The Area Business Lead (ABL) is responsible for leading, coaching, hiring and developing a highly talented team of hospital Key Account Managers (KAMs) who interface directly with Health Care Professionals and other stakeholders within the institutional setting. This role includes leading a motivated team with strong account management acumen, product, and disease state knowledge who are responsible for gaining optimal access for assigned products within his/her targeted accounts.  

In addition, through a mix of strong business acumen, leadership skills and relationship building, the ABL is accountable for meeting or exceeding established goals. The ABL will strategically leverage the use of corporate resources to drive results and will also ensure all direct reports adhere to all Shionogi policies and procedures; and required regulations.

The ideal ABL should have a strong knowledge base in how hospital products are purchased, ordered, administered and established for formulary inclusion within the hospital setting as well as understand the formulary process and reimbursement policies for targeted institutions and systems.

• Responsibilities
  • Creates and implements a Key Account Management strategy and ensures alignment with and execution of territory account plans within each Key Account Manager geography to achieve monthly, quarterly and annual product access and launch objectives.
  • Recruits, hires, trains and retains a team of diverse, high performing hospital KAMs to their full potential.
  • Proactively develops a pool of KAM talent to potentially fill future vacancies as quickly as possible.
  • Acts early to identify performance challenges or deficiencies of KAMs and creates plans to effectively address performance gaps.  Works in close partnership with management and HR to guide all disciplinary action.
  • Develops KAMs by observing their business acumen skills, interactions with customers and internal matrix teams, providing them with individual coaching, feedback and inspiration. Helps KAMs to continue to develop for success in current role and for future success.
  • Acts as a “Player-Coach” with KAMs within priority targeted accounts to accurately and strategically communicate the assigned product’s clinical data, to executive level stakeholders and KOLs.
  • Provides regular, candid and timely feedback regarding communication and account management skills, and performance, which is documented in Field Coaching Reports, Mid-Year Reviews and Year End Reviews with each KAM team member.
  • Exhibits a long-term strategic view of the business with a focus on driving immediate results by:  Developing and executing Business Plans to achieve regional and national goals; Analyzing and evaluating the performance of each KAM territory; and utilizing appropriate data sources to develop tactical plans.
  • Sets and maintains acceptable standards with the team for product knowledge, activity and account management skills.
  • Possesses solid knowledge and understanding of all assigned products, treatment regimens, competitor products, and market and industry trends.  Possesses ability to teach and coach KAMs regarding this information.
  • Plans and executes KAM team meetings that effectively implement the objectives and strategies of the company.
  • Conducts field coaching days with each KAM on a consistent basis.
  • Develops and maintains effective working relationships with key strategic accounts and stakeholders within each region.
  • Communicates candidly and in a timely manner with management, Regional Account Managers, brand leadership, and internal and external stakeholders.
  • Serves as a role model regarding the compliance of all company policies & expectations and required regulations.
  • Maintains all expected performance management documents in accordance with company standards.
  • Effectively manages team’s budget and resources.  Maintains complete records and submits reports in a timely manner, as directed by management.
  • Demonstrates personal agility; recognizes when to adjust style or approach to meet the situation; dedicates time and energy to self-development.
  • Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions.
  • Develops positive and mutually beneficial relationships with Regional Account managers, to meet and exceed all Company access goals.
  • Achieve access goals while adhering to all ethical business practices and required regulations.
  Minimum Job Requirements

  Qualifications

  • BS/BA degree required; MBA/MS preferred.
  • Minimum 10 years successful sales/management experience in the pharmaceutical industry, anti-infective experience highly preferred.
  • Previous experience as a hospital pharmaceutical district manager is preferred.
  • Must have prior experience as either a people manager or a peer leader who mentors and coaches others, as well as a proven track record of consistent high performance – both within a hospital pharmaceutical sales team.
  • Strong understanding of how hospital products are purchased, ordered and administered which include knowledge of the formulary process and reimbursement policies.
  • Ability to understand and navigate hospital and institutional systems to gain access to key decision makers.
  • Experience in building rapport and relationships within the institutional setting in order expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals.

   

  Competencies

  • Ability to communicate clinical data.
  • Business to business experience and/or ability to demonstrate strong influencing skills.
  • Excellent communications skills (oral, written, presentation) and human resources skills.
  • Demonstrated business acumen, selling skills, leadership skills and coaching/training/development abilities.
  • Strong initiative, judgment and decision-making ability.
  • Ability to strategically plan, organize and adapt.
  • Flexible.  Willing to embrace and lead change in order to capitalize on opportunities.
  • Proactively takes ownership of situations with a can do approach.
  • Proficient in MS Office Suite; Word, PowerPoint, Excel and Outlook.

   

  Other Requirements

  • Complete full onboarding curriculum and pass live call certification and mock objections during ride-along training.
  • Valid driver’s license with a clean driving record and ability to pass a complete background check and meet Shionogi’s Fleet/Car Allowance Policy standards.
  • Must have valid licenses and credentialing required to conduct business in assigned territory.
  • Significant field travel (approximately 80%) which can include some overnight and/or weekend travel.
  • Attend refresher meetings on product and disease-state updates.
  • Driving in a safe manner to required meetings and appointments.
  • Ability to drive or fly to target accounts, customers, meetings and conventions.

   

  Essential Physical and Mental Requirements

  • Ability to articulate clearly and conduct verbal presentations with large and small audiences.
  • Ability to travel via automobile and/or airplane.
  • Ability to view video display terminal images < 18” away from face for extended period of time – up to four (4) hours at a time.
  • Ability to operate a computer keyboard and telephone.
  • Ability to sit for extended periods of time – up to four (4) hours at a time.
  • Ability to lift, tug, pull up to fifteen (15) pounds.

The base salary range for this full-time position is $170,000 - $235,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role.