The Neuro-Endocrine Tumor (NET) Oncology Account Managerwill be responsible for developing; coordinating and implementing a strategic and tactical business plan for assigned territory, including influencing KOLs within the centers.
Responsibility will be for the sales of NETSPOT and Lutathera within assigned Oncology and Nuclear Medicine Accounts. The OAM will serve as the key AAA contact with selected accounts and is charged with forging long-term business relationships with key decision-makers and influencers.
The OAM collaborates with Sales Leadership, Marketing, Market Access, and Medical (including the MSL team) to develop and execute account centric programs aligned with AAA strategic imperatives. The OAM is required to cover a large geographic territory and concentrate on the most productive and influential centers within the territory of the Region, which they are assigned.
The role will also be responsible for contracting with Nuclear Medicine Departments for diagnostic and therapeutic nuclear medicine products.
This position will report to the Regional Sales Manager and will have no direct reports. This position will collaborate with many individuals in sales, marketing, medical, Market Access, and home office aligned to their account customers.Significant travel >75% or more required, including (some) weekends. Large geographical areas and, accordingly, must be able to effectively manage demands
•Hit sales, dose and patient targets within the defined geographical area
•Build a strategic account map that identifies business and functional relationships within the Key Oncology/ Nuclear Medicine Accounts and with key referral sources. Through customer insights, leverage knowledge of influence network & affiliations (i.e. Payers, societies) to realize business objectives.
•Facilitate the education of AAA Neuro Endocrine Tumors products and services (i.e., patient support services, reimbursement etc.), and customer specific tactics/programs with key stakeholders and decision makers(i.e. Medical and Pharmacy Director, CEO,Program Director, Head of Patient Services, Head of Reimbursement and Patient Assistance, Head of Procurement, Lab Director, etc.
•Collaborate cross-functionally with internal/external and, at times global colleagues to develop and implement actionable business plans that drive formularies and protocols that are required to drive sales volume and growth of AAA products
•Ensure account strategy is consistent with national objectives (e.g. brand & segment strategy)
•Asper guidelines, have occasional discussions with field medical, and 3rd Party Vendors (e.g. Nuclear Pharmacy Distributors) to ensure acceptable diagnostic (NETSPOT) solutions for centers
•Conduct regular business analyses of the local market—customers, payers, competition, key stakeholders, legislation, policies within the area of transplantation
•Develop and maintain a deep understanding of the Neuro Endocrine Tumor networks in their regions, identifying and mapping key stakeholders and patient flows
•Participate in contracting discussions led by Regional Market Access (RAM) team in their region, creating, implementing and updatingbusiness plans in order to achieve access and sales goals
•Complete understanding of all levels of MCO/Medicare/Medicaid reimbursement issues and impact on business performance; identify potential obstacles or opportunities for advance objectives.
•Map flow of payments within the network —payer mix, purchasing patterns, account business model —to provide input into contracting and market access strategies
•Collaborate with RAMs (Regional Access Managers) to achieve reimbursement and payer access goals with major payers (government and commercial)
•Provide support to Regional Sales Manager in identifying key business opportunities and diagnosing critical business and implementation issues within assigned accounts and surrounding markets/landscape.
Key Performance Indicators/Measures of Success:
•Sales Results:Volume/share growth at the Center/Regional Level.
•Account Management:Drive effective account planning & management process by identifying key influencers within the account and building relationships at the executive level. Lead the development and implementation of the account plans across Area with a cross-functional team approach, sound account strategies and tactics and effective allocation of resources. Generate positive customer feedback.
•Innovation/ Initiative:Work with Marketing team in creating and using existing tools and resources to meet customer needs. Collaborate and communicate across team and organization on strategy, initiatives and implementation, with ability to be creative / think “outside-the-box” and use non-traditional approaches within AAA ethics and compliance policies
•Local market opportunities:Drive cross-functional alignment on marketing opportunities & initiatives
•Collaboration:Work with Oncology Centers and multiple internal stakeholders as necessary for AAA NET portfolio to obtain favorable formulary status, favorable protocols, and acceptable status for portfolio within key accounts.
Professional skills & experience
•Bachelor’s degree (preferably in Life Sciences, pharmacy, or a Business related discipline) required.
•3-5 years of hospital/Oncology and/or nuclear medicine sales.
•Experience in working in nuclear medicine in a significant account would be considered also
•Must have a high degree of understanding of the Oncology and nuclear medicine community in general and a working knowledge of NET products is preferred
•Must have a strong track record of therapeutic area/product knowledge expertise.