Account Manager South England in Portsmouth

The Key Account Manager will become the “owner” and key point of contact for a selected group of existing and potential accounts.

Key responsibilities include:

• Identifying, segmenting & mapping key accounts and stakeholders
• Developing & implementing account plans
• Developing & delivering budgets (for each account & territory)
• Engaging with / managing key decision makers in each account & region
• Developing & executing commercial deals with accounts
• Maximising access to Curium products

The role is field/office based and requires extensive travel (largely dependent on the size of the territory).

Essential Functions:

• Identify, Segment & Map Key Accounts and Stakeholders: Define matrix of key decision making customers in key accounts and potential new key accounts in assigned territory.
• Develop & Implement Account Plans: Identify business opportunities and collaborate with sales management to accelerate and execute on these opportunities. Develop and drive appropriate portfolio management strategy in collaboration with the National Sales Manager. Provide regular input for internal Account Management tools and processes, Leadership and Management reviews.
• Develop & Deliver Budgets (for each account & territory): Provide regular input into budgeting / forecasting processes. Achieve quarterly and annual sales targets.
• Engage with / Manage Key Decision Makers (in each account & region): Be the single point of contact with customers, coordinating with a network of Curium sales and functional expertise to provide full account management support when needed. Customers will include all key economic & clinical decision makers (Commissioners, Clinicians, Department Heads, Finance, General Managers, GPOs, Hospital Networks, Payers, Pharmacies, Procurement / Purchasing etc.). Customer engagement can be face-to-face, phone or virtual. Curium functional experts include customer services, market access, marketing & procurement. Be the link between the Product /Marketing Manager and the customers in terms of product training, evidence based selling processes, product launches, RA/QA issues, market analysis, market research, complaint handling and monitoring competitive activity. Identify and develop Key Opinion Leader support and represent Curium at scientific conference and networking events to reinforce Curium presence and brand on the market.
• Develop and Execute Commercial Deals with Accounts: Promote Curium products’ unique value & positioning and coordinate the implementation of related commercial initiatives (Training, Contract Management, Pricing negotiations, trouble shooting, relationship management). Gain market share, optimise pricing strategy, and build long-term contractual agreements and relationships with Key Accounts and GPOs. Manage and negotiate contracts & tenders, including pricing schedules & discount rates in coordination with National Sales Manager & Sales Operations Manager. Implement innovative pricing strategies & propose new ones to National Sales Manager. Work in collaboration with the Product /Marketing Manager to execute marketing strategies in specific accounts. Develop account-specific value propositions. Understand NM-specific local health economic incentives / metrics.
• Maximise access to Curium Products: Understand & influence commissioning trends, guidance & pathways. Develop & deliver efficiency tools for commissioners / payers (e.g. service redesign, data analytics, joint working). (Re)design pathways and services. Share regional / local commissioning, guidance & pathway trends with Sales Manager & other KAMs.
• Identify Tenders & Escalate to the Sales Ops Team: Resolve Issues with Accounts Directly or Escalate to Customer Service team.
• Other: Work in close collaboration with the National Sales Manager to lead specific projects and initiatives at the national/regional level. Act as a strong team player and contributor to share best practices, market insights, and reinforce Key Account Management expertise within the Curium Sales Team.

Requirements:

• Education: Preferably, Life Sciences-related (medical, scientific, pharmacy) degree. Additional, Business Administration degree a strong plus.
• Experience: Minimum years successful Field Sales Experience in the Pharmaceutical/Health Care industry; prior Key Account Management experience a strong plus. Thorough understanding of national / local health care systems. Proven negotiation experience in a multi stakeholder environment.
• Requirement for minimum of 2 days office based at Portsmouth office supporting CS and Sales Operations team and other commercial responsibilities. Responsibility for Account Manager budget forecasting, and supporting the office team with process improvement.
• Preferred Skills/Qualifications: Proficiency in English required & strong communication skills. Intermediate level excel skills mandatory, including PivotTables, lookups, and data analysis and the ability to analyse and present data using intermediate Excel functions and charts. Good working knowledge of Outlook, Word and PowerPoint. Valid driving license. Negotiation skills.
• Behavioral Competencies:

• Engaged: Highly committed to customers’ satisfaction and long-term relationship development. Aware of Curium’s strategy & culture and able to enthuse customers about its products and solutions.
• Competitive: Entrepreneurial, proactive & independent – takes full responsibility for running & growing the business in own territory.
• Collaborative: Strong team player with high standards of integrity. Able to flourish in a rapidly changing, demanding & highly matrixed business environment.
• High performing: Strategic, clear thinker with strong commercial acumen and robust logic / analytical capabilities. Result-focused, able to set priorities and manage projects / initiatives in a timely fashion.
• Trustworthy: Strong communicator, charismatic, enthusiastic with positive thinking and a “can do” attitude.