Senior Key Account Manager

If you are a current Jazz employee please apply via the Internal Career site

Jazz Pharmaceuticals is a global biopharma company whose purpose is to innovate to transform the lives of patients and their families. We are dedicated to developing life-changing medicines for people with serious diseases — often with limited or no therapeutic options. We have a diverse portfolio of marketed medicines, including leading therapies for sleep disorders and epilepsy, and a growing portfolio of cancer treatments. Our patient-focused and science-driven approach powers pioneering research and development advancements across our robust pipeline of innovative therapeutics in oncology and neuroscience. Jazz is headquartered in Dublin, Ireland with research and development laboratories, manufacturing facilities and employees in multiple countries committed to serving patients worldwide. Please visit www.jazzpharmaceuticals.com for more information.

Job Description

Brief Description:

The role of the Key Account Manager is to promote (in-person and virtually) the Jazz product portfolio to maximise the full sales potential on a defined territory by building belief and conviction in our products. They are accountable for achieving sales and related performance targets (as defined by the management team) within the changing NHS structure.

The Senior Key Account manager will partner with the cross-functional team to orchestrate a multi-channel approach to deliver value to NHS stakeholders leading to effective reach, partnership, and ongoing engagement. They will display role model behaviours in terms of cross functional collaboration with other team members including but not limited to their MSL, and members of the head office team.

They will engage clinical customers in peer-to-peer clinical advocacy and effectively use all the multi-channel platforms using the appropriate technology in a hybrid capacity. They will also partner effectively with the medical team and their local Medical Science Liaison colleague to ensure high quality scientific engagement and education. They will look for opportunities to use their own territory advocates nationwide to support other KAMs in achievement of their local objectives.

The Senior Key Account Manager will support the Sales Director (SD)in the implementation of critical projects such as Key Account Excellence .They will work with the SD to implement new ways of working in the pursuit of excellence and will display leadership behaviours that encourage the adoption of new initiatives by the team.

The Senior Key Account Manager will take responsibility for additional projects as needed such leadership of team meetings and organisation of training required by the KAM team.

The Senior KAM will demonstrate their leadership ability by actively sharing insights and best practices across the team and consistently find opportunities to contribute to the effectiveness of others.

The Senior Key Account Manager will take full accountability for the preparation and execution of strong territory business & key account management plans, fully utilising agreed processes, and procedures, in alignment with local Code (ABPI/ IPHA) standards and in close collaboration with the cross-functional JAZZ team, including both field based and head office-based colleagues.

The role requires a hybrid approach whereby the Key Account Manager will use multi-channel customer approaches including in-person and virtual calls and meetings to sell the benefits of the neurology portfolio to achieve goals in terms of activity and sales targets.

Essential Functions

• Sells effectively to build the belief and conviction in Jazz products across accounts and deliver financial objectives by:
  • Use of the selling model (in-person and virtually) to promote products' clinical attributes/benefits and value proposition to positively influence prescribing behaviours at a consistently high level.
  • Engage clinical customers in peer-to-peer advocacy through use of a range of platforms for measurable impact, e.g., educational events, relevant symposia, peer-to-peer programmes delivered virtually and in-person.
  • Effective development and influence of advocates through linking information and stakeholders across broad-ranging networks (in-person and virtually) to support expertise and conviction to use product appropriate patients beyond their own territory
  • Orchestrate ongoing healthcare professional engagement using tailored content such as approved e-mails and webinars.
  • Demonstrates comprehensive knowledge to customers and internal team members, of Jazz products, the therapy area and other approved treatments and looks for opportunities to improve KAM team knowledge and skills
  • Works with support from the SD to create interventions that can achieve improved knowledge and skills in the KAM team

• Creates impact by owning flexible and responsive high-quality, customer-focussed account plans which embrace mindset, needs and concerns of customers and engage based on a multi-channel approach:
  • Embraces Key Account Excellence and role models cross functional working behaviours with other territory and head office colleagues
  • Aligns the plan to brand strategy, co-creates and closely manages the plan in collaboration with sales, market access, and compliantly with medical colleagues.
  • Evaluates own performance against the plan through robust metrics, continuing to monitor progress and respond flexibly to environmental and network changes.  
  • Demonstrates the ability and attitude to secure appointments both in person and using remote technologies in a compliant manner in line with key performance indicators.
  • Role Models the effective use of all the multi-channel platforms to engage with both internal and external customers using the appropriate technology in a hybrid capacity. This will require changes to customer lists and geographical territory boundaries from time to time.
  • Applies a broad range of analytical tools and skills in evaluating data; identifies potential challenges and threats – and supports the team in application of these tools
  • Ability to harness and deploy JAZZ cross-functional resources in a co-ordinated manner through excellent project management.

• Identifies Account and locality pathway challenges and opportunities. Works closely with the all internal stakeholders on local strategy and implementation, carrying out the following activities as needed:
  • Monitor changes and trends impacting the health care system, gain organisational commitment to act on insights that will shape the optimal environment and pathway for patients to access our medicines and support business growth.
  • Take accountability for local formulary access in accounts by removing local prescribing barriers and optimising place in pathway.
  • Responsible for the implementation of the territory and key account plans.

• Behaves ethically, responsibly, and professionally in accordance with Jazz Pharmaceuticals values and ABPI code of practice and company processes to include up to date Jazz Learns and any mandated training
• Work closely with the Sales Director to support national implementation of critical business project
• Demonstrates a strong commitment to the Business Unit strategy and direction; proactively identifies and communicates ideas, and develops strategies for one’s accounts in alignment with the defined direction
• Actively shares insights and best practices across the team; demonstrates trust in others by consistently finding opportunities to contribute to the effectiveness of other
• Partner effectively with the medical team and Medical Science Liaison colleague
• Profiling (and regular updating of) key customers and accounts into currently available CRM system
• Accurate and timely reporting of customer and business records, through CRM system, using agreed performance measures

Measures of success

• Delivers sales and related objectives against territory targets and contributes to national and team target
• Delivered Territory, account plan activities and KPIs to achieve market shaping, access and maximising goals delivered in line with plan

Required Knowledge, Skills, and Abilities

• Excellent selling skills with previous speciality pharmaceutical sales experience and a proven track record in orphan disease area
• Advanced account management skills that demonstrate business acumen and an innovative approach to projects & solutions that bring added value to Jazz Pharmaceuticals and other stakeholders.
• Previous knowledge and experience of disease area preferred.
• Adaptability and flexibility to be able to optimise the use of multi-channel technology is crucial
• Proven track record of success in securing appointments in-person and using remote technologies to deliver successful outcomes.
• Proven experience of working in a cross-functional team, and demonstrable project planning skills resulting in a measurable success for all parties.
• Effective and persuasive communicator with professional presentation skills in settings such as face-to-face, multiple group engagements and virtual meetings
• Ability to access funding for new and existing drugs, with a detailed and current understanding of the NHS structure, funding flows and pathways.
• Experience in working with appropriate partners on joint projects that deliver benefits to all stakeholders, to patients.
• Proficient IT skills in all business-related packages such as MS office
• Experience in the utilisation of CRM tools
• Demonstrable ability to engage with customers using multi-channel approaches and platforms

Required/Preferred Education and Licenses

• Life Sciences Graduate or equivalent
• ABPI examination pass
• Fully valid driving license

Jazz Pharmaceuticals is an equal opportunity/affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any characteristic protected by law.

The successful candidate will also be eligible to participate in various benefits offerings, including, but not limited to, medical, dental and vision insurance, retirement savings plan, and flexible paid vacation. For more information on our Benefits offerings please click here: https://careers.jazzpharma.com/benefits