Key Account Manager - North West London, Oncology

Passion for Innovation. Compassion for Patients.

With over 120 years of experience and approximately 19,000 employees in more than 30 countries/regions, 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 are driving innovation in solid tumours and blood cancers, founded on breakthrough science from our own labs in Japan. We aspire to create better tomorrows for people living with cancer and their loved ones.

Our European headquarters are in Munich, Germany, and we have affiliates in 15 European countries and Canada.

Key Account Manager - North West London, Oncology

UK Grade:         7
Hours:               Full time, field-based role. 

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 partner company territory counterpart. Implement Account plans with rigour and precision. Harness all appropriate resources from within and outside the company to create a positive local market                                         access 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 with other key stakeholders and support of the National 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 partner company Account Manager.

• 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 requirements of 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 (e.g., Collaborative working, or patient support materials) in accordance with relevant SOPs.

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, 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.

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.

• 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.

4.    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. 

• Uses 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 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.

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 SOP, maintains high standards  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.

Technical/ Professional Knowledge:

Essential 

• Has an existing strong network of key customers within Oncology and Haematology 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 Specialist Commissioning and healthcare changes and their impact.

• Thorough understanding of strategic and tactical business planning processes.

• Proven track record in an Oncology or Haematology Key Account Management environment leading to impact on sales and market share.

• 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.

• Demonstrates integrity in all interactions with a focus on compliance. 

• ABPI qualified.

Desirable

• Previous Oncology/Haematology sales experience.

• Managed projects involving multiple stakeholders within NHS.

• Additional post graduate qualification eg. MBA or CIM.

Why work with us?