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Specialist Brands Key Account Manager (East Midlands/East Anglia) - United Kingdom  

Astellas (company)

Posted on : 10 July 2017

Project Description

Job Title:

Key Account Manager

Job Family:



Specialist Brands






January 2017

Hay Evaluated


JEM Reference









HCC Compliance Category:



Organisational Fit:

Reports to:   

Specialist Brands Sales Manager


Key Account Managers




Purpose of the Position:


To drive product usage in order to achieve and exceed sales, market share and profitability targets across the territory.



Core Tasks, Responsibilities and Authority:



  • Embed Compliance Culture across all areas of the business ensuring Integrity in Action is actively applied in all initiatives.
  • Ensure adherence to Astellas policies relating to Ethics and Compliance standards.
  • Have excellent knowledge of, and ensure compliance with the ABPI Code of Practice


Business Development

  • Responsible for the development of business within the territory, achieving and exceeding sales, market share and profit targets
  • Develop and implement robust and effective account plans and ensure delivery to agreed timescales against key performance indicators, including performance management of multiple projects in line with identified objectives
  • Work with internal peers and stakeholders to ensure successful implementation of account plans, overcome any obstacles, and ultimately exceed targets
  • Build strong and lasting relationships with relevant customers, and support them appropriately for the good of the patient, the customer and Astellas
  • Identify and define support needs where there are points of commonality or synergy across the other Business Franchises


Product Knowledge

  • Maintain high levels of disease area and product, NHS and customer knowledge at all times and participate in training programmes, as appropriate



  • Efficiently and effectively manage local budgets according to local business plans, customer needs and changing business needs, dependant on the changing NHS or internal demands
  • Ensure that all administration tasks are completed and targets are met – Project plans, Veeva, expenses, customer records etc.


Other Responsibilities

  • Be aware of, and comply with, the Astellas Way and Astellas Competences, in terms of expected values and behaviours, Astellas HR policies, procedures and guidelines.
  • Attend internal and external business meetings, seminars, sales conferences and other events which may involve overnight stays and regular travel across the UK (and occasionally abroad)
  • Maintain a level of IT competence which enables use of company communication and reporting systems and utilisation of relevant Microsoft Office e.g. excel based programmes for monitoring sales, investment return etc.
  • Undertake any other appropriate tasks as may arise from time to time e.g. task force participation or liaising with other departments


Compliance TRAINING Category: TBC


Quantitative Dimensions:

  • Sales
  • market share
  • profitability
  • budgetary management


Interpersonal Relationships:


·         Employees at all levels within the UK


  • External suppliers and consultants



Specific Physical Abilities:

This role is field based and travel can be expected within UK and Europe, occasional intercontinental travel may be required


Specific Environmental Factors:

Field based role

Willing to work such additional hours as required by the business.


Professional Profile




Customer Focus:-

  • Acts to support a culture where everything is done to enhance value to patients.  Intentional about meeting/exceeding customer expectations.
  • Proactively seeks feedback to improve service provision.

Strategic Orientation:

  • Understands how personal/team objectives contribute to Astellas’ strategy and functional goals.
  • Balances ‘bigger picture’ goals and operational requirements, overcoming challenges/barriers to delivery.

Innovation &  Change:

  • Identifies improvements and generates new ideas, methods or solutions.   Positively embraces change.
  • Continuous improvement approach; takes personal ownership to improve ways of working and leverage/share best practice.


Results Orientation:

  • Ability to work autonomously and make evidence-based decisions: judgement to know when to seek guidance or escalate
  • Methodical with ability to prioritise and meet deadlines.  Tenacious to follow up and resolve outstanding matters and explore options.
  • Excellent attention to detail and financial awareness (raise/process/track Purchase Orders etc.)
  • IT literate (Intermediate stage) to type/ create and edit reports, trackers etc. Excel, Word, PowerPoint, Outlook and eLearning and online systems (e.g. LMS, ZINC, TMF etc databases).  Intranet and web. 
  • Good written and verbal communications including ability to prepare updates, summaries, emails to employees and managements.

Communication & Collaboration:

  • Collaborates: values others views and perspective.  Able to challenge respectfully and propose alternative solutions. 
  • Proactively shares knowledge, and adapts approach to build consensus and respect diverse views and cultures.

Developing & Inspiring:

  • Proactively shares knowledge and best practice and encourages others to develop.
  • Learns from own/others experience and proactively seeks to develop personal capability.
  • Regularly seeks feedback on personal contribution and growth areas.

Working as One Astellas:

  • Takes personal ownership and acts as a role model of ethics and compliance treating everyone with respect.
  • Provides honest, constructive and timely feedback.  Seeks feedback on own contribution and ways of working.

Functional Competencies

  • Integrity in application of Sales activities in line with compliance standards
  • Key Account Management
  • Account Planning
  • Advanced Selling Skills
  • Project Management
  • Financial Analysis of sales data
  • NHS and Pharmaceutical Knowledge
  • Key Account Management Ability
  • Successful Sales Record in Pharmaceuticals
  • Knowledge of therapy area an advantage
  • Educated to degree level (or equivalent) – able to cope with detailed science/medicine.
  • Full and detailed understanding of the NHS and the commercial implications for Pharma companies.
  • ABPI qualified
  • IT competent in the use of email, Microsoft Office and experience of CRM systems

Experience in selling within a specialist therapeutic area in secondary care an advantage





































Signed: ……………………………………………………………..



Name ………………………………………………………………

(Block capitals)



Date:- ……………………………………………………2017



Return signed hard copy to HR Function for personnel file.