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Account Manager Vlaanderen

The Account Manager is responsible for the sales performance of our immunotherapy tablet portfolio in an assigned territory of BE. The Account Manager calls on HCP’s (mainly SPEC) and other relevant stakeholders within the allergy field to provide on-label pharmaceutical information in order to support the HCP’s allergy journey. The Account Manager implements the ALK business strategy within the region and in accordance with the national business plan. Maximizes territory sales performance, by implementing the Territory Action Plan (TAP) and local visit plan. Builds relationships with physicians, prescribers (incl. KOL’s), stakeholders and local allergy DMU’s/networks within the allergy field to optimize the awareness, acceptance and use of ALK’s immunotherapy tablets. Ensures accessibility at local stakeholders within allergy DMU’s/networks. Supports and initiates collaborative projects to implement local allergy treatment protocols and guidelines. Implements ALK allergy projects with local customers and within local DMU’s/networks.

Complies with applicable laws in providing physicians with pharmaceutical samples and literature. Provides expertise and customer service to accounts, physicians, stakeholders and other medical/therapeutic clients within the allergy business. May gather data on market trends, competitive products and pricing to capitalize on selling opportunities. Works in close collaboration with National Account Manager, Field Sales Manager, Marketing and Medical.

The role:
This challenging role has plenty of variety, so you will need to be able to manage multiple customers, accounts and projects simultaneously and effectively. The core purpose of the role is to implement the ALK strategy and to maximize territory tablet sales, with current and potential physicians, prescribers, stakeholders and DMU’s/networks.

Formal education or academic degree
•University degree in a scientific or related field, and/or Business degree (M. Sc. level preferred) in a related field, and/or equivalent related experience
•Preferably sales representative experience within the healthcare field
•Driving license B

Responsibilities
Pursue growth – Maximize sales opportunities of ALK immunotherapy tablets within the assigned territory by:
1.Implementation, monitoring and adjustment of the visit call plan
•Excellent execution of the product key messages within the sales call, based upon a high level of knowledge, structure and interaction – build bridges
•Excellent execution of the sales action planning KPI’s: coverage & frequency, # field days, # visits, contact rate, # appointments, % visits from appointment, # educational meetings

2.Development, execution, monitoring and adjustment of the Territory Action Plan (TAP), thereby contributing to the national business plan objectives
•Based upon frequent sales, activity and environmental analysis of own territory
•With concrete objectives, priorities, activities and deadlines (SMART)
•With inclusion of territory budget responsibility

3.Explore, build, develop and maintain relationships with physicians, prescribers, stakeholders and DMU’s/networks within the territory allergy field
•Through face-to-face visits and organizing educational group meetings
•With inclusion of the latest scientific and guidelines insights within the allergy field
•In collaboration with the Sales, Marketing and Medical Department

4.Successfully implement ALK support projects and programs within the assigned territory
•In collaboration with relevant internal stakeholders within Sales, Medical and Marketing – build bridges
•In collaboration with local allergy DMU’s, networks and organizations, thereby achieving their goals and optimizing their allergy patient care – build bridges

5.Supports and initiates collaborative projects to implement local allergy treatment protocols and guidelines
•Together with local allergy DMU’s/networks (GP practice, FTO, care group, hospital)
•Support the Key Account Manager in achieving Key Account Plan objectives

6.Sales Compliance
•Responsible for being up to date with national pharma code of conduct regulations
•Secure that all sales activities are implemented in accordance with applicable national rules & regulations

Targeted customers and customer groups:
•ENT doctors, allergologists, paediatricians, pulmonologists, dermatologists, general practitioners (GP’s), specialized nurses, physician assistants, pharmacists
•Relevant stakeholders within local DMU’s/networks (for example asthma care groups, FTO groups, private clinics)
•Explore stakeholders within current and new local allergy DMU’s networks

Skills/Personality
•Strong communication and presentation skills:
oAiding implementation of the national marketing and product strategy
oDriving local physicians, prescribers and stakeholders in favour of ALK immunotherapy
•Commercial and result driven: realising, monitoring and adjusting own activities in order to pursue growth
•Being a trustworthy and reliable partner for internal and external stakeholders
•Taking responsibility and ownership of business within the territory
•Entrepreneurship and leadership
•External healthcare awareness and translate them to local customer needs in order to drive sales
•Networking capabilities: building bridges with internal and external stakeholders
•Discipline and motivation to comply with rules and regulations
•Business acumen and a "think patients first" mentality
•Ability to stay focused when working with multiple customers and accounts simultaneously
•IT experience including user-experience with the Microsoft Office programmes is a prerequisite
•Good collaboration skills enabling establishment of team spirit and results


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