Key Account Manager - Sanofi US

JOB PURPOSE

To build and maintain strong business partnerships with key stakeholders and ensure the success of the assigned brand in terms of indication positioning and accessibility of the product.

To achieve success it is critical that the KAM:

• Ensure the success of the assigned brand in terms of indication positioning and accessibility of the product.
• Maximise short and long term sales volumes in line with Company strategies, local regulations, and Sanofi compliance rules.
• Ensure the implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget.
• Assess and mitigate risks on business.

KEY RESULTS / ACCOUNTABILITIES

• Continue to identify customers, map the accounts and patient journeys, and educate key stakeholders on the disease and its impact.
• Implement ongoing targeting and profiling of customers to maximise sales.
• Identify and grasp listing opportunities for Dupixent in accounts at area level, if any.
• Liaise with medicomarketing teams to develop tactical plans for scaling up product penetration and ensure product availability.
• Initiate, build, and maintain strong relations with key opinion leaders at country and regional level to increase market presence for the assigned company products.
• Oversee sales promotion of assigned product to target doctors to achieve monthly, quarterly, and annual targets in line with company strategy.
• Supply quality medical information about Dupixent to different healthcare professionals in compliance with professional ethics and company image rules and regulations.
• Develop weekly and monthly visit plans in consultation with the line manager and in compliance with Sanofi internal sales systems and procedures.
• Conduct regular visits to customers to monitor product availability and movement.
• Maintain and update product and competition knowledge to create a good professional image and build good relationships with trade personnel.
• Gather continuous market intelligence data to assess impact on Sanofi operations and suggest timely action plans.
• Execute marketing tactics and use sales techniques and operational tools to achieve sales objectives and constantly seek to improve selling skills and knowledge.
• Update all required information on doctor cards and lists.
• Liaise regularly with key opinion leaders, get market feedback, and report any relevant information to the line manager in line with company procedures and best practices.
• Participate in the implementation of projects as required.
• Analyse performance of Dupixent, identify growth opportunities, and provide solutions to management to face all challenges.
• Build and maintain strong business partnerships with key stakeholders in all accounts at area level (healthcare professionals, KOLs, tender parties, Clinical Pharmacists) to position Genzyme as a strategic partner.
• Carry out business-related actions in line with the industry code of ethics and in compliance with company policies and procedures.
• Conduct regular visits and participate in symposiums, congresses, and meetings to increase market presence for the company products.
• Conduct competitive environment analysis to prepare counter plans for marketing the products and achieving targets.
• Prepare and submit monthly activity reports to the Sales Manager.
• Prepare and submit market share reports.
• Prepare and submit monthly activity reports on the CRM system and market trends/updates to the Sales Manager.

Maintain Compliance

• Abide by the requirements of the internal Code of Ethics, including but not restricted to maintaining high professional standards of conduct in line with the Company procedure, with a duty of care to the reputation of the Company.

Ethical Leadership

• Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies and Procedures and any relevant legal requirements); and demonstrate personal leadership in applying these to all work undertaken.
• Escalates any decisions or seeks the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role.

Environmental and Safety Leadership

To care for his/her own safety and wellbeing and the safety of others, and to cooperate with the company to ensure a safe place of work. Employees are therefore expected to:

• Support and conform to Company safety rules and procedures to ensure a safe and healthy working environment.
• Report any accident, incident, or near miss, whether it be of personal injury or property damage.
• Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence.
• Thoroughly read all safety documentation issued by the Company and comply with its requirements. Escalate any doubts or uncertainties to their supervisor and/or manager.

EXPERIENCE & KNOWLEDGE REQUIREMENTS

• BSc in Science or Medicine; business education is a plus.
• Minimum 4 years experience in sales in the pharma industry.
• Minimum 12 years of experience, at least in biologics.
• Proven track record for selling skills.
• Analytical skills.
• Project management skills.
• Communication & Negotiation skills.
• Relationship management.
• Planning and organizing.
• Results-driven and strategic thinker.
• Scientific acumen.
• Proven track record of being a great team player.