Key Account Manager

We are recruiting for a field-based

Key Account Manager, Rare Diseases FA (f/m/d) in the area Berlin, Salzwedel, Magdeburg, Leipzig, Dresden, Frankfurt (Oder)

About the role

The Key Account Manager´s main responsibility is to drive patient identification and market development for Rare Diseases by creating territory, account and customer strategies to achieve area sales, market share and profit targets for their territory. Furthermore, effectively maintaining relationships with physicians and treatment clinics as well as networks to properly educate on products and to help remove barriers to facilitate healthcare provider decisions.

The KAM is accountable for the success of rare disease products in the assigned accounts by working in partnership with marketing, logistics support, internal / field market access and medical colleagues to create value for patients and other relevant stakeholders within the accounts to ensure long-term growth in alignment with Biogen´s code of conduct and the strictest ethical, compliance and legal standards.

What you´ll do

• Achieving commercial goals:

  • Works toward achievement of improving the standard of care in centers already seeing patients with rare disease, identifying the networks and develop tactics to strengthen the network between centers and satellites.

  • Implement regional events to improve time to diagnosis and time to treatment. Drive patient flow identification and market development for Rare Diseases by building and executing against a territory strategy and account specific plans.

  • Continuously appraise sales opportunities within markets and accounts to maintain and grow their business. Is able to effectively prioritize time, activities, and resources to optimize accounts with the most sales potential. Builds and maintains important relationships with key decision makers involved in NMD care delivery and decision making and can educate and promote Biogen services (as relevant to the market).  Acts as an ambassador for Biogen commitment to science, innovation, and rare disease.

  • Training on treatment and/or product specific aspects according to SmPC (eg lectures, presentations by using virtual or f2f channels)
     

• Business planning and execution:

  • Develops and executes a territory business plan that includes prioritized account goals, quantitative and qualitative approach to any negotiations needed to ensure Biogen success in its Rare Disease sales objectives.

  • Provides analysis of business and patient access threats and opportunities at relevant stages of the patient journey within the prioritized accounts, based on customer insights, health insurers´ purchasing guidelines and practices, and competitive actions. Provide input on how drivers and barriers to access can be optimally addressed in to actionable objectives.

  • Builds and maintains relationship with HCPs by maximizing their time through pre-call planning, leveraging insights to tailor call plan, and conducts post call analysis to continually refine and enhance their approach.

  • Co-creation of educational formats, peer-to-peer meetings, roundtables etc. with field medical team
     

• Leveraging and coordinating resources:

  • Builds proactively effective working relationships with internal and external stakeholders; can drive agreement / decisions from multiple stakeholders; can read people´s emotions and flex communication style. Can adjust their approach based on different stakeholder needs, concerns, or audience member to drive alignment and meet their work goals. Shows strong accountability and planning capabilities.

  • Plans and executes educational programs, network meetings, digital events for their territory.

  • Sets their own travel schedule and call plan on a daily/weekly basis to ensure adequate coverage for all key accounts.

  • Supports Sales Lead and colleagues in the analysis and classification of key accounts based on predefined criteria within the assigned territory and in the identification of potential key customer.

Who you are

You are an experienced professional, used to develop and grow successful and longlasting relationships with important key accounts. With your positive and can-do-attitude, you thrive to achieve ambitious commercial goals in a highly scientific and competitive environment while always improving the way you operate in a collaborative, cross-functional structure.

Qualifications

• Bachelor/Master degree in Science and/or master degree in economy or pharmaceutical representative according to art. 75 medicines act (Arzneimittelgesetz – AMG).

• 4+ years of commercial experience in the hospital/academic medical center/biotech industry, experience in rare diseases strongly preferred

• Must have experience working in a commercial team that was a part of a multifunctional team to address patient/caregiver needs, ideally in leading cross functional field team.

• High degree of learning agility to learn/understand Rare Disease administration.

• Ability to deal with ambiguity and handle risk and uncertainty.

• High willingness to travel also with overnight stays is a must.

• Very good command of English (+ willingness to improve English communication skills)