Key Account Manager, Nephrology

Otsuka - Montréal, QC (30+ days ago)

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Type: Permanent position
Location: Montreal West, Laurentians, Gatineau (based in Montreal)
Department: Sales, Patient & Branding Strategy
Reports To: National Sales Manager

Summary of Purpose:
Reporting to the National Sales Manager, the Key Account Manager (KAM), will be responsible to promote 3 products in Nephrology: Jinarc for ADPKD (autosomal dominant polycystic kidney disease) and two news products which will be launched in 2020. These products will be promoted to nephrologists, pharmacists, nurses and other HCPs related to kidney care. The KAM will be responsible to develop and implement a strategic business plan for their key academic and community based nephrology clinics to grow product usage and drive local market sales. Individuals must have a strong key account approach and the ability to develop innovative solutions to engage customers and drive business within a unique selling context. Experience with patient support programs a strong asset. Develop superior customer relationships through the application of strategic account management. The Key Account Manager will be responsible for maximizing OCPI product sales in the assigned territory. Ensures full compliance with Rx&D regulations and OCPI policies in all aspects of interactions with healthcare professionals. The KAM must demonstrate strong disease management and product knowledge in the assigned market.

Responsibilities:
Prepares and implements a territory plan with set territory specific objectives; conducts promotional programs, represents and promotes OCPI as a leader in the assigned therapeutic area
Surpasses the assigned sales objective for the territory
Develops and maintain relationships with key opinion leaders and speakers, including nephrologists, nursing and pharmacy staff within the key nephrology accounts. Develops, manages and maintains relationships with key decision-makers
Manages the territory in an efficient and orderly manner through effective sales planning and implementation, ascribing to principles of key account prioritization. Attains the designated goals for calls on appropriate accounts and healthcare professionals to communicate balanced, accurate, and complete information on OCPI products
Must be able to work cross-functionally with all OCPI associates in order to facilitate a well-coordinated effort within accounts. Coordinate interactions between OCPI and various stakeholders within key accounts. Collaborate with marketing and medical counterparts to deliver value-added programs to customers
Plans and organizes accredited and other learning programs to communicate appropriate approved product information to appropriate HCP customers.
Builds repository of customer information that is accessible to all OCPI team members. Ensures appropriate communication and transparency of all account related activities to internal and external customers
Must demonstrate strong disease state and product knowledge and the ability to develop strong professional relationships
Complies with Rx&D Code of Conduct as well as complies with all OCPI standards and policies relating to all job activities
Understands and consistently applies OCPI’s corporate values and policies to everyday activities
Monitors and reacts to trends within assigned accounts
Demonstrates a consistent completion of administrative requirements including reporting in a timely manner, budget management, log-ins, etc.
Operates the territory within the assigned expense budget
Reporting Safety Information, Product Quality Complaint and Customer Feedback as per training on current procedures
Performs other related duties as required

Qualifications and Key Competencies:
University Bachelor’s Degree in Health Science or relevant field
5 years of experience as a Hospital or Specialist Sales Representative
Experience in institutional specific selling would be a strong asset
Documented success in key account management and/or specialty sales within pharmaceutical and /or institutional markets
Experience in calling on pharmacy and nursing staff associated with an hospital account
Proven problem-solving abilities
Preferable candidate has experience in nephrology
Knowledge of reimbursement issues in the private and public markets, including institutional and retail market channels
Strong business background and the ability to build and support care teams for monitoring and follow up of patients in a customized care model, tailored the specific needs of the clinic.
Knowledge of patient flow and treatment options
Proven ability to establish and cultivate key customer relationships
Ability to gather customer specific information, analyze quantitative data, and interpret information
Ability to clarify customer interests, address customer issues, and manages customer expectations.
Ability to link solutions to patient customer needs, deliver a compelling presentation, displays personal conviction, and establish credibility and trust
Ability to work independently and to adapt to changing market dynamics and demands
Excellent interpersonal and communication skills
Strong time-management, organizational and planning skills
Ability to apply newly learned knowledge and skills
Computer skills
Valid driver’s license and good driving record
Must live in or be willing to relocate to the assigned geographical region in order to be considered
Travel required (up to 30% of the time)

Supervision of Others:
None