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Manager - Key Account Management Job Description Title: Manager - Key Account Management
Reports to: Senior director-KAM
Purpose of Job:
The Key Account Manager (KAM) will be responsible for gaining and maintaining access for the Lilly product portfolio within a respective geographic market.
They will also be responsible for working with payer customers (retail, hospital and regional) within the respective geography to address access issues that affect Lilly products throughout the product lifecycle.
The KAM is also responsible for working with sales teams in order to identify and solve issues affecting the utilization of Lilly products and maximize profitability in the key accounts.
The Key Account Manager together with the PRA (Price Reimbursement Access) team will work closely with the sales force & MLs (Medical Liaison) to ensure awareness of access issues affecting Lilly brands as well as to identify partnership opportunities.
KAM proactively leads the ongoing dialogue with hospital healthcare authorities.
The KAM must have the ability to be proficient in market and payer knowledge, business case development and contract negotiation in coordination with O2C (billing), Compliance & Legal departments.
Key Deliverables: Portfolio Access Responsible for gaining and maintaining access for Lilly products in targeted accounts, including:
Develop expertise in SPAIN and Account Management for Major Accounts.
Establish Account Plans, including SWOT and opportunity plan, for each prioritized account.
Define and implement an access plan in accordance with affiliate priorities.
Establish key relationships within targeted accounts to identify and address customer explicit needs and to understand customer decision processes.
Implement and deliver Payer Value proposition to meet / exceed customer needs.
Create awareness and agreement with KOL (Key opinion leaders) in order to gain / maintain access for Lilly products in prioritized accounts.
Contracting Strategy & Implementation Manage the negotiations at hospital level for Lilly products in coordination with O2C, Compliance & Legal departments.
Understand & negotiate business cases in coordination with O2C, Compliance & Legal departments to support contracting efforts.
Cross-functional Integration Deliver payer needs to the Payer MKT team with an active contribution to Value Payer Proposition and related tools / materials / actions.
Work with PRA team to coordinate the access account strategy and tactics in a territory.
Work with Payer Mkt team and / or Medical Department (including Health Outcomes & MLs) when needed to define the account strategy and implementation.
Drive Lilly brand appropriate utilization in validated accounts in conjunction with local sales teams.
Act as the internal expert on Regional Health Care Systems and their evolutions and communicate to Payer MKT, Sales teams in collaboration with PRA team.
Act as the channel of the voice of the payer.
Requirements: University Degree with postgraduate studies.
Excellent English (Advanced, C1 or equivalent)
Bilingual in Spanish
Desirable 2-3 years in pharmaceutical sales and / or account management / experience in pharmaceutical marketing
Negotiation and decision-making skills within contracting parameters
Availability to travel (>50%)
Additional Preferences: Excellent implementation skills
Preferred Biomedical degree
Demonstrated leadership
Proven ability to thrive in complex situations
Understanding in health economics
Confidence and willingness to take on new challenges and manage multiple projects
Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.
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