10+ years of sales experience, ideally in pharmaceuticals
3+ years experience in Key Account Planning
Proven track record in specialty care sales, particularly in immunology
Experience with biologics/biosimilars
Strong understanding of patient support program dynamics
Responsibilities
Achieve sales targets through customer-focused activities
Manage territory budget effectively
Develop and adjust key account and territory plans
Communicate value propositions to customers
Collaborate with teams to implement value-added programs
Build strategic partnerships in immunology/biologics
Monitor sales territory performance and make necessary adjustments
Benefits
Opportunities for professional training and development
Supportive team environment with cross-functional collaboration
Work-life balance with predefined travel expectations
Engagement with strategic industry leaders
Participation in regional and national healthcare meetings
Full Job Description
1. Position Summary
The 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
