Sales and Account Management Executive in Scotland

SERB is a fast-growing specialty pharmaceutical company that equips healthcare providers worldwide with life-saving medicines for patients facing rare conditions and emergencies. For over 30 years we have consistently provided emergency medicines, medical countermeasures, and the world’s leading portfolio of antidotes. With a strong presence in the US, Europe, and the Middle East, along with a global network of trusted distribution partners, we make a broad range of essential medicines available in over 100 countries.

To achieve sales budget and business objectives by implementing strategies and tactics with specialist customers in line with commercial plans to contribute to the overall UK budget. To promote the Group’s diverse product portfolio to deliver the Key Strategic Objectives, maintain key accounts and develop partnerships with Integrated Care Boards, Medicines optimisation Teams, critical NHS Trusts, Health Boards and Healthcare Professionals (HCPs) and payors.

To identify and establish strong, sustainable relationships with key stakeholders across Primary and Secondary Care (clinical and non-clinical) and leverage customer insights to create strategies that will ensure the maintenance and growth of the Group’s portfolio in the UK and to ensure commercial objectives are met as per plan. Drive the development of commercially positive formulary, guideline and protocol inclusions for promoted brands in target accounts across both primary and secondary care incorporating trust and APC formularies where appropriate. This includes securing of reimbursement (where appropriate), permission to prescribe, as well as the subsequent implementation and business pull-through. Deliver other business-critical market access projects e.g., service redesign/shared care guidelines.

Generate clinical demand for products and promote and sell product(s) (prescribing, non-prescribing and commercial). Accountable for achievement of the territory sales target. The Regional and National Sales Plan is delivered via organic growth and increase through new channels/customer accounts. The individual will be required to travel extensively within the regions 4-5 days a week and stay away from home when required. There is a minimum expectation that 90% of time is spent in field seeing customers. There may be some overseas travel required.

As Key Account Manager, your responsibilities will include:

• Ensure tenders for the Group’s portfolio are completed and submitted at Hospital and Regional level, once authorised by the Line Manager.
• Ensure that tenders that are up for renewal are carefully evaluated for any adverse financial impact on current terms with a proposal for mitigating actions.
• To achieve commercially positive formulary listings, guidelines and protocol changes within targeted key accounts.
• Work collaboratively with the wider Market Access and Marketing teams to ensure that engagement with KOLs is timely and at the right level to provide appropriate support and advocacy of the Group’s product portfolio.
• Territory Planning & analysis
• Ensure all identified key accounts have a named contact for each product purchased (Clinical and non-clinical).
• Understand the priorities and needs for each account.
• Identify and follow up on collaborative commercial partnership opportunities with the NHS.
• Plan efficient territory coverage utilising continually updated sales and customer data to achieve or exceed sales targets.

Business (Account) Planning

• Guide the strategic intent for the maintenance of the neurological, emergency and critical care and diagnostic portfolio in the UK, based on local market access conditions, for the products identified for active promotion.
• Provide up to date market intelligence via the CRM system as agreed with the Head of Sales UK/Commercial Director.
• Organise medical/pharmaceutical events (regional seminars, speaker sessions) within agreed budgets.

Implementation of Local Plans

• Develop and submit an annual business plan (products that are identified for active promotion) and account management strategy according to sales targets and within budget.
• Work collaboratively with the wider Market Access, Marketing and Medical teams to ensure that engagement with KOLs is timely and at the right level to provide appropriate support and advocacy of the Group’s product portfolio.
• Flexibility and accountability to amend local plans based on local market dynamics and competitor/access conditions.
• Track implementation of business plan and achievement of objectives using company systems and own processes. Use these methods to identify gaps in performance and plan remedial actions.
• Record full details of all interactions and discussions with stakeholders on the CRM tool.
• A weekly update of the CRM database on calls/activities.
• Ensure SOP’s for Customer Engagement and Advocacy are followed in line with Medical Strategy and compliance with Corporate, MHRA and ABPI guidelines.
• Ensure compliance with all local laws regulating commercial activities.
• Ensure that all interactions and engagements are carried out in a professional, efficient, courteous manner and that all work is accomplished with quality and in accordance with Company values.

Educated to Degree level in Business, Pharmacy, Pharma related fields. Excellent working knowledge of all Microsoft Office applications- Excel, Outlook, PowerPoint. At least three plus years’ relevant pharmaceutical experience in primary and secondary care. Excellent written & spoken English. Must hold a Clean Driving license. Experience of working in a small to medium sized Pharmaceutical Company. Completion of relevant training modules for access to secondary care including operating theatres is desirable. Neurology, Endocrinology, ICU, Critical care/ cardiothoracic & orthopaedic specialty experience is desirable. Knowledge of local market access/payor experience is desirable. Knowledge and understanding of the working practices of SMC (Scottish Medicine Consortium), National Distribution Centre (NDC), NHS National Services Scotland (NSS). Able to deliver the highest standards of customer service by putting the customer and patient at the heart of everything you do. Takes responsibility for ensuring your own work/life balance.