Key Account Manager Nord Est Lazio

Key Account Manager Nord Est
Roma
Lazio, Lazio

1. Primary Objective of Position

Assigned to a selection of named Regions/Accounts, the Key Account Manager is responsible for managing relationship with local payers preventing and overcoming potential hurdles and bottlenecks at patient level from FSL prescription to product distribution and retention.

He/She will facilitate the creation of a connection among pharmacists, other local payers, HCPs and all relevant stakeholders to influence FSL patient pathway, local purchasing, budget management and distribution process. He/She maintains and expands relationships with strategically important customers.

**2. Major Accountabilities

Main tasks include:

- Be the point of contact and 'face' of ADC to local payers.

- Be responsible for Key account plans development and implementation aimed at maximising patient access and utilization of ADC products.

- Cultivate, seek, maintain and build relationships with the multiple stakeholders of identified accounts staff (Local payers, Local purchasers, Hospital/Territorial pharmacists, HCPs, Nurses) as appropriate to ensure customer intimacy, account management and operational effectiveness.

- Create and seek opportunities to gain endorsement for ADC products by relevant local stakeholders

- Drive and grow the ADC business, anticipating and overcoming barriers to product usage at local level, to allow delivering of Sales and Market Share targets in the selected Regions.

- Be familiar with the key stakeholder needs within diabetes and the healthcare environment. Anticipate changes to key account landscape and assess impact to ADC business. Provide insights on local environment for the implementation of strategic projects on FSL ecosystem (i. e. e-prescription, home delivery)

- Develop intimacy and adopt transparent relationships with stakeholders in key accounts through effective networking at all levels in order to gain preference for Abbott Diabetes Care brands.

- Ensures that all activities are performed in compliance with quality system requirements.

- Co-operate with Regional Access Managers to anticipate and monitor contracting and tendering opportunities and risk within care groups to position the ADC portfolio and sustain profitability.

**3. Education

B. A. or B. S. Degree in Medicine, Economics or Science.

Master's degree in Medicine, Business Administration, Public Health, Health Economics or Health Policy.

**4. Background and main competencies

Proven experience of interacting and building relationships directly with healthcare stakeholders/decision makers.

Knowledge of the healthcare landscape, including regional and local payers, and healthcare funding flows.

Knowledge of decision-making processes and who are the key payer stakeholders/influencers.

Ability to translate the strategies into actionable and realistic engagement plans, in alignment with brand strategies.

Ability to collect and share insights with ADC organization to "localize" value propositions addressing customer needs.

A proven ability to interact and influence customers at all levels to deliver a successful commercial outcome.

Excellent communications skills with the ability to deliver clear concise messages.

Ability to be autonomous and self-motivated.

Excellent organizational skills.

Keen awareness and adherence to timelines.

**5. Impact of position

In the current environment, patient effective access to treatment is strongly influenced by local health policies, budget management, purchase and distribution.

Failure to recognize hurdles and opportunities may result in significant loss of revenue for new and existing products.

Additionally, noncompliance with government policies and interpretations within the corporation may lead to lawsuits by individuals and payers.

The position owns local access, purchasing and distribution work streams within the affiliate, 'which has a critical impact on the revenue base and profitability of ADC within a market.

his position is embedded in the Italian Sales Team.