ALK-Abelló A/S

Key Account Manager UK

Position summary:

The main purpose of this position is to generate sales of ALK products within the defined territory.

Area of responsibility:
The Key Account Manager in an assigned geographical area is accountable for driving sales growth of the product portfolio by working within NHS and private accounts across all potential stakeholders. This will include prescribers in primary and secondary care as well as funding decision makers, influencers and other relevant stakeholders to ensure optimal market access conditions for ALK-Abelló brands to:
 Secure brand advocacy from key prescribers.
 Drive demand from all relevant prescribers.
 Minimise the adverse impact of local interventions which may limit prescribing.
 Capitalise on local initiatives to increase market opportunities.
 Some travel outside of the defined territory will be required from time to time eg to attend National/International Meetings.

Tasks and responsibilities:
Accountable for monitoring and achieving territory cash sales targets for a specified range of products

 Responsible for producing an annual business plan for the territory including plans and specific objectives for individual key hospitals.
 Responsible for meeting Annual Business Plan goals by generating sales to achieve targets via agreed methods and levels of activity.
 Responsible for the monitoring of progress against planned objectives and reporting against them.

Establish and maintain relationships with physicians, prescribers and stakeholders within allergy clinics, networks and other specialties associated with allergy and/or involved in the influencing and decision-making process of prescribing and strategic guidelines within our market place.

 Establishing and maintaining contact with key personnel within the territory’s
influencing and decision-making structure.
 Developing and understanding the structure and influence of the territory’s hospitals, allergy clinics and interaction with Primary Care.
 Ensuring that accurate records are kept of all contacts made within the ALK CRM system.
 Ensuring ALK-Abelló products are competitively placed within the prescriber’s inventory by the achievement of new formulary inclusions and protocols and monitoring of existing inclusions/protocols.
Working within, and monitoring of, agreed territory expenditure

 Establishing and maintaining contact with key personnel within the territory’s
influencing and decision-making structure.
 Developing and understanding the structure and influence of the territory’s hospitals, allergy clinics and interaction with Primary Care.
 Responsible for agreeing and subsequent monitoring of a territory expenditure budget.
 Responsible for the prompt payment of any costs incurred in the provision of promotional meetings, educational and support programmes to customers.


Working within the constraints of relevant Code of Practices, Policies and Procedures.

The KAM must at all times comply with the following:
 ABPI Code of Practice.
 Company Policies and Procedures.
 Selling Strategy.

Develop and maintain a high level of NHS, local health economy, product, competitor and disease area knowledge.

 Responsible for maintaining a high standard of knowledge of the above through a combination of company resources and own research.

Develop and maintain a high level of knowledge of the territory customer base.

 Maintaining a high knowledge of all customers on territory and ensure accurate records are kept of all contacts with customers.

Reporting against Job Description in accordance with agreed timelines.

Responsible for the provision of regular feedback.

 Responsible for the feedback of all relevant intelligence likely to impact on the Company’s business, its products and customers including NHS and competitor activity.
 Active participation in Company meetings as and when required.

Competencies:
 Educated to degree level or equivalent, preferably with a science background.
 ABPI qualified.
 In-depth knowledge of the key product therapeutic area and ability to use that knowledge effectively in customer interactions.
 Knowledge of the healthcare system in England, including the NHS and private healthcare
 In depth knowledge of funding and money flow in the NHS.
 Experience of successfully working with prescribers in both primary and secondary care
 Experience of successfully working within the local health economy environment and an understanding of the interfaces between various stakeholders.
 Demonstrable ability to achieve sales success.
 Development of business plan and execute the agreed business plan in line with commercial goals.
 Ability to achieve success within a changing environment.
 Detailed understanding of ABPI Code of Practice and its practical application in a business environment.
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Job type:
Permanent
Working hours:
Full-time
Working days:
Day
Application deadline:
30/04/2021
Expected Start Date:
01/05/2021
Location:
United Kingdom
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