Celltrion Group provides biosimilar and innovative biopharmaceutical medications to help increase patient access to advanced therapies around the world.
Celltrion Group offers biologics to about 110 countries, along with more than 30 global partners around the world. With hands-on experience and knowledge accumulated through years of working in the advanced pharmaceutical markets around the world, Celltrion Group has been securing distribution channels and providing patients with biosimilars at affordable prices.
1. Position Summary
The Key Account Manager (KAM) is an important, externally focused position, within Celltrion Healthcare in Canada (CHC). The KAM will have an assigned sales territory and be responsible for achieving sales targets for the company’s newly formed ophthalmology division, based on key account planning and strategic execution. As a KAM, you bring to the company a deep understanding of the management of Ophthalmic disorders using biologics and have a strong network within the territory that is assigned. This role will require close collaboration with Marketing, Medical, Sales, Patient Support and Market Access, also with other KAMs.
2. Key Roles and Responsibilities
Achieve sales objectives of assigned products through the execution of customer-focused, value-added activities
Sound management of territory budget deployed in the execution of activities and tactics
Develop, implement and monitor key account and territory plans, and adjust as required
Deliver on value proposition for assigned products through key message communication to assigned customers
Collaborate with cross-functional team to implement value-added programs
Build strategic and long-term partnerships in the complex Ophthalmology/biologics (biosimilars) space
Demonstrate strong business ethics, understand business principles and interpret resources available to make sound business decisions to help drive the growth and achieve high standards of business excellence
Collaborate cross-functionally with all internal functional area teams to implement innovative solutions
Monitor performance of assigned sales territory, including YTD sales, YTD activities YTD budget
Perform required administrative duties, including expense reports, territory analysis, and call reporting.
Work within the CHC regulatory and legal compliance guidelines
Complete all training programs provided by company.
Attend local, regional and national meetings as required.
Willing and able to travel up to 25% of the time. Evening and weekend work will be required to attend dinner function and conferences
3. Work Experience
Minimum 10 years of experience in sales, preferably pharmaceutical
Minimum 3 years of experience working in an environment of Key Account Planning
Track record of consistent, strong sales performance in specialty care (ophthalmology)
Experience in biologics/biosimilars
Strong understanding of how patient support programs function, with experience working collaboratively with specialty pharmacies.
4. Professional Competencies and Skills
In-depth knowledge of key account planning, use of CRM platforms such as VEEVA, and patient support programs
Demonstrated ability to engage with customers face to face and virtually
Proven analytical skills required to understand territory dynamics and plan for effective effort allocation
Demonstrated experience and mastery in delivering a cross-functional solution-based approaches though ongoing collaborative communication
Demonstrated experience with execution of value propositions and product messaging though polished sales/communication approaches.
Demonstrated ability to engage in science/study focused discussions in each interaction with specialist customers to ensure value is achieved for the customer, and ultimately, the patient
Demonstrate enthusiasm, strong initiative, high sense of urgency, and strong competitive and winning attitude
Comfortable working within a fast-paced, cross-functional, and matrix environment
Excellent communicator – verbal, written and presentation skills
Possess the drive and vision to positively challenge accepted access norms to best position Celltrion to address significant unmet need for patients.
Strong understanding of territory market dynamics and competitive environment
Deep understanding of management of disorders in ophthalmology (retina), and has a strong network in assigned territory
5. Education
