Regional Account Manager Hematology & Nephrology
Regional Account Manager Hematology & Nephrology
Location: CAMPANIA (Napoli, Salerno ed Avellino) – BASILICATA – PUGLIA (Taranto, Brindisi e Lecce)
Reports to: National Sales Lead Hematology & Nephrology
Position Summary
The Regional Account Manager (RAM) is responsible to inform healthcare professionals and other members of the healthcare community about the characteristics of Alexion medicinal products and to understand with them the pathology and patients journey dynamics in context or rare therapeutic areas. The RAM will develop commercial relationships and value-adding activities in collaboration with key opinion leaders to maximize access to medicinal products within key accounts/hospitals identified in the Region. The position requires a person who has deep knowledge of pharmaceutical products, strong business acumen, an entrepreneurial mindset and the ability to work collaboratively within a complex hospital account environment.
Principal Responsibilities
- Establish and maintain valuable business relationships with key decision makers in priority accounts
- Develop insights-based account plan plans for all top accounts/treatment centres. Account plans include key decision maker prioritization and in-depth situational analysis i.e. SWOT, barriers and drivers, patient journey.
- Set clear strategic objectives (i.e. listing in hospitals/SOP inclusion, treatment experience) and develop account win-win value propositions (e.g. commercial events) based on regional situational analysis and customer insights
- Act as a driver in leveraging all company’s specialized expertise cross-functionally in defining operational plans and tackling account-level priorities
- Lead development and implementation of customer-focused and patient-centered tactics and activities within the territory in cross-functional partnership with internal stakeholders and teams, such as Marketing, Medical, Market Access, Patient Advocacy, to address challenges in the market in order to help more patients. Examples include but are not limited to running promotional/educational meetings, supporting local symposia and hospital meetings, providing promotional literature and connecting external experts.
- Self-dependent planning, organization and execution of multiple digital activities for optimal customer experience and engagement eg eMail, virtual promotional meetings and customer engagement, innovation tools that increase the number of touch points with our customers
- Collaborate with Alexion Market Access experts to support local hospital funding processes
- Promote Alexion medicinal products to Healthcare Professionals and members of the Healthcare Community within legal and ethical boundaries, according to D.Lgs 219/2006, Farmindustria Code of Ethics and Alexion’s marketing and sales strategy
- Be a living example of great cross-functional collaboration and teamwork i.e. Marketing, MSL, Market Access
- Timely and complete reporting and presentation of account plans including KPIs to senior positions and accurate maintenance of the CRM database
- Collect and report pharmacovigilance information according to internal SOPs
- Represent their territories in regular territory reviews and account plan discussions
- Represent the respective country at national and international events and congresses
- Obey data protection law according Alexions policy and follow Alexions SOPs and compliance policies
Qualifications & Competencies
- B.A. or B.S. degree in a scientific or related field in accordance to art. 122 of D.Lgs219/2006 ”Requirements for Medical Scientific Information”
- 6+ years of sales experience preferably in specialty/orphan drug area.
- Track record of achievement managing sales territory in a highly specialized area of medicine
- Must have established industry network and relationships within territory
- Excellent communication skills – both verbal and written
- Influential presentation style with demonstrated ability to uncover and address customer needs and effectively manage customer concerns and questions
- Self-motivated with a sense of urgency, well-organized, with a collaborative approach to problem-solving
- Ability to establish rapport and build relationships with a diverse customer base
- Strong business, analytical and clinical acumen. Intellectual curiosity.
- Must have all relevant professional licenses and credentials required for job
- Must have ability to travel as required
- Should have ability to attend, understand and participate in International meetings conducted in English.
AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.
