  

 

To personally champion and embody Daiichi Sankyo Oncology Key Account Management principles and methodology and through this approach:
Consistently deliver locally agreed targets together with alliance partner company territory counterpart. Implement Account plans with rigour and precision. Harness all appropriate resources to create a positive local Healthcare environment. Develop well informed Prioritised Account Plans. Work with high effectiveness within a matrix organisation to utilise skills and inputs across the business

 

Accountabilities:


1.    Develop and implement an integrated Account plan in collaboration with the other key stakeholders within the in-field team (mainly Medical Science Liaisons and Regional Value Managers) and support of the Sales Manager to maximize brand performance:
•    Develops an Account Business Plan within the Daiichi Sankyo Key Account Management framework, with an overall foundational objective to connect Oncology customer needs with Daiichi Sankyo Brand, product and Service offerings.
•    Consistently delivers agreed Targets through strong and focused implementation of the Account Plans, working opposite our Alliance partner company counterpart
•    Is able to effectively identify customer needs and adapt the Brand or Service Offering accordingly to support patient access and revenue growth
•    Identifies, segments and prioritises target customers and target Accounts that are most important to drive business outcomes
•    Effectively implements customer activities and investments in line with current legal requirements and the DS ethical standards.
•    Proactively identifies new customer needs and addresses these by providing new customer solutions with a feedback loop into marketing, business excellence and in-field cross-functional teams 

 
2.    Coordinate the deployment of resources locally within the framework of a Key Account Plan in a defined geography:
•    Prioritises resources across Accounts based on Account potential – executing and re-deploying resources as required
•    Works closely with all internal stakeholders, to ensure that actions and workstreams are delivered for getting the defined Key Account Plan outcomes
•    Reviews the Key Account Plan with all relevant stakeholders on a regular basis 
 
3.    Operates effectively within the Daiichi Sankyo Key Account Management process to ensure performance against Account Plan Targets:
•    Demonstrates own access to all levels of customers.
•    Demonstrates high impact influencing and negotiation skills in all customer environments to deliver business outcomes.
•    Strictly collaborate with the Regional Value Manager to the fulfillment of the requirements of all relevant local formularies and treatment protocols. 
•    Maintains an accurate profile and record of all key stakeholders, leaders, decision-makers, networks and influencers within each Account, using the CRM and other relevant systems.
•    Develops internal business cases for potential Account level projects and once implemented, tracks performance and project manages them versus the plan.
•    Proactively seeks to understand competitor activities, strategies and programmes and ensure that this competitive intelligence is shared broadly within the organisation.
•    Effectively shares best practice across the national team and takes action to replicate relevant best practice shared by other team members.
•    Documents all customer interactions within the CRM system to facilitate the wider KAM process throughout the organization.
 
4.    Effectively engage with relevant customers and organisations to achieve mutually beneficial outcomes:
•    Positions and promotes Daiichi Sankyo brands in line with the brand plans and makes full and effective use of customer engagement tools. Develops strong relationships with identified target customers on the basis of quality, trust and added value in the form of personal expertise and the ability to help customers solve problems and achieve their objectives. 
•    Uses an omnichannel approach, engaging with customers assigned to them as primary point of contact through different channels, including in-person and remote interactions 
•    Identifies and implements projects involving Daiichi Sankyo promoted brands that help to improve patient outcomes.
•    Develops and mobilizes Key Opinion Leaders for Daiichi Sankyo brands in line with Key Account Plans.
•    Effectively negotiates with customers and Accounts to secure the best value for Daiichi Sankyo.
•    Collaborates with regional value mangers to ensure DS brands are appropriately and promptly included in relevant local formularies, policies or treatment protocols. 
 
5.    Ensures that personal expertise regarding market, competitor and healthcare environments is maintained to enable effective decision-making, customer engagement and optimal performance against local Targets:
•    Takes personal ownership for maintaining an expert understanding of all relevant clinical information for Daiichi Sanyo brands, therapeutic areas, competitors, customer types and networks.
•    Maintains a thorough understanding of all Company processes and SOPs and remains compliant at all times. 
•    Maintains an advanced understanding of the national and local NHS environment to facilitate relevant discussions with customers.
•    Makes full use of all Company information systems and business tools to aid Account planning and informed customer engagement.
•    Makes effective use of all Company development resources to drive personal development and expertise in line with an agreed Personal Development Plan

 

Requisitions 


•    Has an existing strong network of key customers within Oncology and a proven track record of tangible, commercial success.
•    High level influencing and negotiation skills 
•    Experience of effectively delivering compelling value propositions to NHS customers at all levels.
•    Demonstrable evidence of continued personal development.
•    Thorough understanding of NHS and healthcare changes and their impact.
•    Thorough understanding of strategic and tactical business planning processes.
•    Proven track record in an Oncology Key Account Management environment.
•    Evidence of successful project management involving the co-ordination of significant resources and multiple stakeholders.
•    Strong numerical and data analysis skills and capability.
•    Full driving license and flexibility to travel when necessary.
•    Competent user of Microsoft Office software products and ability to adapt quickly and embrace evolving technologies such as CRM, digital media and Social Media.
•    Degree level education or equivalent according to current Italian legal requirements.
•    Demonstrates integrity in all interactions with a focus on compliance.  
•    Managed projects involving multiple stakeholders within NHS
•    Strong result orientation, as well as high teamwork ability. 
•    Experience of working within a complex matrix organization, embracing a cross-functional approach that maximizes the integration of competences, resources and different perspectives. 
•    Ability to detect opportunities as well as possible risks for guarantee the successful launch of DS compounds in the Oncology area.
•    Contribute, in the relationship with external and internal clients, to position and reinforce the value of the Alliance.
•    The positions are field based within the area of activity, which include more than 1 province. 
•    We are looking for 10 Oncology Health Solutions Partner in the following locations: Milano (2), Torino, Padova/Verona, Modena/Forlì Cesena, Firenze, Roma, Napoli, Bari, Catania.