Business Account Manager

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Job Description

OBJECTIVES/PURPOSE:

• Responsible for maximizing utilization in key therapy Areas and patient outcomes of the Takeda offering (portfolio of Immunology products) in designated territories/accounts

• Drive account stakeholder relationships; develop and monitor long-term relationships between Takeda, the account and its key stakeholders

• Responsible for driving and achieving the business objectives through insights and analytics to prepare VB-KAM (Value Based -Key Account Management) plans within the allocated budget

ACCOUNTABILITIES:

• Understand the account situation, challenges and needs

• Formulate comprehensive, robust and insight-driven key account plans

• Deliver on agreed objectives and tactics within the key accounts in order to drive Takeda performance in define Therapy Areas

• Ensure account plans, objectives and KPIs are transparent to the whole account team and senior leaders (captured in CRM)

• Manage the account plan execution according to agreed timelines and budget • Conduct market surveillance and communicate in-field intelligence on customer insights, external stakeholder activities and trends to key internal stakeholders (including commercial, medical, market access)

• Support and collaborate with Access partner to gain product access to local formularies and/or protocols within own accounts.

• In coordination with supply chain, ensure Takeda product(s) is/are available at account level

• Operate in a manner that is always in line with compliance and legal requirements and according to the marketing and sales strategies.

• Act as an ambassador of the Takeda brand, its vision and values Stakeholder Engagement

• Develop long-term relationships between Takeda and key strategic accounts and their stakeholders

• Identify key external stakeholders and develop deep understanding of their needs, collaborating on initiatives and co-creating mutually beneficial solutions that will add value to them and the patients

• Drive the implementation of the innovative offerings with key stakeholders and help differentiate Takeda from its competitors

• Support and advise Healthcare professionals on the correct use of Takeda product and services portfolio

Cross-Functional Team Leadership:

• Proactively coordinate collaboration with Marketing, medical and market access (and other internal stakeholders) to ensure alignment in objectives and activities with accounts and external stakeholders.

• Monitor the account plan progress and hold collaborators, and self, accountable as agreed

• Lead the core account team meetings and present account plans and progress at relevant local meetings to the management

• Identify and address any collaboration misalignments Operational Excellence

• Prioritize and manage accounts within assigned territory by assessing appropriate business opportunities through contacts with key decision-makers and important local stakeholders

• Systematically analyze success of plans (e.g. sales, market developments, competitors) and propose mitigating actions as needed.

• Use learnings to further improve planning and execution

• Make changes as needed based on new business opportunities and changes in the marketplace to achieve financial objectives

Critical Skills and Competencies:

• Strategic Approach: Balances between the long-term vision while driving the short-term goals

• Collaboration: Establishes productive relationships and partners with others across the organization to ensure common understanding of objectives and achieve shared goals

• Drive for Results: Holds self and others accountable for delivering on commitments that align with our short- and long-term goals, never forgetting the result is to help patients through innovation in medicine

• Engage Others- Communicate with Impact: Motivates and influences others to gain support for ideas, strategies and actions in service to providing superior pharmaceutical products to patients; provides appropriate background so that messages are meaningful with audiences

• Customer & Patient centricity: Focuses on customer satisfaction and delivers a quality service or product to the agreed standards; understands the unmet needs of the patients

Experience and Education:

• Bachelor’s degree in science/pharmacy

• PGDBA/MBA desirable not necessary

• Minimum of 8 years of industry experience with at least 5 years within specialty care environment (Pharma/Medical Device)

• Experience in managing customer relationships across the full spectrum of customer types in healthcare industry.

• Account management experience desirable

• Therapy and Product area knowledge (Gastro/Hepatology/Nephrology/Critical Care)

• Healthcare environment knowledge

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