Key Account Manager, Lombardia Ovest

Thornton Tomasetti; Italia; Remoto; EUR 70.000 - 110.000; Tempo pieno

Descrizione del lavoro

Abbott in Italy seeks a field-based Key Account Manager to drive adoption of Oncotype DX across Lombardia Ovest. You will build local account plans, engage surgeons, oncologists andPathologists and collaborate with the Italian Sales Manager to achieve sales objectives.

The role requires strong communication and a strategic, autonomous approach in a competitive market. You will travel nationally 3–4 times per year and may attend international congresses.

Competenze

• 5+ years of sales experience promoting complex medical diagnostics.
• Experience with multiple stakeholders and decision makers in healthcare.
• Strong knowledge of KOLs in oncology and diagnostics.
• Proven ability to manage large territories and key accounts.
• Understanding of cancer care in the Italian public sector.
• Excellent communication skills with diverse audiences.
• Self-starter, autonomous, entrepreneurial in approach.
• Willingness to travel nationally 3–4 times per year.
• Fluent Italian; ability to communicate in English preferred.

Mansioni

• Develop local account plans aligned to national brand plan.
• Engage surgeons, oncologists, pathologists and other stakeholders.
• Provide logistical support to cancer centers for test ordering.
• Differentiate Oncotype DX from competitors and articulate value.
• Collaborate with sales management and marketing to relay messages.

Conoscenze

Key account management

Stakeholder engagement

Strategic selling

Medical oncology knowledge

Sales leadership

Formazione

Life science degree/genomics/clinical experience

Descrizione del lavoro

JOB DESCRIPTION: Position Overview Exact Sciences provides diagnostic gene assay testing to cancer patients with our Oncotype DX® assay family of products and is leading the way towards individualized medicine. As Genomic Testing in Early Stage Breast Cancer becomes more widely adopted and reimbursed, we recognize that there is significant need and opportunity to expand the Italian commercial organization. We are therefore recruiting for a Key Account Manager (KAM) to add to our fast-growing team. This position is field based. The candidate will be responsible for the activity and performance of the Lombardia Ovest. The Candidate’s preferred location is Milan. Exact Sciences Italia is a small, efficient and passionate team with large ambitions. We have our offices in Milan and our European HQ in Zug. Imperative to this role will be developing local account plans that are aligned to the national brand plan and achieve above expected sales growth. It is essential that he/she can use advanced selling skills with HCPs which include but are not limited to; Surgeons, Oncologists and Pathologists, and is able to uncover customers’ needs in relation to Oncotype DX and move them along the adoption pathway in terms of how they think, feel and then act in relation to the test.

As part of wider key account management and stakeholder engagement, he/she will be expected to build relationships with non-clinical customers to demonstrate the value that Oncotype DX can deliver to the National Health System. This is an autonomous role with full accountability for the region, so the individual will need to be able to work on their own and prioritize where they are going to spend their time to gain maximum return for their efforts.

As other multi-gene assays will be approved for use, there is a need to be able to operate in a competitive market. This means being able to clearly differentiate Oncotype DX® from its competitors and put in place effective account strategies to ensure that account decision making units understand what value Oncotype DX® provides beyond testing breast cancer patients. Essential Duties include but are not limited to the following:

Commercial Activities

The KAM will be required to pursue successfully all agreed commercial objectives as developed with the Sales Manager Italy. In addition, the KAM will be required to interact with all stakeholders within the Oncology Community in Italy, especially in the Breast Cancer area. The KAM will be required to provide logistical support to all key personnel within the Designated Cancer Centers to ensure the effective and efficient ordering of Oncotype DX®.

Technical Fluency

The KAM will be required to successfully complete all training programs and deal proficiently with the concepts and complexities associated with genomic testing and with all EXAS products. He/she should be able to invest the time necessary to maintain an in-depth understanding all disease states associated with our products and the strengths and weaknesses of our competition. The KAM should be able to successfully use this technical fluency to move target physicians and influencers to actions that will result in patient access and utilization of our products.

Professionalism and Commitment

The KAM strives for excellence in all aspects of his/her performance and is committed to continuous self-evaluation and development. The KAM is valued for his/her contribution to the organization, peers, and customers beyond sales/revenue production. In addition, the KAM will be required to attend various sales meetings and professional conferences. It will be critical for the KAM to work closely with the sales management and marketing to understand and communicate our product sales and marketing messages.

Communication - External/Internal

The KAM provides information critical to accomplishing the EXAS mission to "all" parties involved in the sales of our products. The KAM will provide direct feedback to individuals so they can make accurate decisions at all levels of the company (national, regional & area teams). The KAM will work with the European Commercial team to ensure access to our products.

Minimum Qualifications

• 5 years sales experience in premium products with a strong record of success promoting complex products in medical oncology and/or diagnostics (ideally in breast cancer) in the region.
• Experience of working with multiple stakeholders and decision makers across the National Health System, including reimbursement.
• Strong knowledge of KOLs in the Region (Oncologists, Pathologists, Procurement and Key Decision Makers).
• Proven large territory and key account management skills.
• Deep understanding (or can quickly learn) and familiarity with clinical research and diagnostics in cancer.
• Excellent understanding of cancer care in the Italian public healthcare sector.
• Ability to communicate effectively (oral and written) at all levels of the National Health System.
• Strong business acumen and ability to think strategically.
• Self-starter and experience of working in smaller organizations or divisions within a larger healthcare company – autonomous, entrepreneurial in their thinking and approach.
• Willingness to travel to national meetings 3-4 times per year.
• There is also the possibility of attending international congresses both of which will require overnight stays and evening/weekend meetings.
• Clean Italian Driver’s license.

Preferred Qualifications

• A life science degree/genomics/clinical experience is a plus.
• Strong business use of the English Language is preferred.
• Market access, marketing, leadership, training or other non-sales role experience would be a plus.

The base pay for this position is N/A In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Force DIVISION: ONCO Cancer Diagnostics LOCATION: Italy : Remote ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Yes, 100 % of the Time MEDICAL SURVEILLANCE: No SIGNIFICANT WORK ACTIVITIES: Not Applicable

Abbott is about the power of health. For more than 135 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health. The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.