Key Account Manager

About the Role
The Key Account Manager for Rhinology will drive performance for the Dupixent Chronic Rhinosinusitis with Nasal Polyps indication. This role is critical in building and maintaining strong business partnerships with key stakeholders and ensuring product accessibility in key accounts. Success in this position requires maximizing sales in line with the company's strategies, local regulations, and compliance rules while proactively managing risks to the business.

Key Responsibilities
Pre-launch Responsibilities:

• Identify customers, map accounts, and outline patient journeys, educating stakeholders on asthma and its impacts.
• Conduct ongoing customer targeting and profiling to maximize sales potential.
• Seek listing opportunities for Dupixent at the area level.
• Collaborate with medico-marketing teams to create tactical plans for enhancing product penetration and availability.
• Ensure marketing plans align with local business strategies and budgets.
• Initiate and maintain relationships with key opinion leaders to increase market presence.

Post-launch Responsibilities:

• Oversee sales promotions targeted at doctors to meet sales targets.
• Provide quality medical information about Dupixent to healthcare professionals in accordance with ethics and regulations.
• Develop and execute weekly/monthly visit plans in alignment with the company's internal procedures.
• Perform regular visits to monitor product availability and movement.
• Maintain updated knowledge of products and competitors to foster professional relationships.
• Gather market intelligence to inform the company's operations and develop action plans.
• Implement marketing tactics and sales techniques to achieve objectives, continuously seeking to improve selling skills.
• Update required doctor card information and participate in projects as needed.
• Analyze Dupixent's performance, identifying growth opportunities and strategizing solutions for potential challenges.
• Establish strategic partnerships with stakeholders at local accounts, including healthcare professionals and tender parties.
• Conduct business actions following ethical guidelines and company policies.
• Attend symposiums, congresses, and meetings to enhance product visibility and effectiveness.
• Collaborate with the sales force to gather insights on product strategy.
• Analyze the competitive landscape to prepare marketing counterplans and reports for management.

Compliance Responsibilities:

• Follow the internal Code of Ethics, maintaining professional conduct aligned with the company's reputation and standards.
• Utilize training and tools provided by the company to uphold knowledge of ethics and governance relevant to the role.

Environmental and Safety Leadership:

• Ensure personal and colleagues’ safety by following company rules and reporting any incidents.
• Participate in safety documentation and escalate uncertainties to supervisors or managers.

Key Working Relationships
Internal Collaboration:

• Marketing Lead
• Medical Team
• Market Access Team
• Country KAM Teams
• Tender Management Team
• Regulatory Team
• Supply Chain Team
• Occasional contact with Country Operations

External Collaboration:

• Engaging with purchasers, tender panels, hospitals, and store managers as needed.

Skills, Experience & Knowledge Requirements

• Bachelor's degree in Pharmacy or Medicine; Business Education is a plus.
• Minimum of 5 years’ experience in the pharmaceutical sales industry.
• At least 2 years’ experience working with Abu Dhabi ENT doctors is a plus.
• Expertise in Key Account Management and understanding of access and new product inclusion processes.
• Basic marketing knowledge with strong analytical, project management, communication, and negotiation skills.
• Proven stakeholder management capabilities, strategic thinking, scientific acumen, and teamwork orientation.

Competency Requirements

• Act for Change: Moderate
• Cooperate Transversally: High
• Develop People Self/Other: Moderate

At the company, we believe in equal opportunities for all employees and recognize the value of diversity in our work environment. Together, we strive for better medications, outcomes, and science, united by our commitment to making miracles happen.