Key Account Manager

JOB TITLE:  

Key Account Manager Rhinology

REPORTS TO:         

Sales Manager Rhinology - Gulf Countries

GRADE

BUSINESS AREA

L2-1

BU Sanofi Genzyme Gulf

DATE AMENDED

July 2020

JOB PURPOSE

To drive performance for Dupixent Chronic rhinosinusitis with Nasal Polyps indication, build and maintain strong business partnerships with key stakeholders and ensure accessibility in key accounts.

To achieve success, it is critical that the KAM Chronic rhinosinusitis with Nasal Polyps:

• Ensure the success of the assigned brand in terms of indication, positioning, accessibility of the product
• Maximise short and long term sales volumes in line with Company strategies, local regulations and Sanofi compliance rules
• Ensure the implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget
• Assess and mitigate risks on business

KEY RESULTS / ACCOUNTABILITIES

Pre-launch Responsibilities

• Identify customers, map the accounts and patient journeys, educate key stakeholders on the disease Asthma and the impact of the disease
• Implement ongoing targeting and profiling of customers to maximise sales
• Identify and grasp listing opportunities for Dupixent in accounts at area level
• Liaise with medico-marketing teams to develop tactical plans for scaling up products penetration and ensure products’ availability
• Ensure the development and implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget
• Initiate, build and maintain  strong relations with key opinion leaders at country and regional level in order to  increase market presence for the assigned company products

Post Launch Responsibilities

• Post Launch oversee sales promotion of assigned product to the target doctors to achieve monthly, quarterly and annual targets in line with company strategy
• Supply quality medical information about Dupixent to the different healthcare professionals in compliance with professional ethics and company image, rules and regulations
• Develop weekly and monthly visit plans in consultation with the line manager and in compliance with Sanofi internal sales systems and procedures
• Conduct regular visits to customers to monitor product availability and movement  
• Maintain and update product and competition knowledge in order to create a good professional image and build good relationships with trade personnel
• Gather continuous market intelligence data  in order to assess impact on Sanofi operations and suggest timely action plan
• Execute the marketing tactics and use sales techniques and operational tools in order to achieve sales objectives and constantly seek to improve selling skills and knowledge
• Update all the required information on doctor cards and list
• Liaise regularly with key opinion leaders, get market feedback and report any relevant information to line manager in line with company procedures and best practice.
• Participate in the implementation of project as and when required
• Analyse performance of Dupixent, identify growth opportunities and provide solutions to management to face all challenges
• Build and maintain strong business partnerships with key stakeholders in all accounts at area level (healthcare professionals, KTLs, tender parties, Clinical Pharmacists) in order to position Genzyme as a strategic partner
• Assess and mitigate risks on business in terms of price cuts, competitors’ threat, alternative source of supply, etc.
• Carry out business related actions in line with the industry code of ethics and  in compliance with company policies and procedures
• Conduct regular visits and participate in symposiums, congresses and meetings in order to in order to increase market presence for the company products
• Network with the sales force in and outside the field in order to get their buy-in and feedback on product strategy
• Conduct competitive environment analysis in order to prepare counter plans for marketing the products and achieving targets
• Prepare and submit monthly activity reports to the marketing lead
• Prepare and submit market share reports
• Prepare and submit monthly activity reports on the CRM system and markets’ trends/updates to Manager.

Maintain compliance

• Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with the Company procedure with a duty of care to the reputation of the Company.

Ethical Leadership

• Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies and Procedures and any relevant

       legal requirements); and demonstrate personal leadership in applying these to all work undertaken.

• Escalates any decisions, or seek the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role

Environmental and Safety Leadership

To care for his/her own safety and wellbeing and the safety of others, and to co-operate with the company to ensure a safe place of work.  Employees are therefore expected to:

• Support and conform to Company safety rules and procedures to ensure a safe and healthy working environment
• Report any accident, incident or near miss, whether it be of personal injury or property damage
• Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence
• Thoroughly read all safety documentation issued by the Company and comply with its requirements. Escalate any doubts or uncertainties to their supervisor and/or manager.

KEY WORKING RELATIONSHIPS

INTERNAL

Cross functional collaboration with:

• Marketing Lead
• Medical
• Market Access
• Country KAM teams 
• Tender management Team
• Regulatory Team
• Supply Chain

Occasional contact with:

• Country Operations

EXTERNAL

Would be expected to be involved with:

• Purchasers,
• Tender panels & committees
• Hospitals
• Store managers

SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS

• BSc in Pharmacy or Medicine
• Business Education is a plus
• Specialty Care experience is plus
• Minimum 5 years’ experience in sales pharma industry
• Minimum 2 years’ experience with Abu Dhabi ENT doctors is Plus
• Key Account Management
• Access & new product inclusion process
• Basic Marketing Knowledge
• Analytical skills
• Project management skills
• Communication & Negotiation skills
• Stakeholder Management
• Results-driven and strategic thinker
• Scientific acumen
• Teamwork

COMPETENCY REQUIREMENTS

LEVEL

Act for Change

Cooperate Transversally                                                                            

Develop People Self / Other

Moderate

High

Moderate