Key Account Manager, Rare Diseases (m/f/t/i)

We are looking for a fieldbased (Fulda, Frankfurt am Main, Köln, Darmstadt, Idar-Oberstein, Aachen, Viersen, Karlstadt, Siegen)

Key Account Manager, Rare Diseases(m/f/t/i)




Overview
The Key Account Manager (KAM) main responsibility is to drive the care for SMA patients by removing the key barriers for best possible outcomes, improving patient identification, market development and territory creation in addition to account and customer strategies to achieve area sales, market share and profit targets for their territory. The KAM is the first contact for health care professionals of SMA in Germany coordinating all interactions in customer-driven way.
The candidate will have a proven competency in securing funding and healthcare process understanding locally for hospital administered products. The KAM is a key point of contact for all customers / centers within the region and is accountable for the success of the product in the assigned accounts. This will be achieved by coordinating all functions and aligning all operations with a thorough understanding of the business and customer’s requirements. The KAM is responsible for working collaboratively with all internal functions like 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.

Focal to the success of the SMA Key Account Manager remit will be:
• Establish trust and patient-driven collaboration between Biogen and Health care professionals in Germany
• Create KOL maps, map patient flow and building strategies to eliminate / minimize hurdles within the hospital and builds up strong networks between the different stakeholders.
• Remove barriers to treatment to ensure best outcomes for patients and families
• Understand the educational needs of physicians, budget holders, nurses etc., to create awareness for SMA
• Develops and executes an effective account plan (patient identification/selection, choice of therapeutic options, budget allocation, and care coordination, business needs, drivers and barriers for product utilization) for maximizing performance and ensuring stakeholder needs are being addressed
• Product Flow/Logistics - Ensure access and availability of the product at site of care and that logistics are in place to administer it
• Strategically network within the cross-functional team to segment and prioritize SMA centers of excellence (e.g. developing work processes &communication streams) to ensure patients have product access
• Provide intelligence to assist with identifying, segmenting, profiling and defining national key accounts – e.g. Hospitals, purchase groups, guideline providers etc.
• Partner with market access, marketing and medical teams to support territory activities and to provide the accounts with expert support
• Perseverance and an entrepreneurial drive to pursue ideas and projects that ensure sustainable, long term success
• Fiscal responsibility to manage budgets

Primary Responsibilities

1. Achieving patient-driven goals:
• Works toward achievement of operational goals and customer coordination responsibility in the respective territory set by the organization.
• Secure funding and SMA and education needed at the hospital level for the product.
• Drive patient identification and market development for SMA by building and executing against account specific plans. Continuously assess sales opportunities within markets and accounts to maintain and grow the business.
• Effectively prioritize time, activities, and resources to optimize accounts with the greatest potential.
• Builds and maintains important relationships with key decision makers involved in SMA care delivery and decision making and can educate and promote on Biogen services (as relevant to the market).
• Acts as an ambassador for Biogen’s commitment to science, innovation and rare disease.

2. Business planning:
• Develops and executes an annual account plan that includes prioritized goals, quantitative and qualitative approach to any negotiations needed to ensure Biogen success in its SMA sales objective, and leverages the cross functional team as needed.
• 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 into 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. Is able to create positive relationships with stakeholders through the appropriate management of their expectations and agreed objectives

3. Leveraging and coordinating resources:
• Proactively builds effective working trust, relationships with internal and external stakeholders; can drive agreement / decisions from multiple stakeholders; can read people´s emotions and flex communication style.
• Is able adjust their approach based on different stakeholder needs, concerns, or audience member to drive alignment and meet their work goals. Remains flexible and finds solutions.
• Executes programs, in-services, and lunch n` learns for their territory. Is able to work independently to set their own travel schedule and call plan on a daily/weekly basis to ensure adequate coverage for all key accounts.
• Supports the Regional 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 customers

*LI-EU1

• Has preferably current rare disease experience or specialty experience and established local networks in disease areas
• Requires a command of highly scientific and technical subject matter. Knowledge of relevant health care policies, commercial proces

The Key Account Manager (KAM) (m/f/t/i) main responsibility is to drive the care for SMA patients by removing the key barriers for best possible outcomes, improving patient identification, market development and territory creation in addition to account and customer strategies to achieve area sales, market share and profit targets for their territory. The KAM is the first contact for health care professionals of SMA in Germany coordinating all interactions in customer-driven way.