The SMA Key Account Manager (KAM) main responsibility is to drive the care for SMA patients by improving patient identification and market development, create territory, account and customer strategies to achieve area sales, market share and profit targets for their territory -
Campania, Abruzzo, Molise, Puglia, Basilicata, Calabria, Sicilia candidate to be based in Campania.
The SMA KAM is key point of contact for all customers / centers within the region and is accountable for the success in the assigned accounts.
This will be achieved by coordinating all functions and aligning all operations with a thorough understanding of the business and customer’s requirements.
The SMA KAM is responsible for working collaboratively with marketing, logistics support, internal / field market access and medical colleagues to create value for patients and other relevant stakeholders within the accounts to ensure long-
term growth in alignment with Biogen s code of conduct and the strictest ethical, compliance and legal standards.
Focal to the success of the SMA Key Account Manager remit will be :
to create awareness for SMA
g. Hospitals, purchase groups, guideline providers etc.
making processes (patient identification / selection, choice of therapeutic options, budget allocation, and care coordination, business needs, drivers and barriers).
1. Achieving commercial goals :
Works toward achievement of sales goals and sales responsibility in respective territory set by the organization. Drive patient identification and market development for SMA by building and executing against a territory strategy and account specific plans.
Continuously appraise sales opportunities within markets and accounts to maintain and grow their business. Is able to effectively prioritize time, activities, and resources to optimize accounts with the most sales potential.
Builds and maintains important relationships with key decision makers involved in SMA care delivery and decision making and can educate and promote on Biogen services (as relevant to the market).
Acts as an ambassador for Biogen commitment to science, innovation and rare disease.
2. Business planning :
Develops and executes an annual territory business plan that includes prioritized account goals, quantitative and qualitative approach to any negotiations needed to ensure Biogen success in its SMA sales objective, and leverages the cross functional team as needed.
Provides analysis of business and patient access threats and opportunities at relevant stages of the patient journey within the prioritized accounts, based on customer insights, health insurers purchasing guidelines and practices, and competitive actions.
Risk Mitigation - Provide input on how drivers and barriers to access can be optimally addressed into actionable objectives.
Builds and maintains relationship with HCPs by maximizing their time through pre-call planning, leveraging insights to tailor call plan, and conducts post call analysis to continually refine and enhance their approach.
Is able to create positive relationships with stakeholders through the appropriate management of their expectations and agreed objectives
3. Leveraging and coordinating resources :
can read people s emotions and flex communication style. Is able adjust their approach based on different stakeholder needs, concerns, or audience member to drive alignment and meet their work goals.
Remains flexible and finds solutions. Executes programs, in-services, and lunch n learns for their territory. Is able to work independently to set their own travel schedule and call plan on a daily / weekly basis to ensure adequate coverage for all key accounts.
Supports Regional Lead and colleagues in the analysis and classification of key accounts based on predefined criteria within the assigned territory and in the identification of potential key customers.