Key Account Manager Sussex and Surrey

We have an exciting opportunity for a Key Account Manager to join our AIR Field Sales team, covering Sussex and Surrey. 

At Chiesi it is our people who are at the heart of what we do and achieve. A proud family business we are a Top Employer and a Great Place to Work in the UK. 

We provide an excellent benefits package, including:

• competitive salary
• sales target related bonus
• 25 days leave plus two additional paid well-being days
• group personal pension scheme with flexible contributions
• private medical insurance
• private dental insurance
• group life assurance
• employee assistance programme
• salary sacrifice and employee discount schemes
• annual high-performance incentive awards
• enhanced maternity, paternity and adoption policies
• paid carers leave
• professional development opportunities 
• flexible smart working
• two dedicated volunteering days per year 

We are committed to an inclusive recruitment process and will provide reasonable adjustments upon request.

If this sounds like the next step in your journey, we’d love to hear from you! 

This is what you will do

To act as single point of contact for the customer, working in partnership to facilitate the creation of solutions that meet the needs of our customers and Chiesi. The KAM will be required to increase company revenues through promotion of Chiesi’s AIR Portfolio, in accordance with the UK marketing plan and locally developed customer plans.

Responsible for the promotion of the Chiesi portfolio to key influencers and decision makers, across Primary and Secondary care, within allocated Local Health Economies (LHE). The KAM will facilitate market access for Chiesi’s AIR portfolio, by managing and shaping the LHE, through collaboration and partnership with key stakeholders.

Key Customers & Target Accounts:

• Medicine Management Leads, Respiratory Leads, Finance Directors, Key Opinion Leaders (Secondary Care) and other relevant decision makers
• Appropriate secondary care activity as identified by regional customer plan and priorities
• England Integrated Care Boards (ICBs)
• England Sub ICB Clusters
• Scotland, Northern Ireland, Wales Health Boards
• England Primary Care Networks (target high value PCNs and Practices)
• Celtic Nations Practice Clusters (target high value Practice Clusters)

Portfolio Priorities:

• AIR portfolio
• Commercial agreements e.g. Rebate Management for key respiratory brands
• B Corp & Sustainability – shared agendas

You will be responsible for

• Chiesi’s single point of contact for the customer, guiding them to key functions within Chiesi e.g. education, medical support, co-creation partnerships, value add opportunities.
• Chiesi’s Ambassador for Voice of the Customer (listen, learn and act by responding to customer needs and feedback).
• Developing strategic customer plans to deliver business growth.
• Identifing commercial opportunities through effective business planning and the development of financially sound business proposals.
• Developing account plans for appropriate secondary care centres, England Integrated Care Boards (ICBs), England Sub ICB Clusters, Scotland, Northern Ireland, Wales Health Boards, England Primary Care Networks (target high value PCNs and Practices) and Celtic Nations Practice Clusters (target high value Practice Clusters.
• Developing customer partnerships, enabling Chiesi to be a respiratory partner of choice.
• Identifing and developing long term partnerships with key customers, to shape the LHE – and facilitate formulary and guideline inclusion at an account level.
• Developing and managing Key Opinion Leaders (KOLs) across the LHE in both Primary and Secondary Care.
• Pioneering both digital and face to face interactions, embracing new technology and platforms by utilising customer insights
• Empathising with our customers and recognising their challenges and work to support appropriate co-created solutions. e.g. collaboration opportunities including service offerings, co-created projects and medical education.
• Supporting Chiesi’s educational meetings program through the sourcing and briefing of appropriate Key Opinion Leaders.
• Managing the process of KOL slide production and Speaker Contracts in line with Chiesi SOPs
• Delivering KPIs, including (but not limited to) Sales, NPS, Project Delivery, Customer Satisfaction.
• Adhering to the ABPI Code of Practice and Chiesi’s policies, procedures and Company Values.
• Contributing and supporting the UK Affiliate in pursuit of its B Corp credentials.

You will need to have

• Exceptional knowledge of the NHS and the NHS agenda.
• Track record of delivering consistent sales results in accordance with set targets.
• Advanced selling skills and presentation skills.
• Exceptional product and disease knowledge, with the ability to communicate high level technical information.
• Highly effective planning skills, through Key Account Management techniques.
• Business planning skills, including the ability to produce business proposals/cases as required.
• Strong empathy and interpersonal skills, with an ability to develop relationships across key customer groups and influence key NHS personnel at the highest levels in order to drive mutually beneficial agreements (e.g. co-created projects).
• Outstanding critical reasoning skills: capable of interpreting and subsequently using available data sources to enhance the effectiveness of customer planning.
• Commercial acumen with a proven track record in commercialising pharmaceutical products.
• Administration of the procurement and tendering process.
• Robust IT skills.
• Full UK driving licence (with no more than 6 penalty points for new entrants)
• ABPI examination

Key Skills and Competencies

• Recognised as a credible Customer Account Manager that is able to provide tailored customer solutions. Recognised by the customer as the respiratory partner of choice.
• High Level of Disease and Product Knowledge
• Strategic Thinking
• Acts as a role model for CSAs
• Project Management and Account Planning
• Analytical skills
• Strong decision making
• Affinity for digital media
• High levels of empathy
• Excellent In Call Quality

Location

Field based - Sussex and Surrey