Celgene Key Account Manager (Hematology / Oncology) - South-East Netherlands in Utrecht, Netherlands

Description

Celgene is a global biopharmaceutical company leading the way in medical innovation to help patients live longer, better lives. Our purpose as a company is to discover and develop therapies that will change the course of human health. We value our passion for patients, ​quest for innovation, spirit of independence and love of challenge. With a presence in more than 70 countries, and growing - we look for talented people to grow our business, advance our science and contribute to our unique culture.

Summary

The Key Account Manager (KAM) generates sales in the selected accounts & coordinates the Infield team. The KAM will visit medical doctors, hospital pharmacists, RVE-managers in hospitals in the concerning therapeutic areas. He/she is responsible for analyzing the market and translating them into business opportunities. The KAM lays ‘the foundation’ for long-term collaboration and innovative contracting and is able to ´seal the deal´.

The KAM sets strategic account objectives and plan of action aligned with the Disease Strategy in close collaboration with Field Access Manager (FAM) and Regional Medical Liaison (RML). The KAM creates a SWOT-analysis based on his own & Infield team insights from the account and the individual stakeholders. The KAM drives the patient access in the account for Celgene product folio, by gathering insights on drivers and barriers from the account. He shares relevant insights to contribute to Celgene’s overall strategy and Disease strategy. The KAM visits and adds value on the external stakeholders, such as HCP and pharmacist, by using the insights for co-creation with stakeholders to develop solutions for access for the patient. The KAM delivers ideas that may lead to value adding projects, e.g. Value Based Health Care. The KAM roles out value added projects and account specific projects. The KAM is responsible for contracting in their single hospital accounts.

Role

Coordinate strategic account team to create optimal patient access.

Key outcome of the role

Generate sales, according to target within single hospitals.

Responsibilities include, but are not limited to:

General:

  • Coordinate the Infield team in gathering insights of the account. Is responsible for in implementation of the plan of action.

  • Create a strategic account plan including SWOT, SMART objectives and action plan.

  • Generate, implement and execute the overall current business within individual-hospitals.

  • Achieve agreed sales results/targets in terms of volume, value, market share and number of patients.

Contracting:

  • Negotiate single hospital contracts and develop value added propositions/projects to support effectively the business objectives.

  • Identify and develop value differentiators/proposition (innovative contracting) linked to Celgene strategy/products and customer needs and facilitate implementation in line with the key account plan.

External:

  • Identify, map, connect, utilize, target and build relations with key stakeholders and manage account network (DMU).

  • Indication based promotion of current portfolio in line account plan according to brand plan strategy, services and value beyond the pill.

  • Function as a key sparring partner and key contact person towards HCPs, hospital financial/commercial managers, hospital pharmacists and other (new) key decision makers on a more strategic level.

Internal (governance):

  • Management/coordination of the Business Unit Infield team and initiates internal account meetings to develop and monitor execution of account plans. Powered by the competitive intelligence of infield team.

  • Develop and execute key account action plans in collaboration with all internal and external stakeholders and coordinate the related activities implementation (Value Based Healthcare solutions).

  • Conduct indepth account analyses and market changes, dynamics as input for infield operational excellence and disease team decision making. This includes account segmentation.

Other:

  • Respond to customer issues and enquiries to ensure high level of customer service to develop the brand for Celgene and assigned Celgene products.

  • Ensure customer database is accurate, up to date, daily activities are recorded and is used to assist with effective planning.

  • Develop required qualitative and quantitative reports (e.g. Close up data).

  • Ensure budget allocation for assigned Celgene portfolio.

  • Attend meetings and training sessions and keep knowledge level up to standard.

  • Attend congresses and networking events.

  • Act as a role model for others in line with Celgene Values.

Skills/Knowledge Required

  • Advanced understanding of principles of Key Account and Project Management.

  • Able to transfer Value Based Healthcare principles in real life.

  • Disease area knowledge – Hematology/Oncology (incl. guidelines) and assigned Celgene’s products.

  • Advanced knowledge of and experience in a hospital environment. Deep understanding of market dynamics of Dutch hospitals and healthcare economics.

  • Account knowledge (sales overview, structure and financing hospital, network physician).

  • Customer focus; initiate and develop segmentation and targeting of key accounts on his/her territory.

  • Work independently with good degree of autonomy.

  • Advanced knowledge of market, stakeholders and competitors.

  • Ability to understand clinical studies relevant for portfolio.

  • Team player / sharing best practices.

  • Learning ability (willingness to adapt in fast changing environment)

  • Ability to listen and take criticism / look for active feedback.

  • Networking for long time relations.

  • Highly motivated, with strong business, analytic and problem-solving skills.

  • Excellent command of Dutch and English (oral and written).

  • Good communication, selling- presentation- and coordination skills.

  • Computer literate: good knowledge at user level of Microsoft Office, Excel and PowerPoint.

  • Willingness to travel; possesses valid driver’s license.

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COMMITTED TO IMPROVING THE LIVES OF PATIENTS WORLDWIDE

At Celgene, we seek to deliver truly innovative and life-changing drugs for our patients. Our vision as a company is to build a major global biopharmaceutical corporation while focusing on the discovery, the development, and the commercialization of products for the treatment of cancer and other severe, immune, inflammatory conditions.

“At Celgene, we seek to deliver truly innovative and life-changing drugs for our patients.”

There are more than 300 clinical trials at major medical centers using compounds from Celgene. Investigational compounds are being studied for patients with incurable hematological and solid tumor cancers, including multiple myeloma, myelodysplastic syndromes, chronic lymphocytic leukemia (CLL), non-Hodgkin’s lymphoma (NHL), triple-negative breast cancer and pancreatic cancer. As committed as we are to clinical accomplishment, we are equally committed to patient support, which is a guiding principle at Celgene. We believe all who can benefit from our discoveries should have the opportunity to do so. Celgene puts patients first with industry-leading programs that provide information, support and access to our innovative therapies.

Celgene is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Celgene complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Celgene in the U.S.COMMITTED TO IMPROVING THE LIVES OF PATIENTS WORLDWIDE