Key Account Manager - Manchester

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Date: 05-Feb-2019

Location: North West England, United Kingdom

Company: Daiichi Sankyo Europe

Legal Entity: Daiichi Sankyo UK

 

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: www.daiichi-sankyo.eu.

Salary: £55,000 - £75,000 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.

 

 

Purpose:

To personally champion and embody Daiichi Sankyo Key Account Management principles and methodology and through this approach:


Consistently deliver locally agreed Targets

                          Implement Account plans with rigour and precision

                          Harness all appropriate resources from within and outside the company to create a positive market access environment

                          Develop well informed Account Plans

                          Work with high effectiveness within a matrix organisation to utilise skills and inputs throughout the business

  

Accountabilities:

 

Develop and implement an integrated Account plan with other key stakeholders and support of the Regional Healthcare Director to maximize Market Access and brand performance

  • Develops an Account Business Plan within the Daiichi Sankyo Key Account Management framework, with an overall foundational objective to connect customer needs with Daiichi Sankyo Brand and Service offerings.
  • Consistently delivers agreed Targets through strong and focused implementation of the Account Plans
  • Is able to effectively identify customer needs and adapt the Brand or Service Offering accordingly to gain market Access and support revenue growth
  • Identifies, segments, prioritises and accesses target customers and target Accounts that are most important to drive business outcomes
  • Effectively implements customer activities and investments in line with the ABPI Code of Practice
  • Maintains an accurate track of spend at all times and remains within agreed budgets
  • Proactively identifies new customer needs and addresses these by providing new customer solutions with a feedback loop into marketing and other relevant Departments
  • Is able in a non-promotional manner to deliver offerings from Daiichi Sankyo (MEGS, joint working, advanced budgetary notification or patient support materials) in accordance with relevant SOPs

     

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, taking and assigning responsibility for actions and workstreams to deliver the defined Key Account Plan outcomes
  • Reviews the Key Account Plan with all relevant stakeholders on a regular basis and ensures that all actions and workstreams are completed as agreed

 Operates effectively within the Daiichi Sankyo Key account Management process to ensure delivery of Market Access and 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.
  • Has a clear understanding and record of all relevant local formularies, treatment protocols 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 organization.


   Effectively engage with relevant customers and organisations to achieve mutually beneficial outcomes.

  • Positions and sells 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.
  • Identifies and implements projects involving Daiichi Sankyo promoted brands that help to improve patient outcomes.
  • Develops and mobilises Key Opinion leaders for Daiichi Sankyo brands to deliver business outcomes in line with Key Account Plans.
  • Effectively negotiates with customers and Accounts to secure the best value for Daiichi Sankyo.
  • Effectively and appropriately influences relevant local formularies, policies or treatment protocols in favour of Daiichi Sankyo brands.
  • Appropriately position non promotional offerings from Daiichi Sankyo such as MEGS or Joint Working Projects in accordance with relevant SOPs

 

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
     

   Leads, coaches and line-manages members of the Account Team to deliver effective Key Account Management.

  • Builds effective relationships with line reports on a foundation of trust, professional respect and open and honest dialogue.
  • Ensures that high calibre individuals are recruited for all roles within the team.
  • Performance across the team is managed effectively to ensure that all staff complete performance reviews and personal development plans are regularly reviewed and updated.

 

Technical/Professional Knowledge:

Essential:            

  • Has an existing strong network of key customers and a proven track record of tangible, commercial success.
  • High level influencing and negotiation skills resulting in demonstrable success in sales.
  • 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 a Key Account Management environment leading to demonstrable changes in outcomes and results.
  • 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
  • ABPI qualified.

     

    Desirable:

  • Previous cardiovascular/stroke experience.
  • Has successfully worked within a relevant NHS role.
  • Has successfully operated within a marketing role.
  • Additional post graduate qualification eg. MBA or CIM
  • Previous Profit and Loss responsibility.
  • Previous line management experience.
  • Experience in Health Economic principles and clear communication of their meaning.

     

     

     

 

 

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.