Key Account Manager Nord Italia - Biosimilars

Job Description

The Key Account Manager (KAM) provides scientific information to HCPs in accordance with the country laws.

KAM is expected to maximize territory sales and profits of Biogen’s biosimilar products. The KAM is accountable for the success of Biogen’s biosimilar products in the assigned territory and for managing the territory in alignment with Biogen’s code of conduct and the strictest ethical, compliance and legal standards. 

Focal to the success of the Key Account Manager remit will be:

• Developing and executing an effective business plan for maximizing territory sales and profits
• Identifying, segmenting, profiling and defining key accounts
• Build intimate knowledge of the accounts stakeholders’ priorities, processes, business needs, drivers and barriers for biosimilars utilization.
• Building up, strengthening and ensuring a long-term customer relationship with the accounts’ key stakeholders (payers, pharmacist, nurses and providers) responsible for aTNF products and ensuring formulary pull through via regular visits with key stakeholders and relevant healthcare professionals.
• Monitor relevant aTNFs procurement cycles and processes
• Lead submission and negotiation process on access to Biogen’s aTNF biosimilars product
• Partner with and pull resources from the market access, marketing and medical teams to support territory activities and to provide the accounts with expert support as needed.
• Biogen’s key representative within the account responsible for ensuring a consistent appearance of the company.
• Utilizing resources provided by BIIB, implementing local marketing strategies, and organizing programs and related efforts that will positively impact others’ understanding of and interest in the assigned products.
• Ensure that Biogen Market Share is maximized within new and existing Accounts that have been gained by Biogen
• The ongoing Service management of Biogen Key Accounts to ensure ongoing competitive position for Biogen

1. Achieving sales goals: works toward achievement of sales goals and sales responsibility in respective territory set by the organization, providing a high-class scientific information to HCPs in compliance within laws and regulations; prioritizes activities that drive market share; applies marketing and business strategy/tactics to formulary negotiations in order to maximize sales outcomes within the territory. Builds and maintains important relationships with key decision makers for the aTNF class of agents. Consistently updates Country Lead on any developments in assigned region that would positively or negatively impact Biogen’s biosimilar business.

1. Business planning: develops and executes an annual territory business plan that includes prioritized regional goals, quantitative and qualitative approach to any negotiations needed to ensure Biogen’s success in its biosimilar sales objectives;

1. Leveraging and coordinating resources: takes lead role in mobilizing Biogen biosimilar resources in support of key account’s needs; supports Country 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; collaborates with internal teams and cross-functional partners to advance programs and initiatives; organizes meetings and events for HCPs and patients in collaboration with colleagues in the respective territory.

4.   Maintaining best in class knowledge: Demonstrates industry-leading understanding of biosimilar manufacturing and key data on promoted biosimilar products.

Qualifications

• Professional certification (as mandated by geography)
• Bachelor/Master degree, preferably in the sciences medicine, pharmacy, chemistry, biology;
• Local territory language is a must, Proficiency in English desirable
• Preferable experience negotiating contracts for product reimbursement with key budget holders
• 2 to 5 years of pharmaceutical/health care sales experience, Proven and sustained track record of reaching and exceeding sales goals as well as favorable negotiations
• Preferable experience in  hospital sales

• Collaborating proactively with both cross-functional partners and other colleagues in the assigned territory
• Leads cross functionally the colleagues in his territory
• Must proactively address emerging problems by working remotely to collaborate with internal partners and colleagues
• Requires a command of highly scientific and technical subject matter
• Strong analytical ability
• Organizational ability
• Professional presence
• Self-confidence and self-driven, positive attitude
• Excellent communication skills, competent partner at all levels
• Ability to deal with ambiguity
• Drive and desire for success, result-orientated
• Knowledge of relevant health care policy aspects, legal aspects and clinical studies

Additional Information

Why Biogen?

Our mission to find therapies for neurological and rare diseases is a unique focus within our industry and this shared purpose is what connects us as a team. We work together to overcome obstacles and to follow the science. We are resilient as we strive to make an impact on our patients’ lives and on changing the course of medicine. Together, we pioneer. Together, we thrive.

At Biogen, we are committed to building on our culture of inclusion and belonging that reflects the communities where we operate and the patients we serve. We know that diverse backgrounds, cultures, and perspectives make us a stronger and more innovative company, and we are focused on building teams where every employee feels empowered and inspired. Read on to learn more about our DE&I efforts