Key Account Manager, Indigenous Health and Emergency Medicine

TITLE:

Ontario applicants will be considered; preference for Toronto-based.

SUMMARY

Key Account Manager (KAM) will manage Indivior’s relationship with its most valuable customers. Where the customer is typically an institution, company or clinic. The KAM will acquire and maintain comprehensive knowledge of the account and all the people who may influence decision making in that account. Leveraging this account knowledge to engage effectively and systematically grow the key accounts into patient centric, profitable, long-term relationships.

Deliver the objectives for Indivior business in the assigned geography. This KAM role will have two unique lanes of focus:
Indigenous Health Initiatives and related Nations and relevant organizations
Emergency Medicine including opportunities with Paramedics, Emergency Departments and other aspects of emergency care and management of opioid related overdose.

Focused on high value institutional and select clinic customers of Indivior:
•    Establish strong “partner” relationships with addiction management decision makers, including doctors, nurse practitioners, allied clinical staff such as nurses and pharmacists, and key administrative positions. 
•    Develop win-win initiatives that drive quality care and best practice for optimal patient outcomes, expansion of treatment access for patients and adoption of SUBLOCADE® and SUBOXONE® Film as a cornerstone of treatment.

Actively contribute to the team in identifying opportunities for business growth, development of business plan and production of suitable educational and promotional materials.

SCOPE / DIMENSIONS OF ROLE

The KAM IHEM role will be based in Ontario and include responsibilities in Alberta. (~ 80/20 ON/AB) 
The Indigenous Health component of the role will include Key Accounts throughout Alberta and Ontario including some opportunities in remote areas of these provinces. 
The Emergency Medicine component of this role will be focused on opportunities throughout the province of Ontario.

This is a Sales focused position responsible for development of the business in a specific geographic area and with a specific subset of high value customers by building influential trust relationships amongst all relevant stakeholders in the opioid dependence treatment community and driving appropriate usage and adoption of SUBLOCADE® and SUBOXONE® Film. 

The role encompasses the acquiring of comprehensive knowledge of key accounts, including their business model, their institutional goals and their official and unofficial organizational structure to uncover opportunities of mutual interest to Indivior and the account. A key part of the KAM role will be acting on these opportunities, developing account specific strategic plans and executing in line with Indivior’s business goals.

The KAM will work closely with all divisions of the Company to deliver value for their key accounts and drive Indivior business. Working with Marketing, Medical and Access where needed as a key member of the Indivior Sales Team.

The role requires strong business acumen, exceptional interpersonal and organizational skills, and a team player approach. This role also requires a high level of empathy and diplomacy with respect to Indigenous populations and all people facing addiction. 

RESPONSIBILITIES / ACCOUNTABILITIES

•  Establish strong trust relationships with assigned key accounts
• Gain in depth knowledge of the inner workings of each key account
• Gain full understanding of the goals and objectives of each key account, related to both patient outcomes and business objectives.
• Identify key areas of mutual value to both Indivior and the account
• Develop and execute account specific initiatives that help deliver value to the account while achieving Indivior business goals.
• Actively support the CL team in achieving their individual and team business goals through sharing insights, facilitating partnerships and outreach within the CLs customer base
• Actively contribute to internal strategic planning by sharing key insights and active interaction with Marketing, Access and Medical

KEY CHALLENGES

•    Achieving the business and scientific knowledge base to competently present to all key influencers within this field and be seen as a partner in the patient management process as well as the business of providing addition services.
•    Be able to influence a wide and diverse audience of key opinion leaders and stakeholders to overcome barriers to utilizing Indivior Brands in OAT programs. e.g. clinicians, nurses, pharmacists, formulary advisors, administrators.
•    Be able to positively manage the complete environment around SUBOXONE® Film/SUBLOCADE® and the process that will lead to appropriate and successful uptake of the products.
•    Be able to influence, sell negotiate teamwork in a framework of empathy and understanding in addition to traditional selling skills. This treatment area is sensitive and complex. 
•    Be able to manage and prioritise activities in a broad geographical area with diverse account types.
•    Be a highly organized self-starter capable of working autonomously

PROFESSIONAL QUALIFICATIONS/ EXPERIENCE

•    Minimum of a bachelor’s degree in business or in health-related subject
•    Experience or past involvement in the field of drug addiction/psychiatry or Track record of outstanding performance in the pharma industry
•    Capacity to organise and facilitate small and large meetings with key stakeholders
•    Strong interpersonal, communication skills, with a track record of building long standing influential customer relationships
•    Proven ability to understand and operate in a technically complex therapeutic area.

SKILLS AND COMPETENCIES

Leadership    
Business and Organisation    

• Able to link Indivior strategic objectives to own position and contribution to the country performance.
• Able to translate business priorities into a set of executable objectives.
• Is resourceful in obtaining and using data to monitor progress against objectives
• Has a strong business mindset and can turn opportunities into concrete outcomes

Marketing    
Consumer/Market Insights and Concept Development    

• Able to develop territory insights
• Has a strategic approach when dealing with key accounts and is able to link cause and effect and build networks of influence to solve challenges
• Sales        
• Has a sound understanding of sales/key account strategy and building win-win relationships.
• Has strong proficiency in developing compelling selling messages for Key Account/customer purposes.
• Seek out and seize opportunities to grow business

Finance        

• Able to manage own budget targets and assess the impact of activity and proposals on financial performance.

Business    
Project Management    

• Time management, prioritisation skills and ability to manage meeting organisation.