Account Manager South England

Overview

The Account Manager will become the “owner” and key point of contact for a selected group of existing and potential accounts.

Key responsibilities include:

• Identifying, segmenting & mapping key accounts and stakeholders
• Developing & implementing account plans
• Developing & delivering budgets (for each account & territory)
• Engaging with / managing key decision makers in each account & region
• Developing & executing commercial deals with accounts
• Maximising access to Curium products

The Account Manager will become the “owner” and key point of contact for a selected group of existing and potential accounts.

• Identifying, segmenting & mapping key accounts and stakeholders
• Developing & implementing account plans
• Developing & delivering budgets (for each account & territory)
• Engaging with / managing key decision makers in each account & region
• Developing & executing commercial deals with accounts
• Maximising access to Curium products

Identify, Segment & Map Key Accounts and Stakeholders

• Define matrix of key decision-making customers in key accounts and potential new key accounts in assigned territory

Develop & Implement Account Plans

• Identify business opportunities and collaborate with sales management to accelerate and execute on these opportunities
• Develop and drive appropriate portfolio management strategy in collaboration with the National Sales Manager
• Provide regular input for internal Account Management tools and processes, Leadership and Management reviews

Develop & Deliver Budgets (for each account & territory)

• Provide regular input into budgeting / forecasting processes
• Achieve quarterly and annual sales targets

Engage with / Manage Key Decision Makers (in each account & region)

• Be the single point of contact with customers, coordinating with a network of Curium sales and functional expertise to provide full account management support when needed
• Be the link between the Product / Marketing Manager and the customers in terms of product training, evidence based selling processes, product launches, RA/QA issues, market analysis, market research, complaint handling and monitoring competitive activity
• Identify and develop Key Opinion Leader support and represent Curium at scientific conference and networking events to reinforce Curium presence and brand on the market

• Promote Curium products’ unique value & positioning and coordinate the implementation of related commercial initiatives (Training, Contract Management, Pricing negotiations, trouble shooting, relationship management)
• Gain market share, optimise pricing strategy, and build long-term contractual agreements and relationships with Key Accounts and GPOs
• Manage and negotiate contracts & tenders, including pricing schedules & discount rates in coordination with National Sales Manager & Sales Operations Manager
• Implement innovative pricing strategies & propose new ones to National Sales Manager
• Work in collaboration with the Product /Marketing Manager to execute marketing strategies in specific accounts
• Develop account-specific value propositions

• Understand & influence commissioning trends, guidance & pathways
• Develop & deliver efficiency tools for commissioners / payers (e.g. service redesign, data analytics, joint working)
• (Re) design pathways and services
• Share regional / local commissioning, guidance & pathway trends with Sales Manager & other KAMs
• Identify Tenders & Escalate to the Sales Ops Team
• Resolve Issues with Accounts Directly or Escalate to Customer Service team

• Work in close collaboration with the National Sales Manager to lead specific projects and initiatives at the national/regional level
• Act as a strong team player and contributor to share best practices, market insights, and reinforce Key Account Management expertise within the Curium Sales Team

Education:

• Preferably, Life Sciences-related (medical, scientific, pharmacy) degree
• Additional, Business Administration degree a strong plus

Experience:

• Ideal for post-graduates seeking to begin a career in pharmaceutical/healthcare sales. Initial field sales experience, internships, or commercial exposure are advantageous; prior Key Account Management experience is considered a plus.
• Thorough understanding of national / local health care systems
• Proven negotiation experience in a multi stakeholder environment

Preferred Skills/

Qualifications:

• Proficiency in English required & strong communication skills
• Intermediate level excel skills mandatory, including Pivot Tables, lookups, and data analysis and the ability to analyse and present data using intermediate Excel functions and charts.
• Good working knowledge of Outlook, Word and Power Point
• Valid driving license
• Negotiation skills