Key Account Manager
London, United Kingdom
About Ferring Pharmaceuticals
Ferring Pharmaceuticals is a research-driven, specialty biopharmaceutical group active in global markets. A leader in reproductive and maternal health, Ferring has been developing treatments for mothers and babies for over 50 years. Today, over one third of the company’s research and development investment goes towards finding innovative treatments to help mothers and babies, from conception to birth. The company also identifies, develops and markets innovative products in the areas of urology, gastroenterology, endocrinology and orthopaedics. Ferring has its own operating subsidiaries in nearly 60 countries and markets its products in 110 countries. For further information on Ferring or its products, visit ferringukhcp.co.uk .
Key Account Manager - London
· Promote the use of Urology products in the Sales Division of Ferring within the designated geographical territory in accordance with company policy (to take accountability and responsibility for the Urology Portfolio across the geographical territory)
- To achieve sales goals of said products within pre-set budgetary limits
- To carry out these duties in an ethical manner, within the ABPI code of practice and to the highest standards of integrity, credibility and professionalism as befits an employee of Ferring Pharmaceuticals
- To accurately segment accounts using the Prioritisation Tool (with a plan in place for identifying any gaps) – identify, quantify and prioritise the target KAM accounts including secondary care and payors as appropriate in conjunction with your ASM
- To identify, segment and prioritise the target healthcare personnel within accounts and to make business contact with these key figures on a regular basis, utilising effective selling skills
- To acquire, build and maintain a thorough and credible level of knowledge of the promoted product range and the relevant competitors; in addition to the therapy area in which these products are used
- To demonstrate competent, knowledgeable and appropriate use of the company’s promotional materials – product detail aids and the relevant clinical papers at all times
- To create, build and develop a specific “active” business plan for the designated territory
- To maintain and monitor these activities and evaluate at regular intervals as to their effectiveness and cost-effectiveness
- To implement changes to the plan, through regular Business Review meetings, with the Area Sales Manager as required
- To perform the above promotional activities in the field, within pre-set and agreed budgetary limits and to monitor this expenditure on a monthly basis
- To comply with all administration deadlines as set by Area Sales Manager e.g. monthly feedback reports; monthly itineraries and monthly budget updates and implement Expenses procedure to the correct standards of completion and timeliness
- To build and maintain comprehensive territory records of all target hospital and department information plus all healthcare contacts made – whether 1:1 or at meetings and use the IQVIA Mobile Intelligence system to the correct standards as set out by the company and as agreed with Area Sales Manager
- To represent Ferring Urology at local, regional or national meetings / symposia in a professional manner, when required to do so by the Area Sales Manager
- To provide support and possible field assistance to future new members of the Urology sales team as required by the Area Sales Manager
- To provide active input and participation at all group meetings or training sessions as appropriate – sales meetings etc.
Required Experience & Competences:
- Bachelor’s degree (in relevant field, i.e.: pharma or related)
- ABPI Qualification
- 5+ years of experience – with at least 2 years of experience in the relevant industry
- Broad knowledge of NHS – experience within NHS is an advantage
- Ability to converse with all stakeholders in NHS (head pharmacists, clinicians, nurses)
- Outstanding negotiation, influencing and key account management skills
- Business acumen and ability to analyse territory sales data
- Strong planning skills, and the ability to use CRM systems
- Urology or uro-oncology experience is an advantage
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