Key Account Manager Oncology

About Ipsen:

Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology Rare Disease and Neuroscience. Supported by nearly 100 years of development experience with global hubs in the U.S. France and the U.K we tackle areas of high unmet medical need through research and innovation.

Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration excellence and impact. At Ipsen every individual is empowered to be their true selves grow and thrive alongside the companys success. Join us on our journey towards sustainable growth creating real impact on patients and society!

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Summary & Purpose of the Position

To..

Build and maintain strong professional relationships within his territory with oncologists medical
groups/practices hospitals/academic medical centres office and ancillary staff involved in the care of cancer
patients by providing approved disease and product information in order to meet or exceed assigned sales
goals in respect with Ipsens and countrys Ethics & Compliance rules

Województwa: małopolskie podkarpackie śląskie

Main Responsibilities & Technical Competencies

• Define and monitor Account Plans at territory level
• Implement Ipsens Key Account business planning and Sales Force Effectiveness program to achieve optimal sales performance. This includes:
  • Strong strategic thinking and planning skills to deliver business returns within the territory
  • Develop and implement robust key account and territory business plans centred on performance to meet or exceed territory productivity requirements
  • Identify and bring to completion Territory sales opportunities through internal and external partnerships and territory management
  • Identify and communicate key territory opportunities and challenges to build organisational knowledge and meet identified customer needs
  • Adapt selling style & approach to match the sales environment such as an account management approach in hospital departments/centres or a transactional sales approach with respect to sole decision-makers
  • Identify and action opportunities to simultaneously improve patient outcomes build sales and satisfy customer needs
  • Effective management of territory resources and budget
  • Knows treatment schemes at each centre/client understands motivation of the clients
  • Regularly analyse available data and behaviour of customers
  • Plan and prioritise activities based on knowledge of the situation at each centre
  • Undertake accurately and timely reporting activities including detailing call records sales analysis; customer promotion and competitor feedback and regulatory requirements
  • Implement Ipsens planning and Sales Force Effectiveness program to achieve optimal sales performance
• Selling
• Excellent communication influencing and negotiation skills
• Advanced selling/key account management skills including delivering a tailored sales experience based on needs-based selling
• Understand the difference between scientific selling and simple relation management/cultivation
• Secure hospital and regional formularies and referrals
• Demonstrate knowledge and skills at practical training regularly
• Always has goal at the canter (before each discussion but also long term)
• Knows motivation of the client for his decisions and adjust communication sales talk accordingly
• Adapt communication/selling to situation and behaviour profile of the client
• Listen carefully ask questions and understand what is happening at each canter
• Select relevant argument in discussions and transfer them into benefits for patients client and/or department
• Utilize all relevant promotional materials efficiently and is proficient in all tools
• Specifics of the position:
• Must be able to behave in a manner consistent with the Ipsen Code of Conduct and Action Principles
• Must have a valid Drivers Licence
• Must be willing to travel

• Internal and external contacts (organisation)
  • Internal: All country staff - Sales & Marketing; SFE Medical Marketing Market Access Product Manager

• External: w/Key Oncologists Hospitals

Knowledge & Experience

Knowledge & Experience (essential):

• Education
• Minimum of BS/BA Degree in science or similar degree or nursing registration (preferably highly specialised like emergency nurse with BA degree) could be overcomed by extensive experience

• Experience
• Track of successful work with innovative canter product in the field of solid oncology
• Scientific selling experience /changing treatment pathways/
• Unassisted experience with hospital tenders process in accounts (Cooperation with hospital pharmacies Cooperation with Hospital Public Procurement Depts. knowledge and practical understanding of regulations describing tender processes in hospital environment.)
• Demonstrated strong capability in account management superior selling competencies and proven sales performance track record of meeting or exceeding goals in a specialist/hospital or similarly complex environment.
• Demonstrated skills at building and maintaining professional relationships with key customers including KOLs and professors
• Demonstrated ability to work effectively in matrix teams
• Understanding of accounts policy and regulations in context of

Language(s) (essential):

• English communicative

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