1. Position SummaryThe Key Account Manager (KAM) is an important, externally focused position, within the newly formed entity of Celltrion Healthcare in Canada (CHC). The KAM will have an assigned sales territory and be responsible for achieving sales targets for the company's immunology portfolio, based on key account planning and strategic execution. The portfolio includes already launched, as well as soon to launch medicines. As a KAM, you bring to the company a deep understanding of the management of gastroenterology and/or rheumatology disorders using biologics, and have a strong network within the territory that is assigned. This role will require close collaboration with Marketing, Medical, Sales, Patient Support and Market Access, as well with other KAMs.
2. Key Roles and Responsibilities- Achieve sales objectives of assigned products through the execution of customer-focused, value-added activities
- Sound management of territory budget deployed in the execution of activities and tactics
- Develop, implement and monitor key account and territory plans, and adjust as required
- Deliver on value proposition for assigned products through key message communication to assigned customers
- Collaborate with cross-functional team to implement value-added programs
- Build strategic and long-term partnerships in the complex immunology/biologics (biosimilars) space
- Demonstrate strong business ethics, understand business principles and interpret resources available to make sound business decisions to help drive the growth and achieve high standards of business excellence
- Collaborate cross-functionally with all internal functional area teams in order to implement innovative solutions
- Monitor performance of assigned sales territory, including YTD sales, YTD activities YTD budget
- Perform required administrative duties, including expense reports, territory analysis, and call reporting
- Work within the CHC regulatory and legal compliance guidelines
- Complete all training programs provided by company
- Attend local, regional and national meetings as required
- Willing and able to travel up to 25% of the time. Evening and weekend work may be required
3. Work Experience- Minimum 10 years of experience in sales, preferably pharmaceutical
- Minimum 3 years of experience working in an environment of Key Account Planning
- Track record of consistent, strong sales performance in specialty care (immunology)
- Experience in biologics/biosimilars
- Strong understanding of how patient support programs function, with experience in working collaboratively with different aspects of patient support programs
4. Professional Competencies and Skills- In-depth knowledge of key account planning, use of CRM platforms such as VEEVA, and patient support programs
- Demonstrated ability to engage with customers virtually
- Proven analytical skills required to understand territory dynamics and plan for effective effort allocation
- Demonstrated experience and mastery in delivering a cross-functional solution-based approaches though ongoing collaborative communication
- Demonstrated experience with execution of value propositions and product messaging though polished sales/communication approaches
- Demonstrated ability to engage in science/study focused discussions in each interaction with specialist customers to ensure value is achieved for the customer, and ultimately, the patient
- Demonstrate enthusiasm, strong initiative, high sense of urgency, and strong competitive and winning attitude
- Comfortable working within a fast-paced, cross-functional, and matrix environment
- Excellent communicator - verbal, written and presentation skills
- Possess the drive and vision to positively challenge accepted access norms in order to best position CHC to address significant unmet need for patients
- Strong understanding of territory market dynamics and competitive environment
- Deep understanding of management of disorders in gastroenterology and/or rheumatology, and has a strong network in assigned territory
5. Education - Undergraduate degree in business or science is required
