Regional Account & Access Manager

Andalucía (Spain)
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Regional Account & Access Manager

Andalucía (Spain)

Ref: KH8474 January 13, 2021 Chemie und Pharmazie



Mission This position is responsible for developing relationships and business with key hospitals, buying groups, and Health Authorities, and is to be recognized as a trusted advisor by Health Care decision-makers in Spanish Institutions. This role will make a significant contribution to the success of the division by leveraging our client's resources to maximize sales at target hospitals. Tasks and Responsibilities • This role will focus specifically on building and developing relationships with hospital pharmacists, medical directors, finance managers, hospital managers and other stakeholders at assigned hospitals. • Present the brand ́s value propositions and discuss Heath Economics data with assigned customers according to the brand ́s positioning/strategy. • Gather useful information about Market Access/Health Economics, competitors, marketing actions, etc. and share it with internal stakeholders. • Identify key decision-makers and key stakeholders in each account. Work in close relationship with Territory Managers, Regional Account Managers, Area Managers, and MSL ́s to track decision making from the Autonomous Communities to the hospital and the participation of hospital staff in Autonomous Communities decision process. • Deep account knowledge, being able to define the buying process for each of the programs/products and identifying both influencers and key decision-makers • Interact with relevant stakeholders to negotiate our client's products price at account level. • Provide input to the organization to develop relevant materials to evidence product advantages from a market access perspective. • Negotiate hospital contracts, manage tenders at a local or regional level. • Communicate clear and compelling arguments supported by evidence of how our client's products meet payers’ and patients’ needs (e.g. providing superior clinical benefits, better cost-effectiveness, manageable budget impact) to guarantee our client's products access at all levels. • Define market access strategies oriented to limit barriers to our client's products use (both before and after commercialization) at a local level. • Travel at least 50% of the time. Education • Bachelor’s Degree preferably in Health Sciences. • Medium-High English level. Skills • 3 to 5 years of experience in pharmaceutical sales • 3 to 5 years of Hospital Representative experience working within key institutions (KAM) • Experience in Biologics area desired. • Deep knowledge of the Pharmaceutical Market. Experience • High level of negotiation skills and extensive record of negotiation success. • Business acumen with demonstrated ability to make strategic decisions and choices. • Works collaboratively and productively within a team of highly skilled hospital representatives and sales managers. • Ability to form relationships quickly and have demonstrable persuasive abilities • Highly effective communicator both orally and in writing; can get ideas across one to one and in presentations. • Highly organized with attention to detail. • Strong team player and knows how to collaborate and engage many stakeholders across a large organization. • Solid negotiation and decision making skills • Solid analytical and numerical abilities • Results-oriented attitude • Experience in working with MS office in a Windows environment and Lotus Notes • Must have a valid driver’s license and be willing to travel

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