Director, Key Account Management

Req ID: 16218
Job Category: Sales

Location: Munich, Bavaria

Posting Date: August 5, 2019

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 Director, Key Account ManagementReports to:

Director, Sales, Germany

 

 

 

Some opportunities happen only once in a lifetime – like a job where you have the extraordinary opportunity to change lives. At Alexion, such opportunities arise through our unwavering mission to serve patients and families affected by rare diseases. These patients are our guiding star, and we act with integrity, urgency, and discipline because we know their lives are at stake.

Alexion is a multinational biopharmaceutical company with approximately 2,500 dedicated employees serving patients in more than 50 countries through the innovation, development, and commercialization of life-changing therapies. As the global leader in complement biology, Alexion developed and commercializes the first and only approved complement inhibitor to treat patients with paroxysmal nocturnal hemoglobinuria (PNH), atypical hemolytic uremic syndrome (aHUS), and anti-acetylcholine receptor (AchR) antibody-positive generalized myasthenia gravis (gMG). In addition, Alexion has two highly innovative enzyme replacement therapies for patients with life-threatening and ultra-rare metabolic disorders, hypophosphatasia (HPP) and lysosomal acid lipase deficiency (LAL-D). Our research efforts focus on novel molecules and targets in the complement cascade, and our development efforts focus on our core therapeutic areas of hematology, nephrology, neurology, and metabolic disorders.

Alexion’s aspiration is to be the most rewarding place to work, where people are empowered to make a difference and where diversity of backgrounds and ideas is encouraged. We are looking for talented individuals who share our passion and commitment to change the lives of patients with rare diseases. We hope you will consider joining our team.

Position Summary

The Director, Key Account Management is a field-based leadership position within the German commercial organization.  The incumbent will lead a team of regional key account management experts in achieving Alexion’s Germany commercial operations’ strategic goals and objectives. The position reports to the Sr. Director, Sales.

Job Duties & Responsibilities

  • Hire, develop and lead a high-performing regional key account managers (KAM) team in achieving key objectives, including: 
  • Lead and cordinate the develpment and executin of strategic account plans with all relevant cross-functional teams (e.g. Medical, Marketing, Access)
  • Cordinate appropriate education of all key senior stakeholders and key influencers at select accounts and communicates the value proposition of the Alexion portfolio to senior stakeholders
  • Enable access t key decision makers by develping win-win engagement opportunities within the custmer base in the assigned area accounts by partnering with the Regional Sales Director and Regional Account Managers
  • Cnduct local market business analysis with the Regional Sales Director to identify opportunities and prioritize activities for the Alexion business 
  • Drive strong collaboration and partnership with commercial leadership team, including Area Managers, Marketing, and Market Access to effectively execute overall German commercial plan 
  • Lead the identification, segmentation, and engagement of targeted accounts and HCPs  
  • Provide insights and direction to organization concerning critical product launch strategies
  • Develop and maintain robust key account plans with insights generated from the patient journey 
  • Drive and co-ordinate cross-functional tactical implementation of the key account plans including timelines and accountabilities
  • Develop regional patient journeys to enhance patient pathways and patient flow, including diagnostics in defined key accounts
  • Drive milestone development, execution and behaviour change in key accounts, thus optimising/ facilitating the ability of the account to diagnose and refer patients
  • Create, lead and execute strategic projects (incl. budgeting) and demonstrate proactivity in identifying opportunities to increase the working relationship of the key accounts with the National Reference Centers
  • Work collaboratively to deliver compelling education to decision makers and influencers in the territory
  • Drive continuous development and evolution of strategic KAM model, tools and processes 
  • Develop and measures qualitative and quantitative KAM Key Performance Indicators and Benchmarks
  • Develop insights-based key decision maker matrix
  • Develop tailored solutions and customer engagement strategies based on insights from SWOT & PEST situational analysis
  • Empower and coach cross-functional account team members 
  • Works with the highest degree of professionalism and in accordance with the company’s code of Ethics and Business Conduct
  • Report pharmacovigilance information according to Alexion procedures

Essential Qualifications

  • Bachelor’s Degree in a relevant field
  • 10 plus years’ work experience in biotech; including a minimum of 5 years leading Regional or National teams
  • Large account management experience
  • Proven ability to develop and execute extensive business plans
  • Demonstrated ability to understand the local healthcare environment and apply the knowledge to opportunities within the covered accounts
  • Excellent communication and interpersonal skills with an aptitude for building strong client relationships
  • Experience in field sales leadership and/or product marketing leadership
  • Strong in-depth clinical, technical and scientific knowledge in complex disease state.
  • Demonstrated ability to successfully achieving results through effective collaboration and x-functional partnership and alignment.
  • History of exhibiting the highest standards of ethics and integrity, and delivering on commitments
  • Proven track record of delivering results that meet or exceed targets and objectives
  • Strong verbal and written communication skills and organizational abilities

Qualifications

  • Minimum of 10 years of pharmaceutical, biotechnology and//or medical device sales/marketing/managed care experience is required
  • Orphan drug experience preferred
  • Proven ability to develop and execute extensive business plans
  • Proven ability to manage complex projects and events with challenging deadlines
  • Strong negotiation skills with a problem-solving attitude
  • Business acumen and ability to present complex information to large audiences
  • Demonstrated ability to understand the local healthcare environment and apply knowledge to opportunities within covered accounts
  • Excellent communication and interpersonal skills with an aptitude for building strong client relationships
  • High level of Ethics and Integrity
  • Good knowledge and understanding of the UK pharmaceutical regulations and NHS environment
  • Strong knowledge of MS office, also of reporting tools
  • Excellent verbal and written communication skills
  • Demonstrable commercial success in a specialist hospital /account Management role
  • Availability to travel extensively within assigned region

Some opportunities happen only once in a lifetime – like a job where you have the extraordinary opportunity to change lives. At Alexion, such opportunities arise through our unwavering mission to serve patients and families affected by rare diseases. These patients are our guiding star, and we act with integrity, urgency, and discipline because we know their lives are at stake.

Alexion is a global biopharmaceutical company focused on serving patients and families affected by rare diseases through the discovery, development and commercialization of life-changing therapies. As the global leader in complement biology and inhibition for more than 20 years, Alexion has developed and commercializes the first and only approved complement inhibitor to treat patients with paroxysmal nocturnal hemoglobinuria (PNH), atypical hemolytic uremic syndrome (aHUS), and anti-acetylcholine receptor (AchR) antibody-positive generalized myasthenia gravis (gMG). Alexion also has two highly innovative enzyme replacement therapies for patients with life-threatening and ultra-rare metabolic disorders, hypophosphatasia (HPP) and lysosomal acid lipase deficiency (LAL-D). In addition, the company is developing two late-stage therapies, a second complement inhibitor and a copper-binding agent for Wilson disease. Alexion focuses its research efforts on novel molecules and targets in the complement cascade and its development efforts on the core therapeutic areas of hematology, nephrology, neurology, and metabolic disorders. Alexion has been named to the Forbes list of the World's Most Innovative Companies seven years in a row and is headquartered in Boston, Massachusetts' Innovation District. The company also has offices around the globe and serves patients in more than 50 countries.

Alexion's aspiration is to be the most rewarding place to work, where people are empowered to make a difference and where diversity of backgrounds and ideas is encouraged. We are looking for talented individuals who share our passion and commitment to change the lives of patients with rare diseases. We hope you will consider joining our team. Further information about Alexion can be found at: www.alexion.com.