Key Account Manager - Gastroenterology.

For our client, an international pharma company in Zürich, we are looking for a Key Account Manager - Gastroenterology for the region East-CH.



General Information: 
 

• Start date: ASAP
• Duration: 12 months (maternity leave coverage)
• Workplace: Opfikon
• Workload: 100%
• Home office: possible, hybrid role

Tasks and Responsibilities:

Objective:

• Responsible for maximizing utilization and patient outcomes of the company offering (portfolio of pharmaceutical products and services) in designated territories/accounts
• Drive account stakeholder relationships; develop and monitor long-term relationships between the company, the account and its key stakeholders
• Responsible for driving and achieving the business objectives within the allocated budget
• Responsible for leading and developing local strategic customer relationships to grow the company business within compliance and legal requirements.
• Implement programs to support the journey of IBD patients and ultimately work with the local health care system to improve the treatment of this disease and/or the patient journey
• Develop and execute projects initiated by relevant Gastroenterology team members to support their customers, resulting in better and more efficient treatment outcomes
• Help the company to be seen as a key partner in the specialty space by stakeholders, and therefore strengthen its competitive position and reputation

Account Management:

• Understand the account situation, challenges and needs
• Formulate comprehensive, robust and insight-driven key account plans
• Deliver on agreed objectives and tactics within the key accounts in order to drive the company performance
• Ensure account plans, objectives and KPIs are transparent to the whole account team and senior leaders (captured in SMILE CRM)
• Manage the account plan execution according to agreed timelines and budget
• Conduct market surveillance and communicate in-field intelligence on customer insights, external stakeholder activities and trends to key internal stakeholders (including commercial, medical, market access, CEE)
• Operate in a manner that is always in line with compliance and legal requirements and according to the marketing and sales strategies.
• Act as an ambassador of the brand, its vision and values

Stakeholder Management:

• Develop long-term relationships between the company and key strategic accounts and their stakeholders
• Identify key external stakeholders and develop deep understanding of their needs, collaborate on initiatives and co-create mutually beneficial solutions that will add value to them and the patients
• Drive the implementation of the innovative offerings with key stakeholders and help differentiate the company from its competitors
• Support and advise Healthcare professionals on the correct use of the company product and services portfolio

Operational Excellence:

• Prioritize and manage accounts within the assigned territory by assessing appropriate business opportunities through contacts with key decision-makers and local stakeholders
• Systematically analyze success of plans (e.g. sales, market developments, competitors) and propose mitigating actions as needed. Use learnings to further improve planning and execution.
• Make changes as needed based on new business opportunities and changes in the marketplace to achieve financial objectives

Your Profile:
 

• 1-3 years of KAM experience is mandatory
• Fluent in German and English is mandatory
• Experience in IBD or Gastro is a plus
• Strategic Approach: Balances between the long-term vision while driving the short-term goals
• Collaboration: Establishes productive relationships and partners with others across the organization to ensure common understanding of objectives and achieve shared goals
• Drive for Results: Holds self and others accountable for delivering on commitments that align with our short- and long-term goals, never forgetting the end result is to help patients through innovation in medicine
• Engage Others- Communicate with Impact: Motivates and influences others to gain support for ideas, strategies and actions in service to providing superior treatment to patients; provides appropriate background so that messages are meaningful with audiences
• Customer & Patient centricity: Focuses on customer satisfaction and delivers a quality service or product to the agreed standards; understands the unmet needs of the patients and of the HCPs
• Experience in managing projects with multiple internal and external stakeholders; demonstrated resilience in handling challenging situations and driving projects to success
• Knowledge of the Swiss health care system is an advantage