JOB OVERVIEW

Acts as Key Account Manager for Friedreich Ataxia (Sales and Hospital Market Access), being responsible for market development for FA by creating territory, account and customer strategies to achieve area sales, market share and profit targets for their territory. To achieve this, the KAM needs to maintain effective relationships with physicians, treatment clinics and Hospital Payors to properly educate on FA and help remove barriers to facilitate healthcare provider decisions. As this is a new business area for Biogen, the KAM will also be responsible for the correct sizing of the business in their territory, measuring potential number of patients  and support the healthcare system in the referral to treatment centers. The FA is accountable for the success of FA in the assigned accounts by working in partnership with marketing, logistics support, 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.

PRINCIPAL ACCOUNTABILITIES

• Preliminary work to map business opportunities through sizing the number of FA patients in their territory, know the treating centers and pathology referral centers, as well as KME in FA.
• Identifying the patient/doctor/payer landscape, learning about rare diseases and specifically FA treatment decisions. Understanding the regulatory and compliance requirements and ensuring the right guardrails in place.
• Develops and executes an effective business plan for maximizing territory sales ensuring that stakeholder needs are being met. Cross functionally with regional market access and field medical. 
• Pre-launch drive awareness of Standards of Care and Biogen commitment in rare disease.
• Builds own individual account plans and lead cross functional creation of strategic account/regional plans on how to approach customers, achieve goals and maintain relationships to maximize use.
• Working across a large cross-functional team to develop FA 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.
• Build 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 for utilization.
• Building up, strengthening and ensuring a long-term customer relationship with the accounts’ key stakeholders responsible for FA care delivery and funding of treatment, ensuring favorable environment via regular dialog with key stakeholders.
• Partner with and pull resources from local FA Team to support territory activities and to provide the accounts with expert support as needed.

MINIMUM REQUIREMENTS

BASED IN MADRID OR NORTH SPAIN.

Must be comfortable spending 80% of their time traveling

• Relevant university degree. Master’s degree in biotech, commercial or sales strongly preferred.
• A minimum of 4 years in a similar function in the pharmaceutical industry, including experience in the Spanish specific commercial and access environment
• Track record of successful commercial activities for biopharmaceutical products in Spain.
• Good understanding and experience of several of the commercial functions; marketing strategy, sales effectiveness, hospital payers, work with thought leaders, innovative commercial approaches. Deep understanding and track record of commercial and access success and stakeholder management, and a good understanding of commercial and access strategies and tools needed locally.
• Must have experience working in a sales and/or access team that was a part of a multifunctional team to address patient/caregiver needs, ideally in leading cross functional field team.
• Preferred experience in rare diseases.
• High degree of learning agility to learn/understand administration and neuromuscular diseases preferred.
• Strong drive for results.
• Precise and accurate working style.
• Strong Influence/persuasion/negotiation skills.
• Excellent analytical skills.
• Cross functional leadership ability and a strong collaborator and ability to create stakeholder trust at different levels in the Health Care system.

 

Job Level: Management