Reporting to the Iberian General Manager, his main objective will be to develop and implement an integrated National Accounts plan with other key stakeholders and the support of Marketing to maximize brand performance within the region. Develops an Account Business Plan within a Key Account Management framework, with an overall foundational objective to connect customer needs with Parapharm brand and service offering.
Reviews and updates this plan on a quarterly basis.Able to effectively identify customer needs and adapt the Brand or Service Offering accordingly to gain Market access in all Spain.Identifies, segments, and prioritizes target customers (KOL's and Payers etc.)
and target accounts in the whole territory (Spain) that are most important to drive business outcomes.Effectively implement customer investment including promotional budget in line with the local country code of practice.
Maintains an accurate track of spend (planned, committed, and actual) at all times and remains within agreed budgets.Proactively identifies emerging new customer needs and leverages these to provide new customer solutions.Consistently delivers monthly and annual National demand sales and profit targets in line with agreed objectives.Works closely with all internal stakeholders and assigns responsibility for actions and work-streams to deliver the Key Account Plan outcomes as defined.Reviews the Key Account Plan with all relevant stakeholders on a regular basis and ensures that all actions and work-streams are completed as agreed.Operates effectively within a Key Account Management process to ensure delivery of Performance against Account Plan: Has a clear understanding and record of all current relevant formularies, treatment protocols across the Territory and the process and decision-makers involved in their formulation or amendment.Maintains an accurate picture, profile and records of all key stakeholders, leaders, decision-makers and influencers within each account on their Territory.Proactively seeks to understand competitor activities, strategies and programmes and ensures that this competitive intelligence is shared broadly within the organisation.Effectively engages with relevant customers and organisations to achieve mutually beneficial outcomes: Develops strong relationships with identified target customers on the basis of trust and perceived added value to the customer in the form of personal expertise and the ability to help customers to solve problems and achieve their objectives.Effectively negotiates with customers and accounts to secure the best value for money for Parapharm (including meeting costs and honorarium).Clearly identifies key Formulary decision makers and is able to positively influence relevant formularies, policies or treatment protocols.Demonstrates advanced selling and negotiation skills in all customer environments (Hospitals, and Consortia) to deliver business outcomes.Ensures that personal expertise in terms of market, competitors and healthcare environments are maintained to enable effective decision-making, customer engagement and optimal performance across the Territory: Takes personal ownership for maintaining an expert understanding of all relevant clinical information for Parapharm, competitors and therapeutic areas.Maintains a thorough understanding of all Company processes and SOPs and remains compliant at all times.Proactively seeks to understand competitor activities, strategies and programmes and ensures that this competitive intelligence is shared broadly within the organisation.Makes full use of all Company information systems and business tools to aid account planning and informed customer engagement.Works in close collaboration with all departments and key stakeholders through the KAM wheel model to optimise performance at a Territory level: Coordinates the involvement of other Company functions or individuals (e.g.
Medical, Finance, Marketing etc.)
in customer-facing activities in line with a matrix way of working.Qualifications: Bachelor DegreeExperience: 2 to 5 years of professional experience in pharmaceutical sales (Specialists), preferentially in Cystic FibrosisLanguage: Spanish mother tongue and good command of English, both oral and written communicationsOthers: Proven Project Management SkillsWillingness and ability to travel to attend congresses (national and international)Advanced communication and presentation skillsAnalyticalAbility to influence and persuade both internal and external stakeholdersFlexible team member with a positive and proactive attitudeVery good internal and external communicator
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