Oncology Health Solutions Partner Lazio

Oncology Health Solutions Partner
Roma
Lazio, Lazio

Passion for Innovation.

Compassion for Patients.

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**Purpose**:

To personally champion and embody Daiichi Sankyo Oncology Key Account Management principles and methodology and through this approach:

Consistently deliver locally agreed targets together with alliance partner company territory counterpart.

Implement Account plans with rigour and precision.

Harness all appropriate resources to create a positive local Healthcare environment.

Develop well informed Prioritised Account Plans.

Work with high effectiveness within a matrix organisation to utilise skills and inputs across the business

**Accountabilities**:

1.

Develop and implement an integrated Account plan in collaboration with the other key stakeholders within the in-field team (mainly Medical Science Liaisons and Regional Value Managers) and support of the Sales Manager to maximize brand performance:

- Develops an Account Business Plan within the Daiichi Sankyo Key Account Management framework, with an overall foundational objective to connect Oncology customer needs with Daiichi Sankyo Brand, product and Service offerings.

- Consistently delivers agreed Targets through strong and focused implementation of the Account Plans, working opposite our Alliance partner company counterpart

- Is able to effectively identify customer needs and adapt the Brand or Service Offering accordingly to support patient access and revenue growth

- Identifies, segments and prioritises target customers and target Accounts that are most important to drive business outcomes

- Effectively implements customer activities and investments in line with current legal requirements and the DS ethical standards.

- Proactively identifies new customer needs and addresses these by providing new customer solutions with a feedback loop into marketing, business excellence and in-field cross-functional teams

2.

Coordinate the deployment of resources locally within the framework of a Key Account Plan in a defined geography:

- Prioritises resources across Accounts based on Account potential - executing and re-deploying resources as required

- Works closely with all internal stakeholders, to ensure that actions and workstreams are delivered for getting the defined Key Account Plan outcomes

- Reviews the Key Account Plan with all relevant stakeholders on a regular basis

3.

Operates effectively within the Daiichi Sankyo Key Account Management process to ensure performance against Account Plan Targets:

- Demonstrates own access to all levels of customers.

- Demonstrates high impact influencing and negotiation skills in all customer environments to deliver business outcomes.

- Strictly collaborate with the Regional Value Manager to the fulfillment of the requirements of all relevant local formularies and treatment protocols.

- Maintains an accurate profile and record of all key stakeholders, leaders, decision-makers, networks and influencers within each Account, using the CRM and other relevant systems.

- Develops internal business cases for potential Account level projects and once implemented, tracks performance and project manages them versus the plan.

- Proactively seeks to understand competitor activities, strategies and programmes and ensure that this competitive intelligence is shared broadly within the organisation.

- Effectively shares best practice across the national team and takes action to replicate relevant best practice shared by other team members.

- Documents all customer interactions within the CRM system to facilitate the wider KAM process throughout the organization.

4.

Effectively engage with relevant customers and organisations to achieve mutually beneficial outcomes:

- Positions and promotes Daiichi Sankyo brands in line with the brand plans and makes full and effective use of customer engagement tools.

Develops strong relationships with identified target customers on the basis of quality, trust and added value in the form of personal expertise and the ability to help customers solve problems and achieve their objectives.

- Uses an omnichannel approach, engaging with customers assigned to them as primary point of contact through different channels, including in-person and remote interactions

- Identifies and implements projects involving Daiichi Sankyo promoted brands that help to improve patient outcomes.

- Develops and mobilizes Key Opinion Leaders for Daiichi Sankyo brands in line with Key Account Plans.

- Effectively negotiates with customers and Accounts to secure the best value for Daiichi Sankyo.

- Collaborates with regional value mangers to ensure DS brands are appropriately and promptly included in relevant local formularies, policies or treatment protocols.

5.

Ensures that personal expertise regarding market, competitor and healthcare environments is maintained to enable effective decision-making, customer engagement and optimal performance against local Targets:

- Takes personal ownership for maintaining an expert understanding of all relevant clinica