Key Account Manager, SMA - Camp, Cal, Pug, Bas, Sic, Abr
7 gg fa


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 :

  • Identifying the patient / doctor landscape, learning about rare diseases and specifically SMA treatment decisions. Understanding the regulatory and compliance requirements and ensuring the right guardrails are in place.
  • Co-creation - Building up the critical network required to improve the lives of SMA patients and their families
  • Understand individual country dynamics by creating a KOL map, mapping patient flow and building strategies to eliminate / minimize leakage
  • Remove barriers to treatment to ensure best outcomes for patients and families. Understand the role of new born screening in the diagnostic phase of patient identification
  • Collaboratively with the cross functional team understand the educational needs of physicians, budget holders, nurses etc.
  • to create awareness for SMA

  • Develops and executes an effective business plan for maximizing territory sales ensuring that stakeholder needs are being met.
  • Deliver compelling arguments to persuade and motivate others to adopt a course of action that supports the best outcome for the patient
  • Product Flow / Logistics - Ensure access and availability at site of care and that logistics are in place to administer
  • Pre-launch drive awareness of Standards of Care and Biogen commitment in rare disease
  • Builds individual strategic account plans on how to approach customers, achieve sales goals and maintain relationships in order to maximize sales results
  • Strategically network within the cross-functional team to segment and prioritize SMA centers of excellence (e.g. developing work processes &communication streams) to ensure patients have access and troubleshoot any challenges.
  • Provide information to management to help with identifying, segmenting, profiling and defining national key accounts e.
  • g. Hospitals, purchase groups, guideline providers etc.

  • Ensure execution and customer management excellence by building an intimate knowledge of the accounts stakeholders’ priorities and decision-
  • making processes (patient identification / selection, choice of therapeutic options, budget allocation, and care coordination, business needs, drivers and barriers).

  • Building up, strengthening and ensuring a long-term customer relationship with the accounts’ key stakeholders responsible for SMA care delivery and funding of treatment, ensuring favorable environment via regular dialog with key stakeholders.
  • Partner with and pull resources from the market access, marketing and medical teams to support territory activities and to provide the accounts with expert support as needed
  • Perseverance and an entrepreneurial drive to pursue ideas and projects that ensure sustainable, long term success
  • Fiscal responsibility to manage budgets
  • Responsibilities

    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 :

  • Proactively builds effective working relationships with internal and external stakeholders; can drive agreement / decisions from multiple stakeholders;
  • 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.


  • 6+ years of sales experience in the hospital / academic medical center / biotech industry
  • High degree of learning agility to learn / understand administration and neuromuscular diseases.
  • Must have experience working in a sales team that was a part of a multifunctional team to address patient / caregiver needs
  • Ability to deal with ambiguity and handle risk and uncertainty
  • Must be comfortable spending 50-60% of their time traveling
  • Strong analytical ability and organizational ability
  • Self-confidence, self-driven, with positive attitude
  • Excellent communication skills, competent partner at all levels
  • Drive and desire for success, result-orientated
  • Must have good command of the English language in addition to fluency in Italian
  • Fully understands the rules and codes of the local country
  • Education

  • Bachelor / Master degree in Business or Science or similar background
  • Associate

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