Head of sick-funds and hospital access

Purpose:

• Develop local account access solutions and account strategies to grow the sales and the access of promoted products Managing the assigned region and Hospitals to deliver the sales targets and objectives set by the Director.
• Achieving sales goals by implementing the marketing strategy and promotional campaigns through the KAMs. Educating, coaching managing, and developing the KAMs team.
• Support NHB submissions
• Negotiation of annual contracts with all payers
  
  

• Managing commercial relationship with sick funds and hospitals.
• Negotiate commercial agreements, manage tenders, and provide price proposals.
• Handel internal process to approve commercial agreements
• Representing the company in daily tasks with all payers.
• Develop and manage detailed customer profiling and adjust strategies according to highest customer service level standards.
• Implement marketing strategies and promotional campaigns with adaptation to payers and implement cooperation projects with the payers to promote commercial goals
• Develop the KAM team influence skills and product knowledge. Take responsibility for self-and team education and having up-to-date product and competitors’ knowledge.
• Responsible for administration procedures (daily / weekly report, expense report) of the team.
• Achieve agreed activity goals.
• Participate on trainings, employee meetings and on other work-related events.
• Independence in managing customers and key decision makers.
• Develop short- and long-term account strategies.
• Participate actively in preparation of countrywide campaigns.
• Collect Data and competitive information from the field.
• Responsible for the compliance of the KAM team with company policies and procedures to meet statutory, regulatory, quality and business requirements within the overall strategy and objectives of AbbVie Biopharmaceuticals Ltd.
• Develop and implement payers’ business strategies to grow the sales for promoted products in cross country level.
• Develop and implement appropriate regional business strategies in conjunction with the marketing strategic.
• Ensure the achievement of call rates, field days, frequency and targeting of direct reports, analyze data, inform higher management about any issues and make corrective actions if necessary.
• Continually review and monitor KAM allocation, proposing and implementing changes, as appropriate, to maximize product growth.
• Ensure communication take place within the team to maximize synergies with cross company teams. Collect feedback about market condition changes, competitor activities, etc. from direct reports and forward this information to higher management regularly. Ensure top down communication about results, marketing campaigns and any other information KAMs need to fulfil the requirements.
• Perform appropriate number of double visits, coaching with the KAMs based on predefined requirements.
• Maintain close personal contact with selected MA stakeholders.
• Continuously seek opportunities for professional leadership development.
• Permanent member at various Brand teams / in-felid teams.
• Support process of product approval within the sick funds
• Support value propositions for the reimbursement of products in the NHB as needed.
• Responsible for Innovation implantation in the sick funds and screening projects
• Academic degree in Life science or Business Management
• At least 3 years’ experience in a senior sales and marketing role, preferably as KAM or, in the pharmaceutical industry
• Strong relations with decision makers and KOL’s in the pharma sector - Advantage
• Good business acumen and analytical skills
• Project management skills
• Excellent written, verbal and interpersonal communication skills
• “Team player” spirit and a "people person"
• Strong negotiation skills
• Flexibility and creativity can find new solutions for challenges.
• Highly educated, strong scientific knowledge.
• Inner motivation, who can "run fast for long distance".