Key Account Manager Rare Disease

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!

For more information visit us at follow our latest news on LinkedIn and Instagram.

Summary & Purpose of the Position

The main purpose of this position is to build strong long-term relationships with key centers and opinion leaders in the field of rare liver diseases (PBC PFIC ALGS) ensuring access to Ipsens innovative therapies and executing the companys strategy in full compliance with ethical and regulatory standards. Additionally the role involves building and maintaining strong professional relationships within the assigned territory with hepatologists gastroenterologists and infectious disease specialists across medical groups hospitals and Centers of Excellence.

The Key Account Manager provides approved disease and product information to meet or exceed assigned sales goals while respecting Ipsens and the countrys Ethics & Compliance rules.

Main Responsibilities & Technical Competencies

• Account Planning & Sales Force Effectiveness
• Define and monitor Account Plans at territory level to ensure alignment with Ipsens strategic objectives.
• Implement Ipsens Key Account business planning and Sales Force Effectiveness program to achieve optimal sales performance including:
• Strong strategic thinking and planning skills to deliver business returns within the territory.
• Develop and implement robust key account and territory business plans focused on performance to meet or exceed productivity requirements.
• Identify and bring to completion territory sales opportunities through internal and external partnerships and effective territory management.
• Communicate key territory opportunities and challenges to build organizational knowledge and meet customer needs.
• Adapt selling style and approach to match the environment (e.g. account management in hospital departments or transactional approach for sole decision-makers).
• Identify and act on opportunities to improve patient outcomes while driving sales and satisfying customer needs.
• Effectively manage territory resources and budget.
• Understand treatment schemes at each center/client and the motivations of decision-makers.
• Regularly analyze available data and customer behavior to inform strategy.
• Plan and prioritize activities based on insights from each center.
• Undertake accurate and timely reporting activities including call records sales analysis customer feedback promotional effectiveness competitor insights and compliance with regulatory requirements.
• Implement Ipsens planning and Sales Force Effectiveness program to achieve optimal sales performance

Selling & Key Account Management Skills

• Demonstrate excellent communication influencing and negotiation skills.
• Apply advanced selling and key account management techniques delivering a tailored sales experience based on needs-based selling.
• Understand the difference between scientific selling and simple relationship cultivation.
• Secure hospital and regional formularies and referrals through strategic engagement.
• Regularly demonstrate practical selling skills during training and field activities.
• Maintain clear goals for every interaction and long-term territory objective.
• Understand client motivations and adapt communication and sales discussions accordingly.
• Adjust selling style to match the situation and client behavior profile.
• Listen actively ask insightful questions and understand the dynamics at each center.
• Select relevant arguments and translate them into benefits for patients clients and departments.
• Utilize all promotional materials effectively and maintain proficiency in Ipsens tools.
• Show strong product identification and commitment to Ipsens portfolio.
• Be proactive bring new ideas and think strategically about business and client needs.

Stakeholder Engagement and Influence

• Build and leverage internal and external stakeholder networks maintaining regular contact with key decision-makers and influencers.
• Develop strong long-term relationships with customers and KOLs across all assigned accounts.
• Collaborate with cross-functional stakeholders to deliver organizational value and a superior customer experience aligned with company objectives.
• Maintain regular high-quality communication with key external decision-makers.
• Identify departmental and stakeholder drivers and barriers in key centers.
• Work closely with the cross-functional Brand & Medical Team to define account objectives strategies and tactics.
• Foster team effectiveness by sharing knowledge experience and information to achieve shared goals.
• Maintain timely communication with RMAs / Market Access and cross-functional colleagues regarding urgent account developments and progress toward objectives.
• Proactively contribute to Sales Meetings and team initiatives with positive engagement.
• Act as a respected partner for KOLs and experts.
• Maintain regular and timely communication with the RMAs / Market Access field-based manager and cross functional colleagues to inform them of important/urgent account developments and to further the achievement of account objectives
• Proactively and positively contribute to Sales Meetings and Sales Team initiatives
• Is respected partner for KOLs expert

Knowledge & Experience

• Education
• Masters degree in medical sciences or related fields (biology chemistry biochemistry).
• Proficiency in MS Word MS Excel MS PowerPoint and MS Outlook. Experience
• Proven track record of successful work with innovative Tx in Liver Rare Diseases.
• Experience in scientific selling and influencing treatment pathways.
• Hands-on experience with hospital tender processes including collaboration with hospital pharmacies and public procurement departments.
• Background in launching innovative therapies and working in cross-functional environments.
• Demonstrated experience in hospital settings including implementation and daily management of DP.
• Prior experience in Rare Diseases or Specialty Care (hepatology gastroenterology genetics immunology oncology neurology) is highly valued

Technical skills:

• Very good social/communication and selling skills combination Customer oriented
• Motivated
• Capacity to orient self in complex treatment schemes Good teamwork skills
• Demonstrates superior selling competencies with rare liver /complex products
• Ability to effectively influence and communicate with customers internal and external contacts at all levels and excellent organizational written and verbal communication skills
• Proactive Expert key account management skills including strong selling business analytics planning and numerical skills and an ability to manage complex situations and make expedient decisions execute plans and achieve outcomes.
• Excellent organization implementation budgetary and project management abilities

#LI-LN1