Regional Account Manager – Field Sales covering the Northwest

united kingdom

Ethypharm is a leading mid-sized global pharmaceutical company that manufactures and provides essential drugs, with a focus on hospital care, central nervous system (severe pain and addiction) and internal medicine. Our commitment is to improve patients' lives and make a positive impact on society and the environment.

Ethypharm has 1,700 employees dedicated to its various pharmaceutical activities, of which 1400 are in industrial operations. Our six production sites located in France, the UK, Spain, and China have expertise in injectables and complex oral solid forms.

With a global presence in 68 countries, the company markets its products directly in Europe and China, and has strategic partnerships in the EMEA, NA, LATAM and APAC markets.

Ethypharm works closely with the authorities and healthcare professionals to ensure that its medicines are used appropriately and that patients have access to them.

To find out more about Ethypharm, visit http://www.ethypharm.com and follow us on LinkedIn.

The role of the Regional Account Manager within the Payer area is a field-based role for the Northwest region and will be reporting to the Head of Payer Business. The role holder is responsible for meeting/exceeding revenue targets of promoted products through effective implementation of territory and account plans, prioritising and targeting activity and building effective, sustainable business relationships with key clinical decision makers, influencers, and stakeholders in ICBs and Health Boards.

Main responsibilities:

Achieve/exceed sales objectives agreed with the company through effective planning, networking, resource management and implementation of account plans.

Using business acumen to Identify and capitalise on business opportunities, providing added value to customers and increasing market share and sales.

Develop plans and initiatives; working with medical, marketing and sales colleagues to increase sales results within the territory and beyond.

Develop and implement territory business plans aligned and consistent with account and product strategies and tactics.

Compile, monitor and review performance against a tactical business plan and make recommendations as a result.

Establish, maintain, and develop productive relationships with key decision-making customers and local key opinion leaders.

Build and maintain relationships in key accounts to safeguard and maximize business opportunities.

Understand and utilise the expertise within Ethypharm (e.g. medical, marketing, business intelligence etc.) to maximize business opportunities in key accounts.

Keep high quality daily records of customer contacts and share relevant data in the CRM system.

Organise and host appropriate customer meetings.

Provide Team Leader and Head of Payer Business with accurate and timely data and market reports, including business analysis and trends and how this will inform key account plans.

Provide comprehensive feedback that both informs and updates head office staff, including follow-up actions and time scales.

Ensure all appointments and booked events are accurately diarised and maintained.

Ensure all company expenditure on territory is accurately monitored within budget and has a clear ROI.

Ensure all activities are ABPI compliant and carried out in line with company SOPs.

About you

Successful experience in payer facing role at ICB level. With experience of engaging with stakeholders involved in the adoption, implementation, and funding of brands.

History of top sales performance, commercially astute and driven by sales results.

Successful experience/understanding of NHS structure for prescribing, reimbursement, funding, formulary processes and NHS policies as they affect product sales.

You will enjoy being part of a successful team but will also thrive on your competitive ability to be the best and use your initiative to solve problems and grow the business.

Excellent time management, communication, negotiation, planning, presentation, and organisational skills.

You should have a full, clean driving licence.

Attention to detail and a commitment to accuracy and quality.

Proactively demonstrates in depth, up to date knowledge of company and competitor products and therapy areas, taking shared responsibility and ownership for continued education.

Understands and remains updated on the NHS environment both at a national level and throughout the local health economy.

Understands customer needs, priorities and the implications of patient care in order to facilitate a meaningful interaction and outcome.

Understands the management priorities and how they affect territory business.

Fully understands the formulary and guidelines process and financial pathways in all key accounts.

Presents approved clinical and financial data in a professional manner to influence key stakeholders and achieve positive business outcomes with a good knowledge of IT software such as Excel and PowerPoint to enhance presentations.

Skills/Education

ABPI qualification essential

Degree level qualification

Excellent written and interpersonal skills

High level of attention to detail

Presents reports accurately and on time

Strategic thinking, analytical and reasoning skills

Evidence of delivering results in this multi stakeholder model and using account management techniques to effect changes in policy and practice in either primary and/or secondary care environments

Demonstrates an effective use of the CRM

Robust negotiation skills, securing agreement to mutually workable and beneficial “win-win” solutions.

At Ethypharm we recognise the value of diversity in the workplace and provide equal opportunities for all. We are always open to discussing flexible working arrangements where this meets with the needs of our business. Visit our website at www.ethypharm.com to learn more about Ethypharm.