Job purpose
The role of the Key Account Manager is to maximize the sales and profit potential of the specialty portfolio in a defined territory.
This will be achieved through the coordination of internal and external stakeholders to ensure Taro specialty products are top of mind with key decision makers and patients across the patient journey and buying process.
Duties and responsibilities
- Achieves / exceeds annual net sales targets in a defined territory in the Quebec and Eastern Provinces
- Maximize current portfolio sales and profitability
- Develop and implement cross functional business plans for the territory
- Conduct regular business reviews analyzing product performance against key metrics while providing key recommendations for accelerating growth
- Position Taro as a key competitor in the specialty space
- Identify key opportunities and potential partnerships to grow the specialty portfolio
- Establish and maintain business relationships with key stakeholders, including drug access navigators, professional and patient associations, nurses, patient support program coordinators, hospitals and specialty pharmacy
- Develop key advocates and KOLs for peer to peer selling opportunities
- Assist with removing barriers to access by working collaboratively with cross functional colleagues where appropriate
- Profile customers and segment migration in CRM
- Accurate and timely reporting of customer and business records through CRM system using agreed upon performance metrics
- Demonstrated ability to manage accounts in both a virtual setting while maintaining engagement through in person and digital channels
- Work with Business Development and Marketing to identify potential pipeline opportunities
- Identify best practices and value-added opportunities; build / enhance selling processes and procedures
- Organize local and regional educational opportunities including OLAs, symposia and conferences
- Manage territory expenses appropriately and within budget
Qualifications
- College / University degree
- 5 years key account experience
- Specialty experience a significant asset
- 5 years + Hospital pharmacy sales experience
- Product focus on specialty therapeutic areas that include orals, biologics, and injectables; biosimilars an asset
- Oncology experience preferred
- Knowledge of regulatory, health authority, provincial cancer agency guidelines and policies in a given province
- Ability to identify customer needs, competition within highly regulated environment
- Solving customer service issues
- Creativity in differentiating Taro from competitors
- Manage account profitability
Working conditions
- Generally good working conditions
- Travel as required
Physical requirements
Field based
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