Job Title:

Regional Account Manager – Scotland, NI, NE

Department/Location:

Field-Based

Reports to:

Commercial Director   

Working Week

Five Day Week (Monday to Friday)

Locations

Scotland, NI, NE

Summary of Position:

To achieve sales budget and business objectives by implementing strategies and tactics with specialist customers in line with commercial plans to contribute to the overall UK budget.

To promote the Group’s diverse product portfolio to deliver the Key Strategic Objectives, maintain key accounts and develop partnerships with CCGs, Medicines optimisation Teams, critical NHS Trusts, Health Boards and Healthcare Professionals (HCPs) and payors.

To identify and establish strong, sustainable relationships with key stakeholders across Primary and Secondary Care ( Clinical and non-clinical) and leverage customer insights to create strategies that will ensure the maintenance and growth of the Group’s portfolio in the UK and to ensure commercial objectives are met as per plan

Drive the development of commercially positive formulary, guideline and protocol inclusions for promoted brands in target accounts across both secondary and primary care incorporating trust and APC formularies where appropriate. This includes securing of reimbursement (where appropriate), permission to prescribe, as well as the subsequent implementation and business pull-through. Deliver other business-critical market access projects e.g., service redesign/shared care guidelines

Generate clinical demand for products. Promote and sell product(s) by influencing customer opinion (prescribing, non-prescribing and commercial)
 

Accountable for achievement of the territory sales target . The Regional and National Sales Plan is delivered via organic growth and increase through new channels/customer accounts.

Ensure adherence and compliance to all relevant Corporate, MHRA and ABPI guidelines.

The individual will be required to travel extensively within the regions 4-5 days a week and stay away from home when required. There may be some overseas travel required.

Primary Responsibilities

1. Day to day activities

• Ensure regular and frequent customer contact through one to one, group meetings, speaker meetings and symposia
• Identify and develop Key Opinion Leader’s to drive strategy e.g.: formulary approval, protocol change, product uptake.
• Ensure tenders for the Group’s portfolio are completed and submitted at Hospital and Regional level, once authorised by the Line Manager.
• Ensure that tenders that are up for renewal are carefully evaluated for any adverse financial impact on current terms with a proposal for mitigating actions.
• To achieve commercially positive formulary listings, guidelines and protocol changes within targeted key accounts.
• Work collaboratively with the wider Market Access and Marketing teams to ensure that engagement with KOLs is timely and at the right level to provide appropriate support and advocacy of the Group’s product portfolio
• Complete Company administrative requirements with agreed timelines

2. Territory Planning & analysis

• Ensure all identified key accounts have a named contact for each product purchased ( Clinical and non-clinical).
• Assess and develop pricing requests for increased supply and revenue whilst protecting gross margins
• Understand the priorities and needs for each account
• Identify prescribers, influencers and payors relative to the Group’s portfolio
• Understand and articulate the decision-making process to allow HCPs to access the Group’s product portfolio.
• Identify and follow up on collaborative commercial partnership opportunities with the NHS.
• Plan efficient territory coverage utilising continually updated sales and customer data to achieve or exceed sales targets

3. Business

(Account) Planning

• Guide the strategic intent for the maintenance of the neurological, emergency and critical care and diagnostic portfolio in the UK, based on local market access conditions
• Provide up to date market intelligence via the CRM system as agreed with the  Head of Sales UK/Commercial Director.
• Organise medical/pharmaceutical events (regional seminars, speaker sessions) within agreed budgets

4. Implementation of local Plans

• Develop and submit an annual business plan (products that are identified for active promotion) and account management strategy according to sales targets and within budget.
• Work collaboratively with the wider Market Access and Marketing teams to ensure that engagement with KOLs is timely and at the right level to provide appropriate support and advocacy of the Group’s product portfolio.
•  Flexibility and accountability to amend local plans based on local market dynamics and competitor/access conditions

5. Administration

• Prepare and submit all monthly expenses on time
• Track implementation of business plan and achievement of objectives using company systems and own processes. Use these methods to identify gaps in performance and plan remedial actions
• Ensure effective coverage and frequency of calls on decision-makers and prescribers within region/territory
• Record full details of all interactions and discussions with stakeholders on the CRM tool
• A weekly update of the CM database on calls/activities

6. Compliance

• Maintain an understanding of Group’s working practices, and SOPs
• Ensure SOP’s for Customer Engagement and Advocacy are followed in line with Medical Strategy and compliance with Corporate, MHRA and ABPI guidelines

Personal Specification

Essential

Desirable

Qualifications & Training

Educated to Degree level in Business, Pharmacy, Pharma related fields.

ABPI accreditation

Excellent working knowledge of all Microsoft Office applications- Excel, Outlook, PowerPoint. Teams, Zoom

Completion of relevant training modules for access to secondary care including operating theatres

Experience

At least Five plus years’ relevant pharmaceutical experience in primary and secondary care.

Neurology, Critical care/ cardiothoracic & orthopedic specialty experience

Qualities and Attitude

Excellent written & spoken English. Commercially astute, Well-organized, good team player, problem -solving approach.

Must hold a Clean Driving license

Proactive.

Product Knowledge

Experience of working in a small to medium sized PharmaCo.

Experience/involvement in a successful recent product launch in secondary care. Knowledge of local market access/payor experience is beneficial

Competencies

Drive for Results

Self-motivator with strong organisational skills  and with a problem-solving approach Action orientated – pursues everything with energy, drive and a need to finish. Can be counted on to exceed goals successfully, and steadfastly pushes self and others for results.

Interpersonal, and networking skills.

Commands attention when providing information and engages the audience in various presentation settings and group dynamics.

Builds rapport quickly and develops constructive and effective relationships with a variety of people.

Identifies and creates opportunities to initiate new partnerships that will facilitate the achievement of strategic goals.

Business Acumen

Knows how the business works, knows current and future trends, the competition affecting their business, and applies strategies and tactics.

Able to deliver the highest standards of customer service by putting the customer and patient at the heart of everything you do. Takes responsibility for ensuring your own work/life balance.