JOB TITLE: Key Account Manager
REPORTS TO: Sales Manager Immunology – Abu Dhabi
GRADE
BUSINESS AREA L2-1
BU Sanofi Genzyme Gulf
DATE AMENDED June 2022
JOB PURPOSE:-
To drive performance for Dupixent Gastro indication, build and maintain strong business partnerships with key stakeholders and ensure accessibility in key accounts.
To achieve success, it is critical that the KAM Immunology: Ensure the success of the assigned brand in terms of indication, positioning, accessibility of the product Maximize short- and long-term sales volumes in line with Company strategies, local regulations, and Sanofi compliance rules
Ensure the implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget Assess and mitigate risks on business
KEY RESULTS / ACCOUNTABILITIES:-
1. Pre-launch Responsibilities Identify customers, map the accounts and patient journeys, educate key stakeholders on the disease Asthma and the impact of the disease Implement ongoing targeting and profiling of customers to maximise sales Identify and grasp listing opportunities for Dupixent in accounts at area level Liaise with medico-marketing teams to develop tactical plans for scaling up products penetration and ensure products’ availability Ensure the development and implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget Initiate, build and maintain strong relations with key opinion leaders at country and regional level in order to increase market presence for the assigned company products
2. Post Launch Responsibilities:-
Post Launch oversee sales promotion of assigned product to the target doctors to achieve monthly, quarterly, and annual targets in line with company strategy Supply quality medical information about Dupixent to the different healthcare professionals in compliance with professional ethics and company image, rules, and regulations Develop weekly and monthly visit plans in consultation ith the line manager and in compliance with Sanofi internal sales systems and procedures Conduct regular visits to customers to monitor product availability and movement Maintain and update product and competition knowledge in order to create a good professional image and build good relationships with trade personnel Gather continuous market intelligence data in order to assess impact on Sanofi operations and suggest timely action plan Execute the marketing tactics and use sales techniques and operational tools in order to achieve sales objectives and constantly seek to improve selling skills and knowledge Update all the required information on doctor cards and list
Liaise regularly with key opinion leaders, get market feedback and report any relevant information to line manager in line with company procedures and best practice. Participate in the implementation of project as and when required Analyse performance of Dupixent, identify growth opportunities and provide solutions to management to face all challenges
Build and maintain strong business partnerships with key stakeholders in all accounts at area level (healthcare professionals, KTLs, tender parties, Clinical Pharmacists) in order to position Genzyme as a strategic partner Assess and mitigate risks on business in terms of price cuts, competitors’ threat, alternative source of supply, etc. Carry out business related actions in line with the industry code of ethics and in compliance with company policies and procedures Conduct regular visits and participate in symposiums, congresses and meetings in order to in order to increase market presence for the company products Network with the sales force in and outside the field in order to get their buy-in and feedback on product strategy Conduct competitive environment analysis in order to prepare counter plans for marketing the products and achieving targets Prepare and submit monthly activity reports to the marketing lead Prepare and submit market share reports Prepare and submit monthly activity reports on the CRM system and markets’ trends/updates to Manager.
Maintain compliance :-
Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with the Company procedure with a duty of care to the reputation of the Company.
Ethical Leadership
Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies and Procedures and any relevant
legal requirements); and demonstrate personal leadership in applying these to all work undertaken.
Escalates any decisions, or seek the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role
Environmental and Safety Leadership
To care for his/her own safety and wellbeing and the safety of others, and to co-operate with the company to ensure a safe place of work. Employees are therefore expected to:
Support and conform to Company safety rules and procedures to ensure a safe and healthy working environment
Report any accident, incident or near miss, whether it be of personal injury or property damage
Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence
Thoroughly read all safety documentation issued by the Company and comply with its requirements. Escalate any doubts or uncertainties to their supervisor and/or manager.
KEY WORKING RELATIONSHIPS:-
INTERNAL
Cross functional collaboration with:
Marketing Lead
Medical Market Access Country KAM teams
Tender management Team
Regulatory Team
Supply Chain
Occasional contact with:
Country Operations
EXTERNAL
Would be expected to be involved with:
Purchasers,
Tender panels & committees
Hospitals
Store managers
SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS:-
BSc in Pharmacy or Medicine Business Education is a plus Specialty Care experience is plus Minimum 5 years’ experience in sales pharma industry Minimum 2 years’ experience with Gastroenterology doctors is Plus Key Account Management Access & new product inclusion process Basic Marketing Knowledge Analytical skills Project management skills Communication & Negotiation skills Stakeholder Management Results-driven and strategic thinker Scientific acumen
COMPETENCY REQUIREMENTS LEVEL:-
Act for Change
Cooperate Transversally
Develop People Self / Other
Moderate
High
Moderate
At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.
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