Senior Account & Therapy Specialist

Vantive is a vital organ therapy company on a mission to extend lives and expand possibilities for patients and care teams everywhere. For 70 years, our team has driven meaningful innovations in kidney care. As we build on our legacy, we are deepening our commitment to elevating the dialysis experience through digital solutions and advanced services, while looking beyond kidney care and investing in transforming vital organ therapies. Greater flexibility and efficiency in therapy administration for care teams, and longer, fuller lives for patients— that is what Vantive aspires to deliver.

We believe Vantive will not only build our leadership in the kidney care space, it will also offer meaningful work to those who join us. At Vantive, you will become part of a community of people who are focused, courageous and don’t settle for the mediocre. Each of us is driven to help improve patients’ lives worldwide. Join us in advancing our mission to extend lives and expand possibilities.

Position: Senior Account & Therapy Specialist
Job Level: Key Account Manager
Responsible Area: Ho Chi Minh City and Lam Dong
Required: Must graduate in Pharmacy (Pharmacist)
Product: Peritoneal Dialysis Products
Target Customer: Kidney Doctors, Pharmacist and Hospital Leader.
Reporting Manager: Sales Manager

Job Scope:

• To deliver designated therapy Sales targets and other related KPI targets through sales process, effective account management, tender management, introduction, delivery, implementation, and support of commercially competitive customer offerings by highlighting and selling the benefits of Vantive products and services and their potential to improve patient outcomes.
• To highlight and sell the clinical benefits of PD therapy to improve patient outcomes to the relevant HCPs. This is to include regular contact with key stakeholders (Doctor, Nurse, Pharmacist, etc.) and to be in line with Vantive’s Renal PD strategy for profitable growth
• Support PD Centre to follow up with patients who successfully onboarded on PD & care givers consistent with the patient interaction requirements outlined in Global Interaction Policy
• Support therapy training and education to ensure use of Vantive products in accordance with Instructions for Use (IFU) to HCPs and patient’s (post prescription).

Job Responsibilities:

Sales and Marketing

• Responsible for delivery of therapy Sales and other KPI targets (as communicated) for the relevant Business Unit within the defined geographical territories that are assigned. Actively prospecting, planning, implementing, closing and evaluating sales opportunities throughout the entire sales cycle.
• Managing accounts within the allocated territory to maximize sales by identifying and pursuing growth opportunities, ensuring delivery of both commercially competitive offerings and superior customer service.
• Collaborate with distributor team to optimize tender & reimbursement for therapy activities and develop the assigned therapy portfolio
• Manage Service of Health (SOH) tender and support area manager in reimbursement for PD portfolio.
• Support area manager and BUH to develop access to PD therapy in the market through business approved projects (for example: PD center and / or Center of Excellence development)
• Training / mentoring PD team and distributor team as required (for example: tender management, therapy key messages, business plans, therapy training (in accordance with IFU).
• Active discovery, keep up to date and reporting of current and relevant business information, (e.g., competitor intelligence and activities, potential business opportunities, industry trends/ knowledge) to maintain the competitive positioning
• Monitor market trends and competitor activities within the territory through direct customer contact, attendance of industry forums and similar and feeds information back to team utilizing Vantive CRM tools.
• Assist and liaise with the Marketing department on projects as required and agreed to by the sales manager. Effectively implements and executes the relevant marketing / sales strategy as required.
• Introducing new products to potential customers in line with product launch plans and provides relevant feedback on product use, acceptance, further opportunities, and roadblocks to the Manager responsible for the product launch
• Differentiates Vantive therapy and addresses questions on products or therapies and providing technical product demonstrations as required to HCPs based on AdProm approved materials

Therapy/ Education/ Training

• Support PD center to follow up with consented patients (after catheter insertion) and their care givers who successfully onboarded on Vantive PD
• Provide ad prom approved high quality training materials of induction training program for Vantive’s PD patient after catheter insertion and refresh training to manage issues (preventing peritonitis, infection etc.)
• Provide ad prom approved continuous education/ training program to HCPs (PD practice knowledge, PD procedure, ES care, etc.) Plans, prepare, implement, and evaluate training sessions in both formal and informal modes to promote competence and confidence in the use of Vantive products.
• Support PD nurses and doctors in reviewing anonymized patient data as required by HCP’s, with a view to optimizing treatment, improving quality, and extending time on therapy by identifying areas for education and training in the appropriate use of Vantive products in accordance with IFU
• Track and maintain information as required for the approved PD Patient App, where consent is provided in accordance with requirements and processes of the App
• Complete activities in the hospital setting or, where there is a need to visit a patient’s home, ensure they are accompanied by an appropriate hospital staff member, or as otherwise approved by the Business Unit Director.
• On-call and/or on-site troubleshooting for equipment and products on an ad hoc basis to promote competence and confidence in the use of Vantive products and equipment. Seeks support from the relevant member of the Business on an as required basis to facilitate timely and accurate resolution to customer perceived issues
• Complete all designated internal products, therapy and other company training as required
• Plan, prepare, promote, attend, and deliver workshops, seminars and conferences as required and as aligned with the hospital/center. At all times only using Ad prom approved training, marketing, and sales materials. Ensure that all training is documented as per Vantive policy and procedure.
• Ensure that all training sessions are in line with the overall territory and BU strategies; and at no time are they involved in the prescribing or medical management of patients. Support and training are only in relation to the technical use of Vantive products, equipment, or services.
• Ensures patient interactions are not promotional in nature and maintains the independence of Doctor-Patient relationship (DPR).

Relationship

• Build up and update customer database, KOL engagement/development plan, and implement sales force effectiveness in daily work (e.g., call frequency, segmentation, and call type activities) as communicated in meetings and at conferences
• Develop and maintain relationships with all levels of external (e.g., Nephrologists, Providers, Pharmacists and Nurses) and internal customers to create beneficial outcomes for Vantive Healthcare whilst maintaining individual and corporate integrity
• Supports other team members within Renal Care, as required from time to time.

Budget/ Financial

• Assists Management Team with sales and expense forecasts as required. Provides volume forecasts as required to the Sales Manager and/or Marketing Manager for consolidation into the overall forecasting process
• Manage and optimize expense of activities and travel within assigned budget
• Plan, tracking and report for assets (e.g., APD cyclers) as required by the business.

Qualifications:

• Obtain Bachelor of Pharmacy (Pharmacist).
• At least 5 years' experience in pharmacy industry.
• Strong experience in Tender management and law & regulation updating.
• Effective communication skills, especially KOLs/stakeholder management.
• High performance.
• Be agile, decisive, hard working.
• Effective in speaking and writing English.

Benefit & Welfare:

• Base Salary + Transportation Allowance, Month 13th Fixed Bonus.
• Health Insurance, Commissions, Annual Leave, etc.

Reasonable Accommodation

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