Key Account Manager, North London/East of England

About Almirall

We care. Through pharmaceutical innovation and a strong commitment to global healthcare partnerships, we are committed to providing tools, knowledge and science to improve the health of patients worldwide. We research, develop, manufacture and commercialize our own medicines as well as a portfolio of licensed products tailored to the needs of different therapeutic areas. Today, our products are available in over 70 countries on 5 continents through 15 subsidiaries.

Almirall is an international biopharmaceutical company based in Barcelona. Our strategic focus is on skin health. In order to achieve our corporate goal "Transform the patients' world by helping them realize their hopes & dreams for a healthy life.", we as a team give our best every day. Because our mission is to improve the quality of life of skin patients, understand their needs and use science to provide innovative medical solutions. The patient is always at the centre of everything we do. To fulfil our mission, we are continuously expanding our portfolio and focusing on promising innovations, particularly in the field of biologics.

Our Culture

At Almirall, our Noble Purpose is at the core of our work: “Transform the patients' world by helping them realize their hopes and dreams for a healthy life”. We invest in differentiated and ground-breaking medical dermatology products to bring our innovative solutions to patients in need. We listen to the patient and physician responding to their needs and helping them get the treatments they need. We are driven by science, diligent by nature. 

We have a successful history in Dermatology space which places us well to create a strong footprint into specialty immuno-dermatology.

You can find more information about Almirall through this link: : EEVP Almirall (publicaciones-digitales.cVP Almirall (publicaciones-digitales.co

Position Summary/Mission

The Key Account Manager (KAM) works within Dermatology Business Unit and is accountable for the account management and sales performance of a specified territory. The role is responsible for managing account plans, projects and initiatives across dermatology departments. The account plans will reflect a deep understanding of the local health economy and the needs of clinical and payer customers. Ultimately the key account managers role is to engage customers with the brand value propositions to optimise the access and uptake of Almirall’s biologic medicines.

At Almirall we put patients and customers at the core of what we do. We therefore expect 180 days per year of our KAM’s working time to be spent customer facing.

Core Responsibilities

• Successfully and effectively sell Almirall biologic brands to key clinicians and payers
• Identify and co-create pathway solutions that resolve pain points, local issues, bottle necks and barriers
• To work with the stakeholder manager to identify key clinicians and payers who may be used throughout the country as speakers at promotional meetings
• To develop and manage relationships with key customers within prioritised accounts
• To effectively and efficiently manage your time to ensure we achieve key territory and brand objectives within the business cycles4
• Achieves sales targets and regularly tracks the execution and impact of activities in each account
• Map and understand the role that all key stakeholders play in relation to influencing, decision making and brand access mechanisms across the territory
• Proactively respond to the changing NHS environment impacting clinician and payer needs and share insights across organisation
• Work to achieve preferential positioning of Almirall brands on local formularies and prescribing guidelines
• Ensures optimal funding of Almirall products through negotiation on designated commercial pricing schemes
• Delivery of Advanced Budget Notification for New Assets
• up-to-date and accurate customer records (calls, meetings, budget spend) in Almirall's contact recording system

Account planning and prioritisation to include:

• Work cross functionally to develop and manage best in class account plans for priority accounts
• Develop a target customer list which will allow the maximum ROI for the territory
• Proactively review and update account plans monthly and provide key insights to the Associate Director of Sales (ADS) highlighting the updates on progress in specified accounts
• Gather new information and use key customer insights to update and improve plans
• Use sales analysis to understand the performance of key accounts and be able to demonstrate how these insights are driving your activity and focus
• Ensure best practice is shared amongst team colleagues as appropriate.

Core Responsibilities (cont'd)

Appropriately manage Almirall resources:

• Deliver agreed activity metrics in line with territory and national business plans
• Set and track KPIs using the Cockpit reports and update on a monthly account plans
• Implement key activities and initiatives as agreed by the ADS which may include influencing local protocols, standard operating procedures and treatment guidelines
• Appropriately manage territory budget and ensure that any over or under spend is highlighted in a timely manner to the ADS to allow resource reallocation.

In call effectiveness:

• Develop weekly plans demonstrating clear SMART pre call objectives for all key customers and time allocation for the week
• Demonstrate first class clinical knowledge of the dermatology environment
• Work with all key members of the accounts MDT
• Ability to execute advanced level sales calls to ensure that you meet your objectives and provide opportunities and solutions for customers moving forward.
• The ability to close with action in every call, to review your pre-call objectives, develop next call objectives and clearly demonstrate to the ADS and Training manager how you have moved the business forward.

Teamwork and Communication:

• A strong team player with an outgoing nature who has demonstrated the ability to work well both within a team and on their own for extended periods of time#
• Work collaboratively with medical colleagues (MSL), Service Development Manager (SDM), Services Solutions Manager (SSM), Stakeholder Relations Manager (SRM) and head office colleagues to align all activities and share expertise.
• Proactively approaching your manager when issues or concerns arise - either personally or professionally
• Provide and receive feedback to support team spirit, a high performing team and Almirall's culture.

Required Education & Experience

• Previous performance achievement, operating in payer and clinician customer facing roles within the pharmaceutical or healthcare industry
• Experience of multi-channel engagement using web-based platforms, email campaigns, virtual webinars and opt-ins/consents.
• Experience of dermatology, high-cost medicines, homecare, and biologics are all desirable.
• Previous experience of developing and mobilising advocates to influence decisions, remove barriers and drive business.
• Ability to use complex clinical and health economic data effectively in customer interactions and when appropriate to drive commercial success
• Understand how national NHS priorities and programmes influence local healthcare priorities, especially when relevant to dermatology
• In depth NHS knowledge, including key policy drivers and orgaisational structures, particularly within the ICS that impact high-cost drugs.
• Experience of identifying and co creating pathway solutions that resolve pain points, local issues, bottle necks and barriers
• Demonstrable advance level of in call effectiveness across a variety of NHS customer types (clinicians & payers)
• Detailed understanding of the ABPI/IPHA Codes as well as other relevant regulations and their practical application in a business environment.
• Knowledge of relevant GDPR regulations in relations to customer engagement.
• A proficient IT user, including Microsoft Office, CRM, apps, software and other tools.
• A full driving licence

Skills

• A resilient team player with strong networking, interpersonal and influencing skills who wants to be an active participant in a successful account team.
• High level of emotional intelligence and the ability to adapt communication style when needed.

Competencies

Our vision and strategy: As an individual, is committed to delivering the vision and goals, as a manager is also passionate about having the right people in the right jobs, empowered and motivated to deliver success.

Value insight: Values and proactively shares and uses insights gained to support own decision making and, where relevant, that across the organisation.

Communication: Communicates effectively and appropriately insights gained to interested parties from across the organisation.

Be best self: Build an environment where self and team can achieve their best. Self-awareness of own strengths and development needs and being proactive in seeking to improve performance through personal learning and support.

Customer affinity: Understands the needs of and challenges facing customers and looks to provide collaborative solutions that build long term relationships and partnerships.

Internal stakeholder collaboration: Recognition of the interdependencies among individuals and teams in achieving broader business objectives. Proactively looks to work with colleagues where shared responsibility exists and where collaboration can influence others' success.

Business acumen: Understands how to obtain and use role relevant data and information, able to monitor and assess own or team performance while having a financial appreciation that is appropriate to span of control.

Planning and organisation: Understands and prioritises individual and business goals while being familiar with the processes needed to achieve them. Can adapt when an alternative course of action is needed.

Disease and product: Develop an appreciation of the external environment in which Almirall competes and a deep understanding of one's own area of responsibility. Constantly looks to keep up to date and keep relevant.

Compliance and leadership: Maintains a strong understanding of all aspects of the UK regulations and SOPs and delivers all activities within this context.

Values

• Care
• Courage
• Innovation
• Simplicity