Rare Disease Key Account Manager
2 weeks ago
CSL Vifor is currently undergoing unprecedented portfolio expansion and diversification. At this time to support the upcoming launch of our rare disease drug in KSA we are looking for an experienced sales professional to be based in Riyadh.
The role holder will use their knowledge of Rare Disease Therapy areas and the account ecosystem complexity to drive change in patient’s journeys, diagnostic procedures, therapeutic decisions, speed to right treatment etc. The RDKAM is pivotal in supporting the pre-launch planning, execution, and operational rollout of the rare disease assets across their defined territory. Pre-launch activities are limited to forecasting, strategic planning, prioritization, and internal launch preparation. No promotional activities are to take place before regulatory approval. The RDKAM will drive localization of strategic execution, delivering patient uptake and sales by adopting a key account management philosophy with key treatment and referral centres and ensuring local reimbursement is unlocked. The RDKAM will be the commercial point of contact for all customers across the defined territory, utilizing an omnichannel approach to manage them accordingly.
**1. Achieving patient-driven goals**:
- Act as an ambassador for CSL Vifor Pharma’s commitment to innovation,
- Identifies pain points and barriers to and within, the Patient Journey and works with the customer to address and overcome them, ensuring best possible outcomes for patients and families
- Identifies where the customer experience can be improved and makes the improvements
- Assists HCP’s with identifying suitable patients, improving the lives of patient with severe, chronic and/or rare diseases
- Secure funding and DSE needed at the hospital level for the product.
- Build and maintain important relationships with key decision makers involved in care delivery and can educate and promote on CSL Vifor Pharma RDBU services (as relevant to the market).
**2. Business planning**:
- Create KOL maps, map patient flow and building strategies to eliminate / minimize hurdles within the hospital and builds up strong networks between stakeholders
- Uses all data sources to develop and execute an effective account plan (patient identification/selection, choice of therapeutic options, budget allocation, and care coordination with patient support programme) for maximizing performance, adherence and ensuring stakeholder needs are addressed
- Works with the customer to identify and remove barriers to patient access
- Maps and builds relationships with HCP experts outside the hospital environment
- Drive patient identification and market development, by building and executing against account specific plans. Continuously assess sales opportunities within accounts to maintain/grow the business.
- ** 3. Leveraging and coordinating resources**:
- Collaborates with 3M teams to gain expert support for projects
- Optimizes strong customer relationships to influence and gain support from the wider customer group
- Strategically network within the cross-functional team to segment and prioritize RD CoEs (e.g. developing work processes & communication streams) to ensure patients have product access
The knowledge and skills necessary to perform the duties of this position are typically acquired through the following combination of education, experience and knowledge, or the equivalent.
**Minimum Requirements**
- Minimum 5 years of experience in the pharmaceutical industry
- Minimum 2 years within CSL Vifor
- Strong scientific/medical knowledge at Bachelor’s degree or equivalent
- Has previous sales / Key Account Manager experience
- Ability to engage, connect and build partnerships with customer remotely.
- Business/Commercial orientation/acumen
- Strong customer focus: demonstrated ability of creating win-win partnerships
- Project Management where tangible success has been achieved
- Mastery in influence mapping and using customer influence to gain credibility for projects
- Proven competency in securing funding and healthcare process understanding locally for hospital and retail administered products
- Passionate about rare disease, strong drive and desire for success, result-orientated with proactive cross-functional collaborative approach
- Strong analytical as well as organizational ability, professional presence, self-confidence, self-driven, and a positive attitude
- Excellent communication skills in Arabic and English
**Preferred Requirements**
- Worked in a role where they have assessed and made trade-offs between accounts
- Experience with optimizing products and services to benefit the appropriate patients
- A role where solid understanding of local healthcare market has driven success
- Currently in rare disease role or specialty experience and established local networks in high unmet need, auto-immune or renal disease areas
**About CSL Vifor**:
CSL Vifor aims to become the global leader in iron deficiency and nephrology.
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