Business Account Managers

1 x East Midlands
1 x North East & Northern Ireland
 

JOB PURPOSE
To be in a senior management position within the organisation, collaborating across every aspect of the UK business in line with the company vision, values, and objectives.

To lead and direct accounts teams within strategic geographies to customise Grunenthal product/service offerings to meet local customer needs, deliver superior customer service, and achieve sales, growth and profitability targets. To directly manage and develop a group of Pain Sales Specialists/Executives to enable them to achieve their potential.

JOB CONTEXT
Reporting to the Sales Director.

KEY RESPONSIBILITIES

Leadership of Account Teams

1. To provide direction to a team of pain sales specialists/executives.
2. To collaborate with the Health Economic Liaison Managers (HELMs) regarding market and patient access.
3. To liaise with Medical Scientific Liaison (MSL) teams regarding access to science.
4. To motivate and empower the team to deliver business goals.
5. To align activities of account teams with local business plan, corporate goals and marketing campaigns.

Account Planning & Delivery

6. To ensure account teams have a detailed understanding of local health economies within strategic geographies.
7. To develop an annual business plan for area/region showing how corporate goals will be achieved.
8. To prepare robust account plans in conjunction with account teams for the development of business within key accounts, and action plans for the remaining accounts within the region.
9. To work with account teams to deliver agreed actions and targets outlined in account plans.
10. To customise marketing activities in line with the local needs of the key accounts e.g. make decisions about: the need for customised promotional materials, usage of branded items, deployment of regional mailings and AV meetings, and customer targeting.
11. To contribute to the development of robust marketing strategies/plans and promotional campaigns at a national level, and work collaboratively with marketing on the deployment of centrally held resources within local area e.g. national congresses; advisory boards.
12. To establish effective performance management systems across area of responsibility to ensure sales targets and other key performance indicators are achieved; to robustly monitor performance of account teams and initiate corrective action as required.

Financial Management

13. To ensure sales and profitability targets and other key performance indicators are achieved across strategic geographies.
14. To set realistic yet stretching sales forecasts for the development of business across area of responsibility.
15. To assume responsibility for directly managing the budget for sales personnel (including those on contract) and local marketing activities such as local adaptation of promotional materials, AV meetings, local education meetings.
16. To ensure all expenditure is tightly controlled and managed in accordance with agreed budgets and business plan.
17. To identify ways of improving corporate profitability including ROI from invested resources.

Line Management

18. To effectively line manage a team of pain sales specialists/executives; ensure robust processes are in place for the selection, performance management and development of direct reports.
19. To conduct regular field visits with pain sales specialists/executives to ensure their selling skills and account management skills meet required standards.

Compliance

20. To ensure all business operations within area of responsibility comply with company standards and the ABPI Code of Practice, and to contribute to the monitoring of compliance with such codes across account teams.

Education/Qualifications

• Degree in health/science or business related subject or equivalent qualification.
• ABPI qualified.

Experience

• Demonstrable experience in pharmaceutical industry including experience and proven success in a 1st line management role.
• Track record of successfully delivering sales and profitability targets as a line manager.
• Previous experience of successfully managing key accounts is desirable.
• Experience of operating within pain market is desirable.
• Marketing experience is desirable.

Specific Skills

• Well developed leadership capabilities.
• Account management skills inc strong commercial acumen.
• Excellent planning and organisational skills.
• Self-motivated and displays high levels of energy & drive.
• Strong analytical (verbal and numerical information) and problem solving skills.
• Detailed knowledge of UK pharmaceutical industry, relevant markets and competitors.
• Strong influencing and negotiation skills.
• Detailed knowledge of NHS policies, structures and processes, how these are changing, and their potential impact on Grunenthal products.
• High standard of oral and written communication, including well developed presentation skills.
• High level of self awareness and the ability to adjust behaviour to suit a given situation.
• Well developed training, coaching and people development skills.
• Evidence of competence across all job related areas (see section 5 for further details).
• Competence in the use of MS Word, Excel, and Powerpoint is essential.

Other

• This job will involve a significant amount of travel with the need for overnight stays.
• Required to reside within the Region

COMPETENCIES FOR ROLE

1. ACCOUNT PLANNING: Analyses the local health economy and uses customer intelligence to develop accounts plans that deliver superior customer satisfaction and hit commercial targets.
2. SOLUTIONS SELLING: Builds effective relationships and partnerships with customers; sells Grunenthal as the partner of choice to key accounts.
3. INTERPERSONAL EFFECTIVENESS: Communicates clearly and effectively both verbally and in writing, and works collaboratively with account team and the wider business.
4. PERSONAL DRIVE & INTRAPERSONAL EFFECTIVENESS: Dynamic and goes about work with a positive attitude; combines a strong desire for achieving results with a desire to continue learning and improving.
5. COMMERCIAL ACUMEN: Effectively manages available resources to gain the maximum business outcome in terms of return on investment and profitability.
6. LEADS & DEVELOPS THE ACCOUNT TEAM: Sets the direction/vision for progressing accounts; motivates others towards goal attainment; empowers others to act, proactively resolves conflict, and delegates effectively and appropriately; and develops the skills, knowledge, abilities and competencies of the account team.

The above description is intended to describe the general content and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements.

 Please apply in the first instance to: alison.wallace@grunenthal.com

online:  02 Mar 2010