JOB TITLE: Key Account Manager Specialty Care
JOB PURPOSE: To drive performance for Dupixent, build and maintain strong business partnerships with key stakeholders, and ensure accessibility in key accounts. To achieve success, it is critical that the Key Account Manager:
- Ensures the success of Dupixent in terms of indication, positioning, and accessibility.
- Maximizes short- and long-term sales volumes in line with company strategies, local regulations, and Sanofi compliance rules.
- Implements tactical marketing plans aligned with local business strategy and meets the budget.
- Assesses and mitigates business risks.
KEY RESULTS / ACCOUNTABILITIES Responsibilities:
- Identifies customers, maps accounts and patient journeys, educates key stakeholders on the disease and its impact.
- Implements ongoing targeting and profiling of customers to maximize sales.
- Liaises with medico-marketing teams to develop tactical plans for Dupixent performance and ensures product availability.
- Develops and implements tactical marketing plans aligned with local strategy and budget.
- Builds and maintains strong relationships with key opinion leaders to increase market presence.
- Promotes Dupixent to target doctors to achieve sales targets.
- Provides medical information about Dupixent to healthcare professionals ethically and professionally.
- Develops weekly and monthly visit plans in consultation with line managers.
- Conducts regular customer visits to monitor product availability and gather market intelligence.
- Maintains updated knowledge of Dupixent and competitors to foster professional relationships.
- Assesses impacts on Sanofi operations and suggests action plans.
- Executes marketing tactics and sales techniques to meet objectives and improve skills.
- Updates doctor cards and lists regularly.
- Engages with key opinion leaders, gathers feedback, and reports to management.
- Participates in projects as required.
- Analyzes Dupixent performance, identifies growth opportunities, and recommends solutions.
- Builds strategic partnerships with stakeholders at the area level.
- Assesses and mitigates business risks such as price cuts and competition threats.
- Ensures compliance with industry ethics and company policies.
- Participates in congresses and meetings to enhance market presence.
- Prepares and submits activity reports via CRM and market updates.
Maintain compliance with ethical standards and legal requirements, demonstrating personal leadership and escalation when necessary.
Environmental and Safety Leadership:
- Supports safety rules and procedures.
- Reports accidents and incidents.
- Participates in safety investigations.
- Reads and complies with safety documentation.
KEY WORKING RELATIONSHIPS:
Internal: Cross-functional teams including Marketing, Medical, Market Access, KAM teams, Tender management, Regulatory, Supply Chain.
External: Purchasers, Tender panels, Hospitals, Store managers.
SKILLS, EXPERIENCE & KNOWLEDGE:
- BSc in Pharmacy or Medicine.
- At least 3 years in pharmaceutical sales.
- Key Account Management, analytical, project management, communication, negotiation, stakeholder management skills.
- Results-driven, strategic thinking, scientific acumen, teamwork.
COMPETENCY LEVELS:
- Act for Change
- Cooperate Transversally
- Develop People
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