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Key Account Manager
hace 1 día
**Title**:
Key Account Manager
**Company**:
Ipsen Pharma (SAS)
**Summary / purpose of the position**
**Ensure that country sales objectives are achieved according to the company's principles and values, aiming at having better profitability, customer experience/satisfaction and resource optimization.**
**The KAM position is responsible for identifying customer needs, translating them into opportunities for Neuroscience, Oncology and Rare Diseases businesses, as well as for the Action Plan in the key accounts for the business. Its work is based on three pillars: Strategic vision aligned with the business; Governance and cross-functional work; Sustainable relationship.**
**Main responsibilities / job expectations**
**Development, promotion and implementation of a high added value service offer**
- Identify and materialize partnership opportunities with care providers.
- Seek operational synergy opportunities within the Ipsen portfolio in order to increase the attractiveness and impact of IPSEN initiatives.
- Implement sales strategy for the main key accounts, deliveries in your territory / group of specific accounts.
- Create and execute business plans for key accounts and for the company, based on a deep understanding of goals, challenges and opportunities.
- Execute the sales strategy in the sales territory
**Development of relationships and partnerships with all stakeholders in the accounts**
- Working with multidisciplinary coordination of the implementation of key projects.
- Regularly meet current and potential stakeholders to identify needs, to make sales and / or provide services that meet their needs.
**Stakeholder Engagement**
- Build and maintain relationships with commercial accounts/stakeholders.
- Actively look for opportunities in the market
- Strategic perspective in each action developed on the client, showing leadership in daily activities.
- Use ideas and a consultative approach to sales to challenge customers how to innovate in their sector and with their customers, challenging them to modernize and expand their businesses in the implementation of digital technology and its processes.
**Cross functional collaboration**
- Obtain a full understanding of the commercial position of the Neurology, Oncology and Rare Diseases product portfolio for business development linked to our company's value proposition.
**Ethics & Compliance**
- Ensure compliance and transparency, and assure full compliance with all corporate, industry, and regulatory guidelines
- Comply with Company guidelines and country/industry standards on ethics and compliance.
- Act as a role model displaying the 5 Ipsen Ways of Being
- Ensure that all activities are undertaken in accordance with all Ipsen SOPs, policies, directives, and relevant national guidelines.
**Knowledge, abilities & experience**
Education / Certifications:
- Minimum of a BA/BS Degree in scientific or Business School.
**Experience**:
- Position will require close cross-functional partnerships.
- Proven skill-sets in partnering across various business functions is required.
- Position may require up to 60% overall business travel.
- Proven mobility.
Languages:
- Basic English is desirable.
**Key Technical Competencies Required**
- Business skills: Analyze customer data and finances, analyze customer problems and challenges (short and long term), competitive negotiations.
- Experience with managing Sell in and Sell Out accounts. Experience with managing accounts will be considered a differential.
- Previous experience in the commercial area (Logistics operators, Distributors).
- Knowledge of the pharmaceutical market.
- Knowledge of MS Office.
- Communications skills: to keep internal stakeholders informed of insights/trends/developments in the external landscape, and apprised of key activities, progress, milestones, and deliverables.
- Able to build and maintain strong relationships with global and national advocacy organizations based on deep understanding of their vision and goals and insight on how we can be best partner to achieve common goals.
- Excellent interpersonal and project management skills.
- Adaptable/flexible and able to thrive in a fast-paced environment.
- Strong drive to achieve superior results.
- Ability to think creatively and bring innovative solutions to business challenges.
