Posted: 16 June
The role
To build and maintain strong professional relationships with key customers and other health care professionals by providing approved product information and programs to improve patient outcomes, meet or exceed sales and market share targets and satisfy customer needs. To work within the relevant Ipsen and Medicines Australia Ethics and Compliance rules.
Knowledge and expertise across products and the external healthcare environment
- Maintaining expert scientific knowledge in your specialty area
- Develop and maintain a deep understanding of the patient pathways from diagnosis to treatment in the hospital and/or community
- Demonstrate a deep level of understanding of the clinical data, guidelines and clinical practices to provide value to customers using Ipsen therapies
- Achieve the minimum standard for all disease state, product and competitor knowledge quizzes, and proactively identify (and rectify) gaps in knowledge and expertise
- Implementing and facilitating tailored, valuable, on‐label, in‐field clinical dialogue for key clinical personnel that optimises patient outcomes
- Conducting product and/or disease state and/or company presentations to customer groups to positively position Ipsen products
Account management expertise in planning, team‐oriented ways of working and achievement of account goals
- Establish strong cross‐functional ways of working with your account team members across market access, medical and other core team members
- Work with the account team to develop and maintain strong external strategic relationships within the account including decision makers, healthcare professionals, heads of pharmacy, policy / protocol influencers and multi‐disciplinary teams
- Identify departmental and stakeholder drivers and barriers in the account and capture key information in our customer relationship management system (Veeva)
- Develop an account plan with your cross‐functional team that is grounded in deep customer insights and an understanding of the healthcare ecosystem
- Collaboratively align on an account goal and critical success factors to deliver triple‐win solutions
- Develop a visible action plan for the account and measure and monitor execution and impact; escalates issues and risks that are preventing progress with senior stakeholders
- Track and monitor account progress against critical success factors and evolve the plan with new insights, progress and/or new stakeholders
- Foster team effectiveness and accomplishments of shared goals by proactively sharing knowledge, experience, progress and improving team ways of working
- Maintain regular and timely communication with cross‐functional colleagues to inform them of important/urgent account developments and to further the achievement of account objectives
Achieve territory sales targets objectives
- Flawlessly execute the marketing strategy, call plan and deliver key selling messages utilising approved marketing materials
- Utilise territory sales data and deep customer insights to evaluate and analyse performance and uncover opportunities for growth and risks to address (e.g., Power BI dashboards)
- Build, share and deliver on territory action plans that deliver on territory sales objectives
- Achieve target coverage and frequency goals set on target customers utilizing multiple channel options
- Adapt selling style and approach to match the sales environment and/or customer needs, such as:
- An account management approach in hospitals
- A patient‐centric sales approach
- Hybrid model of working to respond to customers communication preferences
- Utilisation of omni‐channel to expand touch point and customer engagement opportunities
- Effective management of territory resources and budget
- Undertake accurate and timely reporting of activities including call records, customer profiles, customer adoption ladders, customer insight sharing, sales and account analyses, monthly reporting and Medicines Australia requirements
Setting and delivering outcomes
- Set and achieve ambitious account level goals and objectives by identifying, informing, influencing and leveraging the appropriate internal resources
- Deliver value for Health Care Professionals using the latest and most validated selling and key account management principles
- Create an appropriate level of positive tension in your discussions with clinicians that positions Ipsen products accurately and delivers on outcomes patients are hoping for
Demonstrate a positive, proactive and engaged attitude toward
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