Key Account Manager Vaccines – South East & National Accounts

Key Account Management

South East (Excluding London)


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Reference: R-047396

* This Vacancy Has Now Expired *

Seqirus is the new global company created from the combined strength and expertise of bioCSL and the influenza vaccines business formerly owned by Novartis. In July 2015, bioCSL and the influenza vaccines of Novartis joined forces to create what is now the second largest influenza vaccine company in the world. With extensive research and production expertise and manufacturing plants in the US, UK, Germany and Australia, Seqirus is a transcontinental partner in pandemic preparedness and a major contributor to the prevention and control of influenza globally.

We are currently looking for:

Key Account Manager Vaccines – South East & National Accounts
The purpose of this position is to drive sales, recommendation and market access within vaccines therapy area through successful interactions with clinicians, payers and other healthcare professionals across Primary and Secondary care. You will achieve targeted sales and profit with assigned customers. As Key Account Manager, you will be responsible for maximising growth of Seqirus products by building long term business partnerships with key customers across all channels, collaborating closely with cross-functional colleagues to build effective relationships with Key Opinion Leaders.

You will:
1. Drive sales and recommendation of Seqirus products

- Develop and implement local account plans, working across targeted Clinical Commissioning Groups (CCG) and other key decision making units across the NHS and Public Health.
- Be responsible for implementing agreed actions in local account plan to maximise advocacy and patient access to Seqirus products.
- Identify Key Decision Makers and influencers within CCGs, Primary Care and Public Health within designated territory.
- Capitalise on opportunities by influencing key stakeholders to consider Seqirus products as a priority, influencing the allocation of funding, shaping the market and creating an optimum selling environment for the primary care team.
- Understand both the National and local NHS environment and their impact (e.g. patient and financial flows) on each other and local prescribing.
- Support overall team with the understanding of market access needs and ensure budget is managed and used appropriately.

2. Achieve targeted sales and profit within assigned customers
- Grow sales in designated key accounts including National Retailers / Pharmacy and Wholesale accounts.
- Drive sales in assigned customers within NHS channel including GPs, Hospitals and Buying groups.
- Understand background to these accounts and identify opportunities for further development and growth within these accounts.
- Develop relationships with all key stakeholders within each account; specifically understand their objectives, priorities and key motivations.
- Gain insight of the business strategy and objectives of each account and develop win-win strategies aligned to Seqirus business strategy and objectives.
- Build a customised, compelling value proposition for each account in line with agreed sales objectives.
- Lead in the negotiations with designated customers and strive for protecting maximum achievable price.
- Support the (National Sales Manager) NSM and the marketing team to achieve flawless execution of agreed activities.

3. Build long term partnerships with designated Key customers
- Build long terms effective business relationships with key stakeholders within CCGs, NHS Area Teams, LMCs and other local NHS authorities as required.
- Develop relationships with all key stakeholders within each key account.
- Identify and develop relationship with Key Opinion Leaders within Primary Care / Secondary Care.
- Enable Seqirus to be the preferred partner through strong customer relationships as well as deliver professional and innovative solutions.
- Actively participate at conferences, congresses and meetings building relationships with key customers and stakeholders.
- Work closely with cross-functional teams to support optimisation of services (including In-Pharmacy Programme), support innovation and if applicable, support launches of new products.
- In season support to customers to ensure maximisation of their uptake.

4. Sales Objectives
- Meet or exceed sales target (individual and team objectives).
- Meet or exceed influenza vaccines’ uptake objectives.
- Maximise price per vaccine.
- Actively implement account plans, review and make updates as required.
- Build a customised, compelling value proposition for each account in line with sales objectives.
- By gaining customer insights, identify further business or growth opportunities.

5. Other Activities
- To help plan and implement the sales strategy.
- Maintain customer CRM records, meeting notes and submit monthly meeting reports.
- Ensure required fully authorised contracts and sales agreements are in place and kept up to date where applicable.
- Support pull through of plans with other sales/marketing resource.
- Provide specific project support as required.
- Ensure all activities comply with company promotional policies relevant acts, Legal demands and ethical standards.

Candidate Requirements:
You must be able to demonstrate;
• At least one of: a science background; a degree in a science discipline; a recognised nursing qualification e.g. RCN, SRN, RGN etc.; A-level qualification in scientific subjects.
• Previous experience in a similar account management or sales role, preferably in the pharmaceutical Industry.
• Comprehensive understanding of UK pharmaceutical industry and the NHS and knowledge of the vaccines market.
• Sound understanding of business planning and account management skills.
• ABPI passed.

Other Requirements:
• Business partnering and influencing.
• Develop long term relationship high value interactions with customers with proven results.
• Selling and negotiation capability.
• Business/Commercial Acumen.
• Action oriented and results focused.
• Excellent Numerical and analytical skills, presentation skills.
• Strategic thinking and forward planning.
• Excellent Written & verbal Communication.
• Ability to record, analyse and report on data according to requirements.
• ‘Can do’ willing and flexible attitude – versatility, tenacity.
• Compliance with SQ SOPs and industry code of practice.
• Microsoft Office, including strong Word, Excel and PowerPoint skills.
This is a field-based position - in order to fulfil this role you will need to hold a valid UK driving licence and you may be required to travel and be away overnight.

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