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Key Account Manager (Specialty Product_Ortho) Australia,  


Posted on : 19 June 2017

Project Description

AutoReqId 34075 Title Key Account Manager (Specialty Product_Ortho) City Sydney State / Province New South Wales Country Australia Company Overview 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. Responsibilities 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 territoryPlan and implement programs within the territory to create awareness for the productEnsure KOL and TL action plan for the territory is supported in fieldEnsure 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 profitabilityManage 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 sellingUnderstand & clearly communicate product & clinical material with credibility & confidence 34075BR Basic Requirements: Education and Experience KEY COMPETENCIES AND SELECTION CRITERIAQualifications: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 specialistStrong Professional Communication - Strong interpersonal skills and the ability to share relevant and high quality informationBusiness ownershipBusiness 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 outcomePlanning 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 timeframesLeadershipLearning 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 setbacksCompliance  the ability to understand operating principles, procedures and practices and to operate within them at all timesSkills/Attributes which would make the successful candidate more effective: Resourceful and uses Initiative to drive positive outcomesSense 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.

Locations

New South Wales, Australia

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