Canada_Key Account Manager

Celltrion Healthcare Canada Ltd.; Toronto; On-site; CAD 90,000 - 140,000; Full time

Job summary

Celltrion Healthcare Canada Ltd. seeks a seasoned Key Account Manager (KAM) to lead ophthalmology product sales in Canada. The role requires strong experience in biologics/biosimilars, patient support programs, and a robust network in ophthalmology.

You will collaborate with Marketing, Medical, Sales, Patient Support and Market Access, manage territory plans, budgets, and travel up to 25% to meet targets while driving value for patients and providers.

Qualifications

• 10+ years of sales experience, preferably pharma.
• 3+ years of experience in key account planning.
• Track record in specialty care (ophthalmology) sales.
• Experience with biologics/biosimilars and patient support programs.
• Strong network in ophthalmology and biosimilars landscape.

Responsibilities

• Achieve sales objectives within assigned ophthalmology products.
• Develop, implement and monitor territory plans and budget for the assigned products.
• Collaborate with Marketing, Medical, Sales, Patient Support and Market Access teams.
• Build strategic and long-term partnerships in ophthalmology/biologics space.
• Travel up to 25% and attend dinners and conferences; maintain compliant operations.

Skills

Key account planning

CRM (VEEVA)

Analytical skills

Cross-functional collaboration

Healthcare sales

Education

Undergraduate degree in business or science

Tools

VEEVA

Job description

Celltrion Group provides biosimilar and innovative biopharmaceutical medications to help increase patient access to advanced therapies around the world. Celltrion Group offers biologics to about 110 countries, along with more than 30 global partners around the world. With hands-on experience and knowledge accumulated through years of working in the advanced pharmaceutical markets around the world, Celltrion Group has been securing distribution channels and providing patients with biosimilars at affordable prices.

Celltrion Group provides biosimilar and innovative biopharmaceutical medications to help increase patient access to advanced therapies around the world. Celltrion Group offers biologics to about 110 countries, along with more than 30 global partners around the world. With hands-on experience and knowledge accumulated through years of working in the advanced pharmaceutical markets around the world, Celltrion Group has been securing distribution channels and providing patients with biosimilars at affordable prices.

1. Position Summary

The Key Account Manager (KAM) is an important, externally focused position, within Celltrion Healthcare in Canada (CHC). The KAM will have an assigned sales territory and be responsible for achieving sales targets for the company’s newly formed ophthalmology division, based on key account planning and strategic execution. As a KAM, you bring to the company a deep understanding of the management of Ophthalmic disorders using biologics and have a strong network within the territory that is assigned. This role will require close collaboration with Marketing, Medical, Sales, Patient Support and Market Access, also with other KAMs.

2. Key Roles and Responsibilities

• Achieve sales objectives of assigned products through the execution of customer-focused, value-added activities
• Sound management of territory budget deployed in the execution of activities and tactics
• Develop, implement and monitor key account and territory plans, and adjust as required
• Deliver on value proposition for assigned products through key message communication to assigned customers
• Collaborate with cross-functional team to implement value-added programs
• Build strategic and long-term partnerships in the complex Ophthalmology/biologics (biosimilars) space
• Demonstrate strong business ethics, understand business principles and interpret resources available to make sound business decisions to help drive the growth and achieve high standards of business excellence
• Collaborate cross-functionally with all internal functional area teams to implement innovative solutions
• Monitor performance of assigned sales territory, including YTD sales, YTD activities YTD budget
• Perform required administrative duties, including expense reports, territory analysis, and call reporting.
• Work within the CHC regulatory and legal compliance guidelines
• Complete all training programs provided by company.
• Attend local, regional and national meetings as required.
• Willing and able to travel up to 25% of the time.
• Evening and weekend work will be required to attend dinner function and conferences

3. Work Experience

• Minimum 10 years of experience in sales, preferably pharmaceutical
• Minimum 3 years of experience working in an environment of Key Account Planning
• Track record of consistent, strong sales performance in specialty care (ophthalmology)
• Experience in biologics/biosimilars
• Strong understanding of how patient support programs function, with experience working collaboratively with specialty pharmacies.

4. Professional Competencies and Skills

• In-depth knowledge of key account planning, use of CRM platforms such as VEEVA, and patient support programs
• Demonstrated ability to engage with customers face to face and virtually
• Proven analytical skills required to understand territory dynamics and plan for effective effort allocation
• Demonstrated experience and mastery in delivering a cross-functional solution-based approaches though ongoing collaborative communication
• Demonstrated experience with execution of value propositions and product messaging though polished sales/communication approaches.
• Demonstrated ability to engage in science/study focused discussions in each interaction with specialist customers to ensure value is achieved for the customer, and ultimately, the patient
• Demonstrate enthusiasm, strong initiative, high sense of urgency, and strong competitive and winning attitude
• Comfortable working within a fast-paced, cross-functional, and matrix environment
• Excellent communicator – verbal, written and presentation skills
• Possess the drive and vision to positively challenge accepted access norms to best position Celltrion to address significant unmet need for patients.
• Strong understanding of territory market dynamics and competitive environment
• Deep understanding of management of disorders in ophthalmology (retina), and has a strong network in assigned territory

5. Education

Undergraduate degree in business or science is required