Strategic Account Manager – Neurology – Multiple Sclerosis

Strategic Account Manager – Neurology – Multiple Sclerosis

Requirements

• Bachelor’s degree required.
• Minimum of 3 years of experience in pharmaceutical sales or pharmaceutical account management (5+ years of experience preferred).
• Proven track record of driving revenue growth and achieving sales targets in the pharmaceutical industry.
• Experience working with cross-functional teams and managing complex client relationships.
• Valid driver’s license and willingness to travel (~70-80% of travel given field-based role).
• Ideal candidate will live in assigned territory and preference will be given to candidates who meet this criteria, all other factors being equal. Prior experience working in assigned territory will also be considered.

Responsibilities

• Develop and manage strong working relationships with identified Key Accounts, Key Opinion Leaders (KOLs) and other account stakeholders including MDs, DOs, NPs, PAs, nurses, clinical pharmacists and other office / administrative staff.
• Serve as the primary point of contact for assigned accounts and KOLs, ensuring timely responses to inquiries and coordinating the resolution of any customer issues or concerns.
• Develop a deep understanding of each identified key account including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs.
• Predict how market trends and a changing competitive landscape could impact accounts and the utilization of our products.
• Identify business opportunities within respective geographic area, which may include the coordination of internal stakeholders to call upon large group practices, IDNs, and other key targets, if applicable.
• Monitor assigned territory for new accounts / KOLs who should be added to target list based on their market potential and influence.
• Act as a liaison between KOLs and home office cross-functional teams.
• Create, execute and adjust account and KOL specific next best action plans to achieve business goals and to address customer needs.
• Implement business plans through leveraging all appropriate resources, both physical and human including home office leadership.
• Identify and leverage account and KOL influence networks.
• Track completion of planned activities and evaluate success at the KOL, account and territory levels.
• Plan executive encounters at national conferences, in field and at other venues as directed and in a complaint manner.
• Manage travel and expense and promotional events budgets.
• Maintain an updated territory level target list.
• Provide primary, on-label, commercial product and services education to targeted HCPs.
• Demonstrate deep marketplace, disease state and product expertise during external communications and presentations.
• Engage MS customers within assigned geographical territory and deliver clinically focused and patient centric messages to grow brand adoption, share and revenue.
• Consistently deliver on product goals.
• Utilize effective, needs based selling techniques and marketing strategies to create and expand product understanding and to drive appropriate patient identification.
• Identify, track and overcome customer’s barrier(s) to use.
• Conduct presentations to institutional based physicians in large academic centers and hospitals or large group practices/groups, as appropriate.
• Participate in and help lead initiatives to support sales success such as marketing driven patient education events and regional or national MS conferences and congresses.
• Plan, organize, and sponsor local promotional speaker programs and activities.
• Identify and develop product advocates and compliantly leverage their advocacy in territory.
• Identify new business opportunities, as directed.
• Ensure that all activities comply with company policies, industry regulations, and legal requirements, particularly around healthcare and pharmaceutical marketing practices.
• Compliantly assist with patient pull-through in collaboration with field reimbursement, market access and HUB colleagues.
• Know and communicate payer environment and its impact on patient access to Key Accounts, KOLs and stakeholders.
• Develop deep understanding of product access processes at Key Accounts, including internal and external workflows and key stakeholders.
• Collaborate with market access team to solve KOL issues or concerns regarding patient access.
• Monitor and analyze sales performance using company provided tools and KPIs.
• Utilize and act upon any AI generated next best action suggestions per account / KOL.
• Create and present territory, account and KOL level data analysis to field leadership, marketing and home office leadership, as directed.
• Deeply understand IC plan and how to meet and achieve sales objectives.
• Generate and capture KOL insights into system of record related to disease state, products, company and competitive landscape.
• Present key market insights and KOL feedback to field leadership, marketing and home office leadership to help inform marketing strategies and brand planning.
• Identify KOL advocates and work compliantly with marketing to leverage their advocacy.
• Communicate and coordinate with other field-based and home office-based Neurology cross functional team members, especially with overlapping field reimbursement managers, medical science liaisons and market access colleagues in assigned territory to ensure optimal account success and to address customer and patient needs.
• Collaborate with the marketing team to provide feedback on and develop client-facing materials, as directed.

Preferred Qualifications

• Bachelor’s degree in life sciences.
• MBA or advanced degree.
• Experience working in MS market either as a field-based Sales Associate, Key Account Manager, Strategic Account Manager, Thought Leader Liaison, Sales Manager and / or home office-based Marketer.
• Experience launching products in the pharmaceutical industry and preferably in the MS market.
• Existing relationships with MS Key Opinion Leaders (KOLs) highly desired.
• Experience as a Thought Leader Liaison, Key Account Manager or Strategic Account Manager.