Key Account Manager HAE

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Job Description

The KAM HAE will be responsible for the South & East region of Poland (Malopolskie/Podkarpackie/Lubelskie/Swietokrzyskie).

OBJECTIVES: 

• Build strong stakeholders partnership, develop and monitor long-term relationships between Takeda, the account and the key stakeholders via value-based account planning and execution
• Manage market development and drive selling excellence to grow Takeda performance in the Accounts under responsibility within compliance and legal requirements.  
• Establish cross-functional leadership via planning, engaging and implementing patient-centric solutions in designated territories and accounts  
• Identify full territory understanding, deep stakeholders’ unmet needs understanding, propose & implement solutions via insights generation and value/evidence delivery •     
• Prioritize and manage accounts within assigned territory by assessing appropriate business opportunities through contacts with key decision makers and important local players
• Act as scientific partner with extensive therapeutical area expertise
• Act as an ambassador of the Takeda brand, vision and values

ACCOUNTABILITIES: 

Value Based Account Management

• Understand the account situation, challenges and needs
• Formulate comprehensive, robust, insight-driven, individualized VB-KAM plans based on holistic approach
• Manage the account plan execution according to agreed timelines and budget
• Manage the qualification/treatment continuity process - partner to relevant stakeholders to ensure effective qualification process and cyclic renewals  
• Drive Diagnostic solutions in the respective centers and ensure appropriate referrals if needed (DBS champion/ other novel diagnostic tools)

Cross Functional Leadership

• Prepare and lead the comprehensive and solution driven value-based account plans plan with internal x-functional teams involvement
• Proactively coordinate collaboration with all x-functional teams to ensure alignment in objectives and activities with accounts and external stakeholders
• In specific out of scope areas use appropriate referral path
• Referral due to specific access/commercial requests (procurement, tenders, supply-chain, promotion)

External Stakeholder Engagement

• Develop and solidify long-term relationships between Takeda and key strategic accounts and stakeholders  
• Ensure KOL’s engagement in educational and scientific projects
• Proactively propose and implement territory communication plan using scientific data and diversified omni-channel mix
• Drive the appropriate territory communication/interaction platforms to share the knowledge and solutions – AdBoards, Expert’s panels etc.  

Insights & Evidence / Solutions Excellence

• Identify key external stakeholders and develop deep understanding of their needs,
• Analyze patient pathways and Implement solutions/ address patient pathway bottlenecks (screening, diagnosis, initiation, monitoring and support)
• Respond to and facilitate responding to unsolicited requests from HCPs for scientific projects in line with company procedure

Understand market and treatment landscape

• Analyze territory sales and competitors together with customer behaviour.
• Track and communicate VB-APIs and performance metrics as defined in the account plan.
• Operate in a manner that is always in line with compliance and legal requirements and according to the marketing and sales strategies
• Gain and share customer insights through appropriate and relevant customer and account profiling (Market surveillance).
• Perform local marketing, sales analyses and gain patient flow insights.
• Form, execute and follow-up tactics and KAM plans in regards to strategies and objectives for business areas in a cost-effective way leading to best ROI.
• Report on deviations and progress to National Sales Manager or Business Unit Director.
• Weekly reporting, analyzing and following-up on activities in the CRM system.

• Develop and maintain a strong and effective relationships with external partners by taking a leadership role in the communication and liaison between all external customers.
• Execute patient-screening plans, drive and monitor diagnostic projects (DBS) and complete required documentation
• Raise disease awareness by executing local educational and diagnostic projects
• Identify and communicate basic understanding of healthcare systems across functions, including changes in the healthcare landscape- i.e. Drug Program changes   

DIMENSIONS AND ASPECTS

Learning Agility & Growth mindset

• Looks for the best opportunities in work to build skills that align with current and future development needs
• Actively seeks information and help from all levels of employees across the organization
• Reflects on work experiences and how to apply the lessons learned from past experiences into current and future work

Cross functional collaboration

• Ability to work effectively in cross functional and virtual teams
• Ability to work effectively in multi-disciplinary teams
• Establish credible and long-lasting professional relationships and has personal impact through engaging respectfully and professionally  

Self-starter & entrepreneurial mindset

• Shows initiative beyond what is assigned, always delivers the Extra Mile
• Identifies and creates new opportunities based on novel ideas
• Focus on personal accountability and ownership – constantly challenging oneself to take responsibility for continuous performance improvement and operational excellence
• Highly motivated and self-directed with ability to think innovatively & strategically, skillfully plan, manage and prioritize multiple projects independently; demonstrates resilience and flexibility

Results & Stakeholders oriented

• Execute efficiently the identified key activities and actions.
• Can do mentality
• Is able to anticipate stakeholders needs and is accountable and responsible to create value for them

Strong communication skills

• Ability to manage challenging conversations and handle objections  
• Able to proactively interact and influence stakeholders to generate relevant content
• Effective listening skills
• Superior written and verbal communication skills
• Written and verbal English is an advantage

Manages Complexity – additional advantage

• Able to understand context dynamics (market, stakeholders, competitive context) to anticipate changes and stakeholder needs
• Make a good diagnosis of the situation from both a quantitative and qualitative perspective

EDUCATION, KNOWLEDGE AND SKILLS: 

• University Degree  
• Minimum of 3 years of industry experience
• Experience in managing customer relationships across the full spectrum of customer types in healthcare industry.
• Value Based Solutions execution & Value-Based Key Account Management Methodology  
• Care pathway knowledge and different hospital practices  
• Therapy GD Area scientific knowledge – additional advantage  
• Clinical, commercial and regulatory policies – additional advantage  

TRAVEL REQUIREMENTS:

Some travel required

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