Key Account Management (Oncology)

IQVIA; Singapore; On-site; SGD 90,000 - 130,000; Full time

Job summary

IQVIA LLC in Singapore seeks an experienced pharmaceutical sales professional to drive growth in a specified therapy area. You will educate physicians and target audiences on value-added benefits, manage key accounts, and develop territory plans.

Ideal candidates bring 5+ years in pharma sales, strong strategic thinking, and a proven track record of hitting sales targets. Experience with hematology, oncology, or neurology is advantageous.

Qualifications

• Bachelor’s degree in a related field.
• Minimum 5 years’ experience in pharmaceutical sales or key account management.
• Experience in Hematology, Oncology or Neurology is an advantage.
• Strong strategic thinking, planning and negotiation skills.
• Proven track record of meeting or exceeding sales targets.
• Entrepreneurial mindset with excellent communication and interpersonal abilities.
• Familiarity with tender processes preferred.
• Knowledge of pharmaceutical industry dynamics and compliance standards.

Responsibilities

• Identify target customers and produce a territory business plan.
• Conduct sales interviews, pre-call planning and post-call analysis.
• May manage relationships with identified key accounts and groups.
• Utilize CRM and other systems to maintain records and report daily calls.
• Create market access plans for adoption of new products and services.
• Gain inclusion and adoption by prescribers across locations.
• Organize group events with BD colleagues to optimize business.
• Keep management informed about competitor activities and market changes.
• Maintain up-to-date sales/technical knowledge of therapy areas and publications.
• Act as product champion and achieve targets for contact volume and frequency.
• Contribute to new starter training programs and report adverse events as required.
• Represent the company professionally and comply with industry codes.
• Perform other duties as assigned.

Skills

Strategic thinking

Planning

Negotiation skills

Communication skills

Interpersonal abilities

Entrepreneurial mindset

Tender processes familiarity

Pharmaceutical industry knowledge

Education

Bachelor’s degree in Biomedical Science / Life Sciences / Biology / Pharmacy / Marketing

Job description

Maximize sales growth in a specified therapy area, consistent with Company strategy and objectives. This is achieved by educating and informing physicians and/or specified target audience on the value-added benefits of the customer’s products or services versus others in the marketplace.

Essential Functions

• Identify target customers through maintaining and analyzing customer records. Produce an appropriate territory business plan.


• Conduct sales interviews, carry out pre-call planning and preparation and develop a self analytical approach in order to identify learning areas from each call.


• May have ownership for managing relationships with identified key accounts and/or customer groups.


• Utilize pre-call planning and post-call analysis in line with Repetition Calling and Sequential Selling techniques.


• Effectively utilize the relevant software (e.g. Electronic Management System, CRM systems) to maintain records updated and to report daily calls.


• Create and use a record system for top target customers and maintain using relevant company and or client software.


• In consultation with customers, produce market access plans for the successful adoption of new product and services where necessary displacing existing products and services.


• Gain inclusion and or equivalent and create adoption by relevant prescribers in a variety of locations (e.g. general practices, hospitals).


• Organize and hold group events to optimize business that can be generated from them, liaising with business development colleagues as appropriate.


• Keep the management informed about changes in competitor activities and other market changes.


• Maintain an up-to-date sales/technical knowledge of any specialty and disease areas and relevant publications.


• Act as product champion.


• Optimize company profitability by achieving targets related to the volume and frequency of customer contacts as set.


• Contribute to new starter training programs as required by the company or customer.


• Ensure the reporting of any identified Adverse Events in line with prevailing process and guidelines.


• Project a professional impression of the Company and act in accordance with the relevant Pharmaceutical Industry’s Code of Practice.


• Perform other duties as assigned.

Qualifications

• Bachelor’s Degree in Biomedical Science, Life Sciences, Biology, Pharmacy, Marketing, or related field.


• Minimum 5 years’ experience in pharmaceutical sales or key account management (Private & Government Key Hospitals).


• Experience in Hematology, Oncology, or Neurology is an advantage.


• Strong strategic thinking, planning, and negotiation skills.


• Proven track record of meeting or exceeding sales targets.


• Entrepreneurial mindset with excellent communication and interpersonal abilities.


• Familiarity with tender processes preferred.


• Knowledge of pharmaceutical industry dynamics and compliance standards.

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide.