Key Account Manager

Seuss+

Due to our client's expansion the company has an exciting new opportunity for a marketing professional to cover the Benelux region.

  • Pharma
  • Biosimilars
  • Key Account Managment

  
Due to our client’s integration of Remsima IV, multiple tenders and negotiations will take place this year (and early next year), therefore we have the immediate need to do some tender shaping and prepare negotiations. Therefore, the Key Account manager needs to interact with Hospital Pharmacists and Procurement managers from buying groups.
Also, for the preparation of the Remsima SC launch, we need to initiate pre-marketing activities with Clinicians and other stakeholders. The Key Account will have to interact with Gastroenterologists (IBD) and Rheumatologists.
Based on the number of customers and the size of the Belgian territory, we need 2 Key Account managers (1 for the North region and 1 for the South region). These employees will be field based.
The North territory represents a higher potential and existing volume of Infliximab. Also, the expected number of customers in target is higher. As a consequence, our client in Belgium is considering to hire a Product Specialist to support the Key Account Manager North.
  
Qualification
  
  • Prior experience (min 3 years) in Pharmaceutical Industry
  • Existing network with Hospital Pharmacists and strong networking skills
  • Excellent negotiation skills
  • Proven track record in tender shaping
  • Understanding of tendering processes
  • Prior experience as Medical representative in specialty care
  • Existing network with Rheumatologists & Gastroenterology (IBD) is desirable
  • Prior experience with Biosimilar negotiations is desirable
  • Language: Native langue from the territory (French or Dutch) + good level of English
  • Has good computer (MS Office) skills
  
Main Tasks
Visit and convince customers (80% of their time):
  
  • Plan and generate appointments
  • Define a strategic objective for each visit
  • Develop a clear value proposition
  • Deliver impactful visits with Hospital pharmacists using the most convincing messages
  • Capable to adapt their message to other stakeholders (Medical & Financial directors in hospitals, Clinicians)
  • Include call for action in every visit
  • Maintain and follow up on existing accounts
  • Generates new accounts
Develop and execute account plans (10% of their time)
  
  • Develop account plans with strategic approach
  • Integrate learnings from field
  • Translate insights into recommendations
  • Monitor the usage of our products per hospital
  • Forecast the usage and volume by hospital
  • Track and anticipate on negotiation dates
  • Report activity on a weekly basis
  • Present account plans 6x year
  
Support Tender coordinator in price offer submissions (10% of their time)
  
  • Align on the submission of new tenders
  • Provide input in the strategy for submissions
  • Validate and review the tendering submission
  
  
The ideal candidate is someone who (on top of the qualification list as here above) is:
  
  • Organized
  • Thinks strategically & has understanding of the hospital environment
  • Understand pricing and discount mechanism
  • Able to formulate recommendations based on field insights
  • Connect well with people and is customer oriented
  • Team player and collaborates well with commercial and tendering employees
  • Analytical and able to develop account plans
  • Pro-active and positive attitude
  • Curious
  • Motivated
  
Please contact Ian Wood at Seuss +
i.wood@consultseuss.com
+31 (0)6 26 65 71 71