The Clinical Account Specialist is responsible for maximising sales growth of the products allocated by Alimera within a defined geographical territory, consistent with company strategy and objectives.
The role is accountable for territory performance, the development and delivery of hospital account plans, and the building of influential relationships with key customers in highly specialised therapy areas within secondary care. It also requires close cross-functional working with territory colleagues from Market Access, Medical and Marketing to plan and deliver within those accounts.
The role is field-based and promotional, and must operate at all times within the ABPI Code of Practice, using only certified, on-label promotional materials.
Scope
The scope of this field-based role covers the Alimera Sciences Limited organisation and operations within the UK, as defined within Alimera Sciences Limited.
Alimera operates in an entrepreneurial environment, requiring a high degree of flexibility as roles evolve in line with business growth and changing organisational needs.
Responsibilities
Territory & Account Management
- Take accountability for managing and developing sales growth of the allocated products within a defined geographical territory, delivering revenue and KPI objectives in line with company strategy.
- Identify and prioritise target customers within the territory, and maintain and analyse accurate, up to date customer records.
- Understand the patient pathway within each key account and identify target pools of patients suitable for the allocated products, working with clinical teams to support appropriate patient identification.
- Produce hospital account plans for key accounts and deliver the agreed tactics.
- Assume responsibility for key customers in highly specialised therapy areas within secondary care.
- Achieve the agreed targets for the volume and frequency of customer contact, as set by the line manager.
- Carry out pre-call planning and preparation, conduct effective sales interviews, and apply a self-analytical approach to identify learning from each call.
- Organise and deliver group events, including peer to peer meetings, in line with the ABPI Code of Practice and all relevant legislation.
- Maintain up to date sales and technical knowledge of the speciality, the disease areas and relevant publications.
Cross-Functional Working & Planning
- Work closely with territory colleagues from Market Access, Medical and Marketing to plan and deliver aligned activity within key accounts.
- Agree shared account objectives with colleagues from other functions, and be able to evidence what that joint planning delivered.
- Contribute territory and account insight to the annual business planning cycle, including brand planning and territory objective setting.
- Maintain hospital account plans as living documents, reviewing and updating them as accounts, patient pathways and the market change.
Market Insight & Reporting
- Use the CRM system effectively to record daily calls, meetings and customer information, and to produce accurate and timely reports.
- Keep the line manager informed of changes in competitor activity and other developments in the market.
- Participate in designated company and customer project meetings as required.
Compliance, Training & Team Contribution
- Project a professional impression of the company and act at all times in accordance with the ABPI Code of Practice and all relevant company policies.
- Report any identified adverse events in line with the prevailing process and guidelines.
- Complete all required training within the required timeframes, including the sales programme relevant to the country or project.
- Share experience, ideas and techniques to support the sales training of colleagues, and contribute actively to new starter training programmes.
- Undertake other duties as reasonably required, in line with the needs of the business.
Professional Qualifications / Experience
- Bachelor’s degree in Life Sciences or a related field, or equivalent experience.
- At least 4 years’ varied experience across a range of customer types and therapy areas, or an equivalent combination of education, training and experience. Ophthalmology and/or diabetes experience an advantage.
- Good understanding of the pharmaceutical market and related procedures.
- Experience promoting high-cost medicines with NICE or SMC technology appraisals in specialised therapy areas.
- Must hold, or obtain within the timeframes set out in the ABPI Code, the appropriate ABPI qualification.
- Existing relationships with key consultants in the geographical territory desirable.
- Engagement and experience with market access and NHS strategic implementation highly desirable, particularly demonstrable success with project implementation.
- Full UK Driving Licence.
- Customer Focus & Account Management – Uses a proactive and responsive approach to understand customer needs and build influential relationships with key stakeholders, translating account insight into territory plans that deliver.
- Influencing & Negotiation – Ability to work effectively with senior decision-makers and opinion leaders in the relevant market, with the credibility to open, hold and progress a commercial discussion.
- Communication & Presentation Skills – Strong interpersonal skills coupled with clear verbal and written communication, and the ability to deliver impactful face to face presentations to customers.
- Commercial & Analytical Skills – Able to interpret territory sales data, target lists and market information in order to prioritise effort and shape account plans.
- Cross-Functional Collaboration & Planning – Able to plan and work effectively with territory colleagues from Market Access, Medical and Marketing, aligning objectives within an account and demonstrating what that joint planning delivered.
- Networking & Team Working – Ability to establish and maintain effective working relationships with colleagues, managers and customers, supported by a network across the relevant therapeutic area.
- Drive & Self-Management – Self-motivated and self-reliant, with evident results orientation and the drive to see things through to completion – a real positive ‘can-do’ approach. Able to work unsupervised, and knows when to ask for support.
- Planning & Organisation – Strong organisational skills, with the ability to plan and prioritise time and workload effectively across a geographical territory.
- Compliance & Integrity – Fully conversant with the ABPI Code of Practice and its application from a sales perspective, with the judgement to operate confidently within a highly regulated environment.
- Familiarity with MS Office (Outlook, Teams, Word, PowerPoint, Excel).
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