Key Account Manager (Nordics)

Job Description

Clinigen is a rapidly growing global specialty pharmaceutical services business with a unique combination of services across the pharmaceutical lifecycle. We currently have over 1,000 employees headquartered in the UK with global offices in the US, EU (Belgium, Germany, France), Asia Pacific and South Africa. Clinigen is growing rapidly and is positioned well for an exciting future of continued expansion.

To support our growth and EU expansion, we are currently seeking a dynamic, client facing and results driven Key Account Manager. You will have accountability for driving the demand, uptake and awareness of Clinigen products, portfolios and services. This is a customer facing role, involving account planning, customer engagement and providing local distribution channel optimisation activities.

You will be given the opportunity to make a true impact and take on responsibility for planning, developing, growing and implementing commercial strategies to develop a regional ‘On-Demand’ product portfolio on both a revenue and profit basis.

Key Responsibilities:

Pharmacist and Procurement Engagement

• To be an expert in the local supply and distribution channels with knowledge of, and relationships with the key players and experts to optimise portfolio performance and identify new business opportunities in the local market.
• Management and oversight of the trade and wholesale channels to maximise opportunities for existing and future Clinigen products and portfolios.
• Ensure awareness and understanding of products and product access services with relevant health care professional, procurement and key financial decision makers within the hospital, buying group, trade, wholesale, and distribution channels.
• Optimise the distribution of Clinigen product portfolios.
• Deliver key messages to support demand generation and general understanding of Clinigen Global Access portfolios in line with global and country plans and in accordance with local laws, regulations and compliance rules.
• Ensure regular customer contact through one-to-one meetings, digital platforms, group meetings.
• Communicate a strong value proposition specific to the needs of different stakeholders.
• Ensure customer requirements are coordinated and fulfilled as contractually (internally) defined securing positive customer satisfaction and building/safeguarding Clinigen’s reputation to maximise the likelihood of successful tender submissions and other trade negotiations.
• Proactive Account and Territory Management to effectively engage with physicians, HCP’s, Pharmacists and buying groups as needed.
• Be the company representative on site as required in accordance with local laws.
• Effectively communicate and work cross functionally effectively to maximise business opportunities & customer satisfaction.

Territory Analysis, Planning and Management

• Develop and implement the relevant support processes for efficient and timely tender evaluation and submissions in collaboration with key internal and external stakeholders.
• Identify, propose and execute on portfolio placement strategy at local, regional and national level.
• Evaluate current and future business opportunities with strategically important purchasing groups.
• Build mutually beneficial strategic partnerships with specific key accounts thorough understanding of customers and excellent account management.
• Develop, maintain, and execute Strategic Key-Account Plans to drive the growth and work with the Customer Service teams to build local Account plans for proactive customer engagement.
• Develop, forecast and implement account plan to define and deliver sales strategy at territory level.
• Analyses strategic accounts to develop and deliver account action plans and sets account objectives.
• Actively researches and develops opportunities to build mutually beneficial partnerships with strategic accounts.
• Maintains awareness of and takes steps to mitigate competitor activities in accordance with local laws, regulations and compliance rules - sharing information as required.
• Provide insight on local shortages and the importance such that we can work quickly and competitively to maximize this opportunity.
• Able to provide local intelligence in order that we can ensure we optimise pricing, order patterns, and develop the portfolio accordingly.
• Acquires, maintains and shares territory, competitor, account and customer information to develop value propositions.
• To understand and maximise the functionalities of our CRM system to manage and plan customer interactions and to provide accurate insights into activities, customer databases and up record to date local intelligence.
• Attendance of Scientific events or congresses in accordance with local laws, regulations, and compliance rules.
• Deliver agreed launch KPI’s and sales targets, effectively and efficiently.

Requirements

• Life Sciences or industry related degree desirable
• Proven established understanding of the local market as defined by the Geography.
• Proven ability of delivering required revenue, profit and sales targets.
• Must possess outstanding oral, written, and interpersonal skills, to quickly develop relationships at all levels in a payer organization and directly influence business decisions.
• Strong organizational skills and track record of working independently.
• Ability to successfully work strategically and tactically across all accounts.
• Experience in working across the local Supply chain from local wholesalers to tender groups
• Proven experience of successful account management
• Flexible and scalable
• Preferably proven experience of selling services
• Reach, focus on customers/trade/wholesale channel
• Good business acumen, innovative thinking, and problem-solving skills to make decisions
• Ability to forecast, analyse trends / competitor information to propose commercially astute win-win solutions for customers and Clinigen
• Excellent communication and presentation skills, including effective influencing and negotiation
• Determined and focused on delivering the desired outcome

On offer is a highly competitive salary plus market leading comms package.

Interested? We would love to hear from you, please apply today for consideration.