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Key Account Manager


Posted on September 11, 2019

5 - 6 years Dubai - United Arab Emirates

MBBS(Medicine). Any Nationality

Opening 01

Job Description

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To drive performance for Dupixent NP indication, build and maintain strong business partnerships with key stakeholders and ensure accessibility in key accounts across all UAE.
To achieve success it is critical that the KAM NP:
• Ensure the success of the assigned brand in terms of indication, positioning, accessibility of the product
• Maximise short and long term sales volumes in line with Company strategies, local regulations and Sanofi compliance rules
• Ensure the implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget
• Assess and mitigate risks on business
Pre-launch Responsibilities
• Identify customers, map the accounts and patient journeys, educate key stakeholders on the disease NP and the impact of the disease
• Implement ongoing targeting and profiling of customers to maximise sales
• Identify and grasp listing opportunities for Dupixent in accounts at area level
• Liaise with medico-marketing teams to develop tactical plans for scaling up products penetration and ensure products availability
• Ensure the development and implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget
• Initiate, build and maintain strong relations with key opinion leaders at country and regional level in order to increase market presence for the assigned company products
Post Launch Responsibilities
• Post Launch oversee sales promotion of assigned product to the target doctors to achieve monthly, quarterly and annual targets in line with company strategy
• Supply quality medical information about Dupixent to the different healthcare professionals in compliance with professional ethics and company image, rules and regulations
• Develop weekly and monthly visit plans in consultation with the line manager and in compliance with Sanofi internal sales systems and procedures
• Conduct regular visits to customers to monitor product availability and movement
• Maintain and update product and competition knowledge in order to create a good professional image and build good relationships with trade personnel
• Gather continuous market intelligence data in order to assess impact on Sanofi operations and suggest timely action plan
• Execute the marketing tactics and use sales techniques and operational tools in order to achieve sales objectives and constantly seek to improve selling skills and knowledge
• Update all the required information on doctor cards and list
• Liaise regularly with key opinion leaders, get market feedback and report any relevant information to line manager in line with company procedures and best practice.
• Participate in the implementation of project as and when required
• Analyse performance of Dupixent, identify growth opportunities and provide solutions to management to face all challenges
• Build and maintain strong business partnerships with key stakeholders in all accounts at area level (healthcare professionals, KTLs, tender parties, Clinical Pharmacists) in order to position Genzyme as a strategic partner
• Assess and mitigate risks on business in terms of price cuts, competitors threat, alternative source of supply, etc.
• Carry out business related actions in line with the industry code of ethics and in compliance with company policies and procedures
• Conduct regular visits and participate in symposiums, congresses and meetings in order to in order to increase market presence for the company products
• Network with the sales force in and outside the field in order to get their buy-in and feedback on product strategy
• Conduct competitive environment analysis in order to prepare counter plans for marketing the products and achieving targets
• Prepare and submit monthly activity reports and Market Share reports to the sales & marketing lead
• Prepare and submit monthly activity reports on the CRM system and markets trends/updates to Manager.
Maintain compliance
• Abide by the requirements of the internal Code of Ethics including but not
job requirements
More than 5 years
Not Specified at least

Accounts / Taxation / Audit / Company Secretary

Desired Candidate Profile

BSc in Pharmacy or Medicine
• Business Education is a plus
• Minimum 5 years experience in sales pharma industry
• Minimum 3 years experience in Allergy field
• Robust knowledge/engagements with ENTs and Allergists across all UAE.
• Basic Marketing Knowledge
• Selling skills
• Analytical skills
• Project management skills
• Communication & Negotiation skills
• Relationship management
• Planning and organising
• Results-driven and strategic thinker
• Scientific acumen
• Teamwork


Key Account Manager


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