Key Account Manager, Lombardia Ovest

Abbott; Roma; On-site; EUR 70,000 - 90,000; Full time

Job summary

Exact Sciences Italia, with offices in Milan and a European HQ in Zug, is seeking a Field-based Key Account Manager to lead Lombardy West. The role requires advanced selling skills with surgeons, oncologists and pathologists, and the ability to drive adoption of Onco type DX within the National Health System.

Develop local account plans, differentiate our test from competitors, and travel to national meetings as needed. Milan is the preferred location.

Qualifications

• Minimum 5 years sales experience in premium medical oncology and/or diagnostics.
• Experience working with multiple stakeholders 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 of clinical research and diagnostics in cancer.
• Excellent understanding of cancer care in the Italian public healthcare sector.
• Ability to communicate effectively at all levels of the National Health System.
• Strong business acumen and strategic thinking.
• Self-starter with autonomous, entrepreneurial experience in smaller organizations.
• Willingness to travel to national meetings 3-4 times per year; international congresses possible.

Responsibilities

• Develop local account plans aligned to the national brand plan.
• Build relationships with both clinical and non-clinical stakeholders to demonstrate value of Onco type DX.
• Differentiate Onco type DX from competitors and implement effective account strategies.
• Work with Sales Manager Italy to achieve commercial objectives and engage with Oncology community in Italy.

Job description

Position Overview

Exact Sciences provides diagnostic gene assay testing to cancer patients with our Onco type 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 Onco type 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 Onco type 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 Onco type DX® from its competitors and put in place effective account strategies to ensure that account decision making units understand what value Onco type 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 Onco type 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.