Key Account Manager, Liver Disease

Key Account Manager, Liver Disease (NSW) – Ipsen. As a KAM, you will launch new products in the Liver Disease portfolio, establish and maintain strong professional relationships with key customers and health care professionals by providing approved product information and programs to improve patient outcomes, and meet or exceed sales and market share targets while satisfying customer needs. You will work within Ipsen and Medicines Australia Ethics and Compliance rules.

• Maintain expert scientific knowledge in your specialty area.
• Develop and maintain a deep understanding of the patient pathways from diagnosis to treatment in hospital and/or community.
• Demonstrate knowledge of clinical data, guidelines, and clinical practices to provide value to customers using Ipsen therapies.
• Achieve the minimum standard for all disease state, product, and competitor knowledge quizzes, and proactively identify and rectify gaps in knowledge and expertise.
• Demonstrate knowledge by implementing and facilitating tailored, on-label, in-field clinical dialogue for key clinical personnel that optimises patient outcomes.
• Conduct product and/or disease state and/or company presentations to customer groups to position Ipsen products positively.
• Account management: For prioritized accounts utilise Ipsen's account management ways of working. Develop cross-functional collaboration with marketing, medical and other core team members; build and maintain external strategic relationships within the account (decision makers, healthcare professionals, heads of pharmacy, policy/influencers, multi-disciplinary teams); identify drivers and barriers and capture key information in the CRM (Veeva); develop an account plan grounded in customer insights; align on goals and critical success factors; develop an action plan and monitor execution; escalate risks; track progress and evolve the plan with new insights; foster team effectiveness; maintain regular communication with cross-functional colleagues.
• Achieve territory sales targets: Flawlessly execute the marketing strategy and call plan; use territory data and deep customer insights to evaluate performance and identify opportunities for growth and risks (e.g., Power BI dashboards); build and deliver territory action plans; achieve target coverage and frequency using multiple channels; adapt selling style to match the environment and customer needs (hospital account management, patient-centric sales, hybrid working, omni-channel engagement); manage territory resources and budget; timely reporting of activities including call records, customer profiles, adoption ladders, insights sharing, sales analyses, monthly reporting and Medicines Australia requirements.
• Setting and delivering outcomes: Set and achieve ambitious account-level goals and objectives by identifying, informing, influencing, and leveraging internal resources; deliver value for Health Care Professionals using the latest and most validated selling and key account management principles; maintain a professional level of discussion with clinicians that positions Ipsen products accurately and delivers positive outcomes.
• Demonstrate a positive, proactive and engaged attitude towards work tasks and continuous improvement in role: attend and prepare for company meetings; maintain capacity and commitment to cross-functional teamwork; proactively seek opportunities for continued professional development and enhancement of skills; perform other duties as assigned by the Manager; demonstrate a commitment to personal development; contribute to a positive culture and internal team environment.
• Behave in a manner consistent with the MA Code of Conduct, The Ipsen Code for Ethical Conduct and the Ipsen Way of Being: champion the Ipsen Way of Being within the Ipsen business & Sales team; ensure compliance with MA Code of Conduct and all applicable laws and compliance codes; work in accordance with Ipsen pharmacovigilance requirements; demonstrate the Ipsen Way of Being in all engagements; perform all work in a safe manner that ensures health and safety of all employees.

• Education / Certifications
  Tertiary qualification in science, nursing or similar discipline
• Experience
  • Demonstrated success in specialist therapeutic areas (hepatology / gastroenterology preferred)
  • Launch experience highly regarded
  • Demonstrated strong account management, superior selling competencies and proven sales performance track record of meeting or exceeding goals in a specialist/hospital or similarly complex environment.
  • Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network.
  • Demonstrated drive and resilience to identify customer needs and preferences, with a strong focus on persistence, adaptability, and ability to uncover insights and overcome challenges in a competitive environment.

• Not Applicable

• Full-time

• Sales and Business Development

• Pharmaceutical Manufacturing