Key Account Manager

 

Position Summary:

The Key Account Manager is responsible for connecting relevant stakeholders, driving adoption and delivering commercial success of our novel treatment for GA in the defined territory. This will be achieved through identifying, educating and building advocates within the ophthalmology community to ensure the right patient reaches the right doctor at the right time to underpin the launch and ongoing success of this ground-breaking therapy.

Key Responsibilities Include:

To Meet and/or Exceed Agreed Targets.

• Implements our strategy and promotional activities to meet and exceed commercial targets. Strives for continuous improvement in account management and selling capability with a focus on exceptional customer experience.
• Enhances disease awareness of GA in targeted healthcare communities at key ophthalmology centers.
• Conducts regular business reviews of key accounts to review stakeholder engagement, sales performance and identify opportunities for growth.

Customer Interaction Quality

• Conducts all sales calls in alignment with the Apellis Australia commercial strategy.
• Creates a compelling need for our product to target customers which include Retinal Specialists, General Ophthalmologists, Orthoptists and nurses according to sales and marketing strategies.
• Effectively utilizes approved Apellis communication materials, clinical papers and digital resources to maximize customer engagement and customer interaction quality to deliver defined commercial outcomes in line with strategy.
• Leads the creation of opportunities to deliver effective and relevant disease area and product presentations for ophthalmology accounts.
• Applies knowledge of all specialty specific promoted products, key competitor products, major clinical trials, and clinical disease states to maximize value to our customers and deliver our commercial targets.

Customer Activity, Management and Advocacy 

• Achieves agreed levels of activity on target customers to maximize uptake and appropriate use of our product.
• Maintains activity in line with agreed Business Plan across defined channels.
• Regularly reviews customer engagement metrics and adapts to optimize engagement through appropriate channels.
• Identifies and presents rationale for new business opportunities whilst focusing on core accounts through regular and valuable contact with target customers in line with strategy.
• Identifies and works with GA KOLs, both existing and emerging, in line with the strategic marketing direction for the product portfolio, to expand Apellis’ position in the Ophthalmology community.
• Collaborates cross-functionally with field medical to assist in/organize meetings and educational events that positively promote Apellis, raises awareness of our product and disease area, and delivers on our commercial objectives.
• Executes brand strategy within your territory and delivers insights to Apellis management to support strategy evolution.

Product Knowledge

• Is seen by HCPs as a peer and expert in the field of GA serving as a valuable resource regarding clinical and product knowledge by staying current with relevant medical community issues and has a deep understanding of relevant literature and clinical data.
• Simplifies and effectively communicates complex information.
• Uses initiative to drive and develop a deeper understanding of product, clinical and disease area knowledge to ensure highly valuable interactions with HCPs.
• Demonstrates advanced knowledge of the various clinical viewpoints that contributes to clinical conversations with customers.

Business Acumen

• Identifies all key decision makers/influencers and has an intimate knowledge of the inner workings of the account.
• Adapts goals, strategies, and tactics quickly and with urgency to capitalize on opportunities in response to changing territory and/or market conditions.
• Develops and implements clear strategic plans for all targeted customers and accounts on territory.
• Continually monitor and analyze opportunities for existing and potential business and recommend appropriate approaches to maximize delivery of commercial objectives.
• Ensures business expenditure is directed toward the achievement of company commercial objectives whilst at the same time showing a positive return on investment.
• Partners collaboratively with Marketing, Medical Affairs, Sales colleagues and other key internal stakeholders to ensure efforts are aligned to achieve company objectives.
• Understands and optimizes the complex relationships and protocols impacting the ophthalmology environment.

Core Professional Requirements

• Regularly maintains all data in Veeva to ensure it is up to date.
• Meets core industry professional standards as they relate to administration, reporting, company assets and personal presentation.
• Demonstrates and upholds the Apellis Values both externally and internally.
• Complies with company SOPs, Medicines Australia Code of Conduct and ACCC requirements.
• Maintains a current Drivers License.
• Participates in, add value and lead relevant discussions at team / cycle / company meetings.
• Maintains a high standard of product, disease state, technical, and industry knowledge through ongoing study, training and assessment.
• Appropriately manages budgets.
• Is able to travel interstate as required.

Education, Registration & Certification:

• Postgraduate qualifications or expertise in Optometry/Ophthalmology or vision science.
• Tertiary qualifications in Pharmacy, Science, Nursing, Business, Marketing or Education.
• Completion of Medicines Australia CEP
• Full Driver License

Experience:

• Proven track record as a Specialist Representative, Key Account Manager position or similar
• Strong skillset in working with clinical and scientific information
• Proficiency in the Microsoft Office suite of products and core business communication/management platforms

Skills, Knowledge & Abilities:

• Launch experience, ideally in the Ophthalmology setting.
• Experience and working knowledge of the eye care sector and its environment.
• Key Account or Project Management proficiency

 

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