Regional Access Manager - East of England

Passion for Innovation. Compassion for Patients.

With over 120 years of experience and more than 17,000 employees in over 20 countries, Daiichi Sankyo is dedicated to discovering, developing, and delivering new standards of care that enrich the quality of life around the world.

In Europe, we focus on two areas: The goal of our Specialty Business is to protect people from cardiovascular disease, the leading cause of death in Europe, and help patients who suffer from it to enjoy every precious moment of life. In Oncology, we strive to become a global pharma innovator with competitive advantage, creating novel therapies for people with cancer.

Our European headquarters are in Munich, Germany, and we have affiliates in 13 European countries and Canada.

Regional Access Manager

Location: Field based

Hours: Full Time 37.5 hours/week

Purpose:

A commercial role to implement the territory market access plan to maximise patient access and brand performance. Orchestrates customer experience and acts as the primary point of contact for a set of HCPs and ORDMs focused on market access topics. Delivers personalised customer experience based on data insights through customer journeys that are integrated across channels.

Key Deliverables: Local market access plan.  Measured by Customer Effort score and NPS (at sales rep team level), Sales Targets, and agreed access objectives with Head of Regional Access 

Accountabilities / Measures:

1. Responsible for implementing a strategy to maximise market access and brand performance in the relevant accounts 

• Implements a strategy to maximise market access and brand performance in the relevant accounts.
• Chooses the right customer journey and customer engagement plans for their customers from a set of recommended options.
• Uses appropriate omnichannel approach, engaging with customers assigned to them as primary point of contact through different channels, including in-person, remote, and virtual interactions.
• Coordinates appropriate touchpoints with customers assigned to them as primary point of contact, including agile payor value stories, visits or calls, collaborating with different functions (e.g. medical, commercial) to ensure optimized customer experience.
• Tailors’ messages to provide a personalised customer experience.
• Identifies regional and territory level access drivers & barriers and ensures that they are accurately reflected in local campaigns.

2. Operates effectively within the Daiichi Sankyo Key account Management process to ensure delivery of Market Access and Performance against Account Plan Targets

• Works closely with equivalent territory CXBM to drive collaborative commercial business success at territory level.
• Demonstrates capability to access to all levels of customers.
• Demonstrates high impact influencing and negotiation skills in all customer environments to deliver business outcomes.
• Has a clear understanding, record, and reporting of all relevant local formularies, treatment protocols, pathways, and guidance, and the process and decision-makers involved in their formulation or amendment.
• 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 organisation.

3. Gain and provide insights and present opportunities to external stakeholders and cross functional teams

• Proactively drives insights exchange between the field and office-based roles.
• Reports results and insights on a regular basis to Head of Regional Access Management to ensure senior leadership teams are informed of performance.
• Builds value- oriented relationships with HCPs (e.g. hospital pharmacists, local payers, and policy makers) and develops deep understanding of their needs.
• Feeds data back to the Advanced Analytics team through various tools, including the SBD CRM.
• Continually reviews performance and assesses priorities based on qualitative and quantitative data-driven insights.
• Work closely with NHS Collaboration team to identify & support collaborative working opportunities and donation-based service requests.
• Drives literacy and understanding around market-access related topics internally.
• AE reporting and sending on medical information queries to those most appropriate to deal with them.

4. 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. always conducting themselves in an ethical and compliant manor in line with the ABPI code of practice and Daiichi Sankyo SOP’s.
• 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.

Technical/Professional Knowledge:

Essential  

• Has an existing strong network of key regional customers and a proven track record of tangible, commercial success.
• High level influencing and negotiation skills.
• Excellent relationship building skills and highly engaging with customers.
• Strong communication skills.
• Understanding and knowledge of health economics and NHS finance.
• Thorough understanding of NHS and healthcare changes and their impact.
• Strong numerical and data analysis skills and capability.
• Experience using data insights to decide next actions and inform Market Access Campaigns.
• 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.
• ABPI qualified and a thorough knowledge of the ABPI code of conduct.

Desirable 

• Previous experience working in a field-based market access role in the pharmaceutical industry.
   

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