Key Account Manager

Jazz Pharmaceuticals

Oxford or Remote, United Kingdom

The role of the Key Account Manager is to promote (in-person and virtually) the haematology product portfolio to maximise the full sales potential on a defined territory by building belief and conviction in our haematology products. They are accountable for achieving sales and related performance targets (as defined by the management team).

The Key Account manager will partner with the cross-functional team to orchestrate a multichannel approach to deliver value to NHS / stakeholders leading to effective reach, partnership, and ongoing engagement. They will engage clinical customers in high quality discussions and peer to peer clinical advocacy and will also partner effectively with the medical team and local Medical Science Liaison colleagues to ensure high quality scientific engagement and provision of education.

The Key Account Manager will take full accountability for the preparation and execution of strong territory business and key account management plans, fully utilising agreed processes, and procedures, in alignment with local Code (ABPI) standards and in close collaboration with the cross-functional JAZZ team, including both field-based and head office based colleagues.

The role requires a hybrid approach whereby the Key Account Manager will use multi-channel customer approaches including in-person and virtual calls and meetings to sell the benefits of the haematology portfolio to achieve goals in terms of activity and sales targets.

Essential Functions

Sells effectively to build the belief and conviction in our haematology products across accounts and deliver financial objectives
Use of the selling model (in-person and virtually) to promote the haematology products’ clinical attributes/benefits and value proposition to positively influence prescribing behaviours for the haematology portfolio.
Engage clinical customers in peer-to-peer advocacy through use of a range of platforms for measurable impact, e.g., educational events, relevant symposia, peer-to-peer programmes delivered virtually and in-person.
Maps local Healthcare environment to understand referral pathways between teaching / transplant centers and district general hospitals as well as key decision makers and HCP’s involved in the patient journey.
Effective development and influence of advocates through linking information and stakeholders across broad-ranging networks (in-person and virtually) to support expertise and conviction to use of our products for appropriate patients.
Orchestrate ongoing healthcare professional engagement using tailored content such as approved e-mails and webinars.
Consistently demonstrate knowledge of the disease area, product and care pathway, other approved treatments and acting as a highly valued resource for customers and the cross functional team.
Creates impact by owning flexible and responsive high-quality, customer-focused account plans which embrace mindset, needs and concerns of customers and engage based on a multichannel approach:
- Aligns the plan to brand strategy, co-creates and closely manages the plan in collaboration with sales, market access, and compliantly with medical colleagues.
- Evaluates own performance against the plan through robust metrics, continuing to monitor progress and respond flexibly to environmental and network changes.
- Demonstrates the ability and attitude to secure appointments both in person and using remote technologies in a compliant manner in line with key performance indicators.
- Effectively uses all the multi-channel platforms to engage with both internal and external customers using the appropriate technology in a hybrid capacity. This will require changes to customer lists and geographical territory boundaries from time to time.
- Ability to harness and deploy JAZZ cross-functional resources in a co-ordinated manner through excellent project management.
Identifies local challenges and opportunities. Works with the cross functional team on local strategy and implementation, carrying out the following activities as needed:
- Monitor changes and trends impacting the health care system, gain organisational commitment to act on insights that will shape the optimal environment and pathway for patients to access our medicines and support business growth.
- Take accountability for local formulary access in accounts by removing local prescribing barriers and optimising place in pathway.
- Behaves ethically, responsibly, and professionally in accordance with Jazz Pharmaceuticals values and ABPI code of practice and company processes.
- Partner effectively with Medical & Medical Science Liaison colleagues.
- Profiling (and regular updating of) key customers and accounts into currently available CRM system.
- Accurate and timely reporting of customer and business records, through CRM system, using agreed performance measures.

Measures of success

Delivers sales and related objectives against territory targets and contributes to national and team target (70% of bonus).
Delivered Territory, account plan activities and KPIs to achieve market shaping, access and maximising goals delivered in line with plan (30% of bonus).

Required Knowledge, Skills, and Abilities

Excellent selling skills with previous speciality pharmaceutical sales experience and a proven track record in orphan disease area.
Advanced account management skills that demonstrate business acumen and an innovative approach to projects & solutions that bring added value to Jazz Pharmaceuticals and other stakeholders.
Previous knowledge and experience of disease area preferred but not essential.
Adaptability and flexibility to be able to optimise the use of multi-channel technology is crucial.
Proven track record of success in securing appointments in-person and using remote technologies to deliver successful outcomes.
Proven experience of working in a cross-functional team, and demonstrable project planning skills resulting in a measurable success for all parties.
Effective and persuasive communicator with professional presentation skills in settings such as face-to-face, multiple group engagements and virtual meetings.
Ability to access funding for new and existing drugs, with a detailed and current understanding of the NHS / HSE structure, funding flows and pathways.
Experience in working with appropriate partners on joint projects that deliver benefits to all stakeholders, to patients.
Proficient IT skills in all business-related packages such as MS office.
Experience in the utilisation of CRM tools.
Demonstrable ability to engage with customers using multi-channel approaches and platforms.