Role Summary
The job holder will use his/her knowledge of the assigned products(Tavneos) and market dynamic like diseases, patients and customers, and the account ecosystem complexity to drive change in patientās journeys, diagnostic procedures, therapeutic decisions, speed to right treatment etc. The Key Account Manager (KAM) is pivotal in supporting the pre and post launch planning, execution, and operational rollout of Tavneos across his/her defined territory. The KAM will drive localization of strategic execution, delivering patient uptake and sales by adopting a key account management philosophy with key treatment and referral centres and ensuring local reimbursement is unlocked. The KAM will be the commercial point of contact for all customers across the defined territory, utilizing an omnichannel approach to manage them accordingly.
Main Accountabilities
- Deliver sales budget with focus on top-tier key accounts/ centers of expertise (CoEs), tracking and managing performance according to business plan objectives and KPIs in alignment with CSL Viforās code of conduct and the strictest ethical, compliance and legal standards
- Develop, lead and execute the local territory plan with specific goals and targets across the territories
- Promote Tavneos by delivering value messages via F2F or omnichannel activities
- Manage key stakeholders in accounts, HCPs of the territory, and wholesalers working for key accounts
- Encourage an insight-driven culture where customer insights, data, dashboards, and CRM tools are appropriately used to making effective business decisions and allow strategic development and tactical implementation to remain relevant, meaningful, and commercially advantageous
- Create a high-performance cross functional team environment based on alignment with a common values and vision based on a foundation of trust and respect
- Consistently conduct business analyses, develop, and maintain a current business plan, and contribute to the development of pre and post launch business plans
- Ensure the customer experience is exemplary, where customers seek CSL Vifor out as the partner of choice for creating access to CSL Vifor medicines in those patients who would benefit
- Input and contribute to building country planning, initiatives and tools
- Collaborate closely with local field-based medical team
- Ensure HCPs and all target customers to have accurate information which can be reflected in guidelines
- Drive consent and Opt ins
- Key point of contact for all customers/ centres of expertise (CoEs) within the region and is accountable for the success of the product in the assigned accounts
Key Measures of Success
- Sales performance in the assigned Therapeutic Areas; Rheumatology & Nephrology
- Market penetration and growth of Tavneos
- Achieve or exceed all other targets related to performance
- Customer satisfaction based on patient impact
- Service all stakeholders in the account
- Positive impact on patient journey
- Cross-functional collaboration to achieve results
- Development and execution of omnichannel activitiesĀ according to plan
Tasks
Achieving patient-driven goals:
- Act as an ambassador for CSL Viforās commitment to innovation
- Identify pain points and barriers to and within the Patient Journey, and work with the customer to address and overcome them, ensuring best possible outcomes for patients and families
- Identify where the customer experience can be improved and make the improvements
- Assist HCPs with identifying suitable patients, improving the lives of patients
- Secure DSE needed at the hospital level for Tavneos
- Build and maintain important relationships with key decision makers involved in care delivery and educate and promote on CSL Viforās services (as relevant to the market)
- Develop and maintain productive relationship with customers engaging supply (e.g. distributors, wholesalers, pharmacists, etc)
Business planning:
- Create KOL maps, map patient flow and build strategies to eliminate/minimize hurdles within the territory and establish strong networks between stakeholders
- Use all data sources to develop and execute an effective account plan (patient identification/selection, choice of therapeutic options, budget allocation, and care coordination with patient support program) for maximizing performance, adherence and ensuring stakeholders needs are addressed
- Work with the customers to identify and remove barriers to patient access
- Map and build relationships with HCP experts outside the hospital environment
- Drive patient identification and market development, by building and executing against account specific plans.Ā Continuously assess sales opportunities within accounts to maintain and/or grow the business.
Leverage and coordinate resources:
- Collaborate with relevant functions to gain expert support for projects
- Optimize strong customer relationships to influence and gain support from the wider customer group
- Strategically network within the cross-functional team to segment and prioritize CoEs (e.g. developing work processes & communication streams) to ensure patients have product access
Minimum Requirements
- Minimum 5 years of experience in the pharmaceutical industry
- Strong scientific/medical knowledge at Bachelorās degree or equivalent
- Has previous sales / Key Account Manager experience
- Ability to engage, connect and build partnerships with customers
- Strong customer focus: demonstrates ability of creating win-win partnerships
- Project management where tangible success has been achieved
- Passionate about rare disease, strong drive and desire for success, result-orientated with proactive cross-functional collaborative approach
- Strong analytical as well as organizational ability, professional presence, self confidence, self-driven and a positive attitude
- Excellent communication skills
About CSL Vifor
CSL Vifor is a global partner of choice for pharmaceuticals and innovative, leading therapies in ironĀ deficiency and nephrology. We specialize in strategic global partnering, in-licensing and developing, manufacturing and marketing pharmaceutical products for precision healthcare, aiming to help patients around the world lead better, healthier lives. Headquartered in St. Gallen, Switzerland, CSL Vifor also includes the joint company Vifor Fresenius Medical Care Renal Pharma (with Fresenius Medical Care). The parent company,Ā CSL, headquartered in Melbourne, Australia, employs 32,000 people and delivers its lifesaving therapies to people in more than 100 countries.
To learn more about CSL, CSL Behring, CSL Seqirus and CSL Vifor visit https://www.csl.com/ and CSL Plasma at https://www.cslplasma.com/.
Our Benefits
For more information on CSL benefits visit How CSL Supports Your Well-being | CSL.
You Belong at CSL
At CSL, Inclusion and Belonging is at the core of our mission and who we are. It fuels our innovation day in and day out. By celebrating our differences and creating a culture of curiosity and empathy, we are able to better understand and connect with our patients and donors, foster strong relationships with our stakeholders, and sustain a diverse workforce that will move our company and industry into the future.
Ā To learn more about inclusion and belonging visit https://www.csl.com/careers/inclusion-and-belonging
Equal Opportunity Employer
CSL is an Equal Opportunity Employer. If you are an individual with a disability and need a reasonable accommodation for any part of the application process, please visit https://www.csl.com/accessibility-statement.