Field of work: Sales, Marketing & Market Access



Posting Date: 07-Mar-2023







Role Description

This position is responsible for developing business and relationships with KOLs and other stakeholders mainly but not limited to the fields of Thrombosis, Hematology, Oncology and Internal Medicine and similarly with key Hospitals, Buying Groups and Provincial Health Authorities. This role will make a significant contribution to the success of the Patient Solutions Thrombosis Division by leveraging all cross-functional Team LEO resources to maximize sales at target Hospitals and at the Retail level.


They will be accountable to develop and execute territory account plans and specific plans of action against targeted HCPs in order to drive Hospital and Retail business both in user and non-users accounts. They will be recognized as a trusted advisor by Health Care decision makers within Canadian Healthcare Organizations and will be the lead negotiator in winning Institutional contracts and formulary listings; acting as Quarterback of cross-functional Team. Incumbent will possess skillset required to operate at a C-Suite level.


Account Manager\xe2\x80\x99s role will focus specifically on promoting the features and benefits of innohep\xc2\xae through building and developing relationships with the GPOs as well as HCPs (Physicians, Hospital Pharmacists and Nurses), Pharmacy Directors, P&T and other relevant decision committee members including C-Suite Administrators within Hospital in three key areas: Key Account Planning, Account Implementation and Customer Value Creation. In addition developing sustained Retail Pharmacy conversion at the local and banner levels; by creating unique LEO Partnership Propositions delivering ROI


Role and responsibilities:
Key Account Planning:

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  Collaborate with Internal and External stakeholders to develop crossfunctional customer focused Account Plans. Identify specific strategy and tactics with agreed upon timelines and ambitious goals.
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  Collaborate with CommEx and Manager to develop specific Plans of Action positioned towards targeted HCPs and other stakeholders.
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  Use business analytics skills to analyse data and to develop and/or adapt strategy and tactics towards top accounts and specific HCPs.

Account Implementation:

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  Promote innohep\xc2\xae to Specialists not limited to Thrombosis Experts, Hematologists, Medical Oncologists and Internists as well as Hospital Pharmacists, Nurse Practitioners and other Stakeholders
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  Record calls against targeted HCPs and other stakeholders in the LEO CRM

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  (SalesForce / Veeva) system relevant to approved Plans of Action
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  Identify through Account Mapping and Patient Journey key P&T members and stakeholders of other relevant subcommittees that influence decision making within key accounts
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  Win new innohep\xc2\xae formulary listings. Maintain and protect business with the goal of developing Retail sales by leveraging account-wide value adds
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  Make strategic decisions to maximize LEO Pharma\xe2\x80\x99s profitability within parameters set by LEO Leadership Team
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  Readily and consistently apply thorough knowledge of the thromboembolism disease state through in-depth understanding of innohep\xc2\xae clinical data.
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  Understand HC Organizational Strategic Plan plus longer-term Account goals so to ensure a place at the RFP table while working to establish mutually viable partnerships
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  Build a deep understanding of the competitive environment, industry trends and the evolution of the healthcare system AND the impact of these factors on the customer. Decipher the extrinsic and intrinsic motivators of key decision makers including their circles of influence
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  Create differentiated offerings that advance Patient Care and substantively advance Institutional goals. Strategically use existing value added offerings and drive the development of customized and innovative forms of customer value
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  Work effectively across the entire HC Organization. Leverage all available Internal and External resources including: business intelligence, finance, market access, marketing and medical. Attract additional resources by forging new Internal & External collaborators i.e. Patient Access + Advocates

Customer Value Creation

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  Uncover key value drivers within Canadian HC Organizations AND pursue mutually beneficial initiatives to attain a strong and sustainable competitive advantage within LMWH drug class

Administration

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  Ensure timely completion and accuracy of all administrative responsibilities including: expenses, correspondence, profiling + other duties as required
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  Strive to consistently uphold LEO Pharma\xe2\x80\x99s core mission & vision as well as culture and values

Pharmacovigilance & Compliance with Adverse Events

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  Recognise that PV cases may come to your knowledge in this role and fulfil the responsibility to forward any adverse event and patient safety cases to the local Pharmacovigilance Department in accordance with company policies. LEO Pharma Inc. + Innovative Medicines Canada compliant

Product and Therapeutic Knowledge

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  Obtain and maintain comprehensive product, therapeutic & competitors knowledge as well as marketinsights which is freely shared with Head Office and XF Teams
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  Proactively provide market intelligence to Head Office & Marketing Teams

Sales and Expenses

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  Achieve sales objectives for marketed product(s)
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  Achieve positive growth in YTD market share % + $
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  Develop, maintain and work within expense budgets related to Territory activities not limited to: conference, education, promotional + travel spend

Selling/Communication Skills (P&I)

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  Appropriately utilize selling materials in manner recommended by Marketing
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  Effectively and consistently utilize selling and communication skills (P&I) to gain commitment from customers (internal and external) related to innohep\xc2\xae
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  Develop advocates in the medical community who are able and willing to positively discuss activities and issues in Thrombosis; and related to the adoption, reimbursement and growth of LEO Pharma Inc. products
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  Bring customer issues to the attention of relevant internal business partners and, where appropriate, take the lead in resolving these issues

Territory Business Planning

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  Create and implement Territory level Account Plans and Customer profiles

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  Create and execute Plans of Action for targeted HCPs and other stakeholders; record activities in the LEO CRM (SalesForce/Veeva platform)
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  Plan and execute Territory level OLAs and Educational Initiatives
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  Contribute to the strategic and tactical planning processes by interpreting market trends, reflecting customer issues, recommending strategy + tactics
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  Identify and follow-up on specific actions related to evolving the Business

General

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  Strive to consistently uphold LEO Pharma\xe2\x80\x99s core values
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  Ensure compliance is maintained within all SOP\xe2\x80\x99s, policies and guidelines
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  Complete mandatory training within assigned timelines upon hire as well as whenever new policies, SOPs and guidances are issued
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  Participate in personal development and training sessions as required for the position
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  Work in a safe manner that does not endanger yourself or coworkers. Report any health or safety concerns (internal and external) in compliance with LEO Pharma Inc. policy and relevant SOPs
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  Execute other duties as may be required by Executive Team and other members of LEO Pharma\xe2\x80\x99s Leadership Team as experience, training allow
  

Job specific competencies:

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  University Degree with proven ability and motivation to learn AND relay medical and business related information pertaining to CA disease state
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  7+ years of experience in pharmaceutical sales working mainly with Specialists in a Hospital setting \xe2\x80\x93 experience with complex injectable products an asset
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  Knowledge of Oncology network including Regional Cancer Centres and Cancer Clinics as well as key institutions
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  Business acumen with demonstrated ability to make strategic decisions
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  Solid business analytics competencies + experience working within an MS Office Windows environment (Excel, Outlook, Microsoft Teams, SalesForce)
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  Crafts rigorous and innovative Strategic Plans and implements them
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  Ability to form relationships quickly with demonstrable persuasive ability and genuine, superior relationship building skills
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  High level of negotiation skills combined with solid decision making skills + extensive record of negotiation success
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  Highly organized with a great degree of attention to detail and task focused
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  Works collaboratively and productively within a team of highly skilled Key Account Managers led by Regional Business Development Manager and supported by the Patient Solution Thrombosis HO + Cross-Functional Teams
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  Experienced in C-Suite interactions; gaining credibility and trust quickly with high level Hospital Executives and other external Decision Makers. Proven success at the Administrative and C-Suite level
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  Highly effective communicator both orally and in writing; presenting ideas live through 1:1 presentations and also remotely via Teams or Veeva Engage
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  Strong Team Player who knows how to collaborate with and engage many stakeholders across complex, large & multi-level Healthcare Organizations
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  Results-oriented attitude: Proactive =>Drive For Results
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  Must have a valid driver\xe2\x80\x99s license AND be willing to travel regularly % of time
  

Working Conditions:

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  This role requires a regular amount of travel and includes varying work hours
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  In this role there may be extended periods of time standing, walking, sitting based on daily requirements to meet customer schedules and during medical conferences, meetings, while at hospitals, in clinics and pharmacies
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  Some physical strength may be required in order to carry sample products and/or displays, other promotional and/or other product related materials
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  Within an ever-changing environment: the job requires moderate amounts of time on electronic devices and tools such as cell phone, iPad, computer, which requires aptitude and manual dexterity. Willingness to meet HCP availability requirements in Hospital, in Retail, during Medical Conferences or Virtually; through the authorized platforms provided by LEO Pharma Inc.
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  Account management expectation is to the spend majority of time in field or in virtual appointments with limited time spent working in the home office