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Key Account Manager (Specialty Product_Ortho) - Australia  

Lilly (company)

Posted on : 19 June 2017

Project Description

Key Account Manager (Specialty Product_Ortho)
New South Wales
Lilly is a top 10 global pharmaceutical company, dedicated to creating medicines that help improve peoples' quality of life for more than 135 years. At the heart of Lilly's operations are its core values – excellence, integrity and respect for people and these are reflected in business practices that include strong governance principles, the ethical development of medicines, transparency and ethical product promotion.
To maximise growth of Lilly's Bone Drug by building awareness and confidence to initiate and/or to refer target patients to bone specialists amongst orthopaedic surgeons.

This role will report directly to the Commercial Manager and will have close interaction with the National Sales Director, Marketing and Medical teams.

It is an expectation of this role that there would be travel to service customers & to attend business meetings. The role will involve some evening & weekend work attending company and industry meetings.

Key Responsibilities:
Serve as the Sales resource in the assigned territory:
  • Develop and successfully execute the Business plan for the territory
  • Plan and implement programs within the territory to create awareness for the product
  • Ensure KOL and TL action plan for the territory is supported in field
  • Ensure HCP relationships are managed and successfully maintained to build trust
  • Ensure financial and commercial analysis of the territory is effective and appropriate; manage the territory to maintain profitability
  • Manage key partners involved in the successful performance of territories
  • Operate with high integrity with customers at all times, including adherence to internal processes like HCPcom (Integrity in Business), Concur (expense), and other Standard Operating Procedures.
  • Ensure clinical expertise remains current and in line with company requirements
  • Understand customer needs through proficient use of Value Based Selling (Lilly’s selling approach focusing on customers’ needs in the center) and institutional selling
  • Understand & clearly communicate product & clinical material with credibility & confidence

Tertiary Qualifications in Science, Business, Nursing or related discipline is essential.
Most Critical Skills & Attributes:
  • Selling capability (strategic customer focus)
    • Account & Stakeholder Management– An ability to manage key accounts within a geographic area and to enhance relationships, to build and increase collaboration, to develop valued relationships with key influencers and teams
    • Scientific knowledge and application – A demonstrated ability to understand and disseminate scientific information and related disease states – at a depth required to credibly communicate with a specialist
    • Strong Professional Communication - Strong interpersonal skills and the ability to share relevant and high quality information
  • Business ownership
  • Business Acumen - To have an understanding of business drivers for both customer and organisation, cuts through the complexity to solve business problems that creates a mutually beneficial outcome
  • Planning and execution - An ability to review data; strategically plan actions that are implemented with the desired outcomes and accountability for these actions.
  • High level organizational skills – The ability to prioritize and deliver on customer requirements and complete all administration tasks within the required timeframes
  • Leadership
    • Learning agility - To be able to effectively deal with a wide variety of people and challenging situations and is comfortable with complexity, can examine problems carefully and deliver in first time situations.
    • Emotional Intelligence – To be able to evaluate emotions of self and others in order to understand drivers of behaviour and build valued relationships, to remain optimistic and positive even in ambiguity or during a setback.
    • Resilience – The demonstrated ability to be determined to achieve a goal, the ability to persevere during times of trial, ability to adapt to change and move forward after disappointments and setbacks
    • Compliance – the ability to understand operating principles, procedures and practices and to operate within them at all times
Skills/Attributes which would make the successful candidate more effective:
  • Resourceful and uses Initiative to drive positive outcomes
  • Sense of urgency to execute with ability to deliver results
  • Influence and Negotiation skills; strong interpersonal and communication skills
  • Collaboration: ability to work across team and cross-functionally
  • Work style: Professional approach, leaning in with optimism and enthusiasm
  • Learning Approach: Openness to learning and feedback with a continual focus on increasing competency & skill set
Prior Knowledge or Experience:
  • Demonstrated experience and strong success in an Orthopaedic Specialty Sales role with similar complexity in Pharmaceutical industry is essential
  • Previous selling experience in a clinical/hospital setting is essential
  • Sound knowledge of the Orthopaedic Surgeon environment & customer base is essential.