KAM Haematology & Nephrology (Murcia, Alicante, Ciudad Real)

Company Description

Sobi is an international biopharmaceutical company, dedicated to providing access to innovative treatments that transform life for people with rare diseases in the areas of haematology, immunology and specialty care. With our head office in Stockholm, Sweden, Sobi also has premises in Basel, Switzerland. You can find more information about Sobi at www.sobi.com.

The successful candidate will be accountable for maximizing sales of our SC brands in the defined territory. He/she will develop, implement and adjust required account- and/or brand plans to reach sales targets, based on customer insights and in accordance to set strategy for our SC brands as well as develop & manage relationships with key customers and stakeholders. He/She will also initiate and lead customer activities and defined sales/marketing projects in the territory.

Job Description

Develop and implement required plans to secure sales targets

• Acquire the relevant knowledge of the market place for our SC brands in the territory. Gather and interpret relevant data and insights, through customer and stakeholder interaction, as well as other available sources.
• Identify and assess market opportunities and decide on tactics in collaboration with the local team in order to maximize on the business opportunity.
• Share and communicate market knowledge and customer insights internally with the other SC team members.
• Lead and execute the account plan, and continuously revise the plan when needed in close collaboration with territory cross functional team.
• Analyze and follow-up on sales and activities, including spending.
• Ensure that all activities and our F2F are being doing according SOBI´s values and behaviours and always acting aligned with corporate rules and local regulations

Scope of the Job 

Customer contact for our SC brands in the territory

• Initiate and execute customer activities.
• Identify and interact with Key Opinion Leaders and other relevant stakeholders in the territory.
• Share best practice initiatives.

Principal Interfaces / Relationships

• The local SC team, consisting of Commercial, Medical and Patient Access functions. Potential SC products prescribers, pharmacists and other key hospital decision makers.
• Opinion leaders and decision makers
• Cross functional SC team based in Stockholm and local affiliate management and staff.

Qualifications

Education/Learning Experience

Required:

• Academic medical or paramedical education or experience from similar positions

Work Experience

Required:

• Nephrology & Hematology experienced in sales role for a minimum of 5 years required/highly desirable
• Fluency Customer relationship management
• Medicine account management experience, with demonstrable success
• Self-starter, positive thinker, excellent social and negotiation skills
• Good communication skills, both oral and written communication
• Documented track record in successful selling
• Knowledge of the local health systems and decision making processes
• Good knowledge of the local market (including health care system and its mechanisms in general)
• Computer skills (MS Office programs)
• Pre-launch and launch experience an advantage.

Skills/Knowledge

Required:

• Results oriented with a strong focus on HCPs and patients needs to manage PNH.
• Excellent team player to implement Sobi commercial strategy within targeted key accounts to achieve commercial goals.
• Effective and clear communication skills to build a solid network of effective and trustful relationships with key accounts customers.

Desired:

• Knowledge of the local health systems and decision making processes

Personal Attributes

Required: 

• Demonstrate skills in building lasting relationships with different types of stakeholders.
• Ability to efficiently communicate orally and in writing.
• Examines and understands issues from multiple perspectives or points of view, readily sees inter-relationships and cause-and-effect relationships.
• Deep understanding of the local market and the market dynamics
• Continuously seeks to increase market knowledge.
• Demonstrates business acumen, identifies market changes and seize opportunities.
• Acts decisively.
• Accountable and timely in deliveries
• Market access knowledge and experience
• Role model for others in line with SOBIs values

Languages

Required:  written and spoken English desirable

Critical competencies

Required:

• Initiative & Responsibility – acts on own initiative, makes things happen and accepts responsibility for the results.
• Influence – makes an impact; convinces and persuades others; promotes plans and ideas successfully.
• Constructive teamwork - co-operates well with others; shares knowledge, experience and information; supports other sin the pursuit of the team goals.
• Networking – Builds a useful network of contacts and relationships and utilizes it to achieve objectives.
• Analysis & judgment – Quickly understands and analyzes complex issues and problems; comes up with sound and rational judgements.