Key Account Manager, Rare Disease

THE POSITION:

The Rare Disease Manager will conduct business/sales with key targeted specialist healthcare providers, whilst educating the market alongside the entire patient journey, drives clients brand adoption and establish client’s leadership in the respective disease area. The role needs to be aligned with the direction from commercial leadership and acts in line with all company guidelines, policies and directives.

This job is remote (home office), ideally located around Berlin, Munich, Frankfurt or Dusseldorf

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Our employees are tasked with delivering excellent business results through the efforts of their teams.  These results are achieved by:

• Create, lead, execute and regularly update a strategic territory plan, reflecting on product strategies and tactics, market insights, competitor landscape, customer needs of defined account target groups and the specific patient journey to optimize patient access to medicine whilst driving product sales and business plan objectives against target.
• Drive disease awareness and support patient finding alongside the entire patient journey to reduce time to diagnosis for patients by mapping and supporting referral pathways from non-expert centers to expert centers.
• Develop and execute strategic account plans – covering all critical roles of each account’s ecosystem - that achieve qualitative and quantitative account objectives and optimizes coverage and frequency to key customers to maximize access and sales opportunities.
• Continuously collaborate by sharing market intelligence information with in-field team, brand team and first line manager to anticipate environmental changes and to optimize brand strategy, account plans and its execution.​ Leverage different tools and communication channels – i.e. CRM, dashboards, market data and omnichannel platforms – to continuously shape the strategic development and the implementation of the tactical activities.
• Establish and maintain an exceptional knowledge of the customers, the related market and disease state’s therapeutic approaches and the broader healthcare space.
• Support activities to get consents and opt-ins.
• Build trusted customer relationships, based on a substantiated understanding of the customers’ needs, high scientific disease knowledge, ethical and compliant behavior to establish client’s leadership in respective disease area.
• Effectively share the product value proposition, handle objections and consistently gain logical and reasonable calls to action to close on every sales call.
• Actively participate and represent client on scientific congresses based on ethical and compliant behavior.  
• Act as the ‘voice of the customer’ for the internal team to create value-adding materials and services

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

EXPECTATIONS OF THE JOB:

• Travel: as necessary to work the territory assigned and attend all training and meetings.
• Hours: Full Time position that requires full days in the field.
• Strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities.
• In-depth scientific, therapeutic, product, and competitive knowledge and recognition as an expert resource by all relevant stakeholders.
• Relevant drug launch experience in highly specialized care setting
• Excellent selling skills: ability to proactively identify customer’s style / behavior and adapt quickly with all aspects of selling approach.
• Collaborates effectively in a matrix environment.
• Acts in line with applicable compliance rules and process needed to ensure a high ethical behavior.

MINIMUM KNOWLEDGE, SKILLS AND ABILITIES:

The requirements listed below are representative of the experience, education, knowledge, skill and/or abilities required.

• Education Scientific Bachelor’s Degree required or certified by § 75AMG.
• Experience and/or Training experienced in rare disease field or in-hospital specialty care business including referral networks. Experience in engaging with Centers of Excellence and/or Key Accounts. Drug product launch experience in previously unchartered territory. Proven entrepreneurial track record and mindset.
• Licenses/Certificates valid driving license.
• Technology/Equipment Microsoft, computer CRM proficient.
• Languages: German (mother tongue), English (fluent in reading and understanding of scientific data and documentation, as well as internal exchange in an international team)

PREFERRED QUALIFICATIONS:

• Rare Disease business acumen.
• Analytical thinking and ability to create business plans.
• Resilient and value-driven; eager to achieve mid/term-goals in addition to the short-term objectives
• High sales orientation, success driven and keen to deliver against set objectives while remaining committed to all ethical and legal standards linked to this role.
• Strong scientific background.
• Collaborative team worker understands and effectively acts in a matrix organization.
• Excellent communication capabilities, including very clear listening skills.
• High client orientation: Understands clients and their challenges and can respond to them in an adequate manner by balancing client, patient and commercial interests.
• Team player understands the value of collaboration across the organization and the importance of sharing knowledge and best practice.
• Keen to learn, develop, seeks ongoing new information and wants to gain additional insights in the scientific as well as the commercial side of their responsibility.

OUR CULTURAL BELIEFS

Patient Minded I act with the patient’s best interest in mind.

Client Delight I own every client experience and its impact on results.

Take Action I am empowered and empower others to act now.

Grow Talent I own my development and invest in the development of others. 

Win Together I passionately connect with anyone, anywhere, anytime to achieve results.

Embrace Diversity I create an environment of awareness and respect.

Communication Matters I speak up to create transparent, thoughtful and timely dialogue.

Own It I hold myself and others accountable for results.

Our team is aware of recent fraudulent job offers in the market, misrepresenting EVERSANA. Recruitment fraud is a sophisticated scam commonly perpetrated through online services using fake websites, unsolicited e-mails, or even text messages claiming to be a legitimate company. Some of these scams request personal information and even payment for training or job application fees. Please know EVERSANA would never require personal information nor payment of any kind during the employment process. We respect the personal rights of all candidates looking to explore careers at EVERSANA.

From EVERSANA’s inception, Diversity, Equity & Inclusion have always been key to our success. We are an Equal Opportunity Employer, and our employees are people with different strengths, experiences, and backgrounds who share a passion for improving the lives of patients and leading innovation within the healthcare industry. Diversity not only includes race and gender identity, but also age, disability status, veteran status, sexual orientation, religion, and many other parts of one’s identity. All of our employees’ points of view are key to our success, and inclusion is everyone's responsibility.

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