Key Account Manager Specialty Care - Abha

Key Account Manager Specialty Care - Abha

REPORTS TO:         

Sales Manager - Dupixent Respiratory

BUSINESS AREA

Speciality Care Greater Gulf MCO

JOB PURPOSE

OPPORTUNITY FOR SAUDI NATIONAL ONLY

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

To achieve success, it is critical that the Key Account Manager Specialty Care:

• 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 and the impact of the disease
• Implement ongoing targeting and profiling of customers to maximise sales
• Identify and highlight listing opportunities for Dupixent in accounts at territory level
• Liaise with medico-marketing teams to develop tactical plans for scaling up products penetration and ensure products’ availability
• Ensure the implementation of launch and tactical marketing plans in line with the local business strategy
• Initiate, build and maintain strong relations with key opinion leaders in order to increase market presence for Dupixent

Post Launch Responsibilities

• Oversee sales promotion of Dupixent to the target doctors to achieve monthly, quarterly and annual targets in line with company strategy
• Provide quality scientific 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 an updated product and competitive knowledge in order to develop a robust professional image as a trusted scientific advisory to HCPs
• Gather continuous market intelligence data in order to assess impact on Sanofi operations and suggest timely counteraction plans
• Robust execution of marketing tactics by leveraging operational tools in order to achieve sales objectives while constantly seeking to improve selling skills and knowledge
• Frequent update of customer lists and all the required information for robust S&T
• Participate in the implementation of key projects as and when required in collaboration with the CFT
• Analyse performance of Dupixent for assigned territory, identify growth opportunities and provide solutions to overcome challenges
• Build and maintain strong business partnerships with key stakeholders in all accounts at area level (healthcare professionals, KOLs, Clinical Pharmacists) in order to position Sanofi Genzyme as a strategic partner
• Keep close monitor on business challenges in terms of anticipated price cuts, competitors’ threat, alternative sources of supply, etc. and report directly to management for prompt intervention
• 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
• Conduct competitive environment analysis in order to prepare counter plans for marketing the products and achieving targets
• Prepare monthly business reviews to the Line Manager for full visibility of the performance progress
• Prepare and submit monthly activity reports on the CRM system and markets’ trends/updates to Line 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, Procedures and any relevant

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

• Escalates any decisions, or seek the support of 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
• Always ensure applying safety rules / SOPs to safeguard self and others both internally and externally during the COVID-19 situation.
• 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

Collaboration with full cross functional team mainly:

• Marketing
• Medical
• Market Access
• Country SF teams 
• Tender Management Team
• Regulatory Team
• Supply Chain

EXTERNAL

Would be expected to be involved with:

• HCPs
• Purchasers /Clinical Pharmacists
• Tender panels & committees
• Hospitals Staff
• Store managers

SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS

Core Requirements:

• BSc degree in Pharmacy or Medicine
• Minimum 2 years’ experience in sales within the pharma industry
• Selling, communication and analytical skills
• Stakeholder Management
• Teamwork and CFT collaboration

Advantageous Requirements:

• Allergy therapy area, biologics and product launch experience
• Knowledge and/or engagements with ENTs and Allergists
• Business Education and marketing knowledge
• Project management skills, strategic thinking and planning

Better is out there. Better medications, better outcomes, better science. But progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let’s be those people.

At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, ability or gender identity.

Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com!