Overview

The role of the Key Account Manager is to promote (in-person and virtually) the Jazz product portfolio to maximise the full sales potential on a defined territory by building belief and conviction in our products. They are accountable for achieving sales and related performance targets (as defined by the management team) within the changing NHS structure. The Senior Key Account Manager will partner with the cross-functional team to orchestrate a multi-channel approach to deliver value to NHS stakeholders leading to effective reach, partnership, and ongoing engagement. They will display role model behaviours in terms of cross functional collaboration with other team members including but not limited to their MSL, and members of the head office team. They will engage clinical customers in peer-to-peer clinical advocacy and effectively use all the multi-channel platforms using the appropriate technology in a hybrid capacity. They will also partner effectively with the medical team and their local Medical Science Liaison colleague to ensure high quality scientific engagement and education. They will look for opportunities to use their own territory advocates nationwide to support other KAMs in achievement of their local objectives.

The Senior Key Account Manager will support the Sales Director (SD) in the implementation of critical projects such as Key Account Excellence. They will work with the SD to implement new ways of working in the pursuit of excellence and will display leadership behaviours that encourage the adoption of new initiatives by the team. The Senior Key Account Manager will take responsibility for additional projects as needed such leadership of team meetings and organisation of training required by the KAM team. The Senior KAM will demonstrate their leadership ability by actively sharing insights and best practices across the team and consistently find opportunities to contribute to the effectiveness of others. The Senior Key Account Manager will take full accountability for the preparation and execution of strong territory business & key account management plans, fully utilising agreed processes, and procedures, in alignment with local Code (ABPI/ IPHA) standards and in close collaboration with the cross-functional JAZZ team, including both field based and head office-based colleagues. The role requires a hybrid approach whereby the Key Account Manager will use multi-channel customer approaches including in-person and virtual calls and meetings to sell the benefits of the haematology portfolio to achieve goals in terms of activity and sales targets.

Responsibilities

• Sells effectively to build belief and conviction in Jazz products across accounts and deliver financial objectives by using the selling model (in-person and virtually) to promote products\' clinical attributes/benefits and value proposition to positively influence prescribing behaviours at a consistently high level.
• Engage clinical customers in peer-to-peer advocacy through use of a range of platforms for measurable impact, e.g., educational events, symposia, peer-to-peer programmes delivered virtually and in-person.
• Effectively develop and influence advocates through linking information and stakeholders across broad-ranging networks (in-person and virtually) to support expertise and conviction to use product with appropriate patients beyond their own territory.
• Orchestrate ongoing healthcare professional engagement using tailored content such as approved emails and webinars.
• Demonstrate comprehensive knowledge of Jazz products, the therapy area and other approved treatments, and identify opportunities to improve KAM team knowledge and skills.
• Work with support from the SD to create interventions that can improve knowledge and skills in the KAM team.
• Create impactful, flexible, high-quality, customer-focused account plans that embrace customer needs and concerns and engage via a multi-channel approach; promote Key Account Excellence and model cross-functional working with other territory and head office colleagues.
• Align the plan to brand strategy, co-create and closely manage the plan in collaboration with sales, market access, and medical colleagues, compliant with ABPI/IPHA standards.
• Evaluate performance against the plan using robust metrics; monitor progress and adapt to environmental and network changes.
• Demonstrate the ability to secure appointments both in person and via remote technologies in a compliant manner aligned with KPI expectations.
• Model effective use of multi-channel platforms to engage internal and external customers using appropriate technology in a hybrid capacity, with occasional changes to customer lists and territory boundaries.
• Apply a broad range of analytical tools to evaluate data, identify challenges and threats, and support the team in applying these tools.
• Harness and deploy Jazz cross-functional resources in a coordinated manner through strong project management.
• Identify account and locality pathway challenges and opportunities; monitor changes to the healthcare system and gain organizational commitment to act on insights shaping patient access and business growth.
• Take accountability for local formulary access in accounts by removing local prescribing barriers and optimising place in the pathway.
• Responsible for the implementation of the territory and key account plans.
• Behave ethically, responsibly, and professionally in accordance with Jazz values and ABPI code of practice, including up-to-date Jazz Learns and mandated training.
• Work with the Sales Director to support national implementation of critical business projects and contribute to the Business Unit strategy and direction.
• Actively share insights and best practices across the team; demonstrate trust by helping others improve their effectiveness; partner with the medical team and MSL colleague.
• Profile and regularly update key customers and accounts in the CRM system; ensure accurate and timely reporting of customer and business records.

Qualifications and Skills

• Excellent selling skills with previous specialty pharmaceutical sales experience and a proven track record in orphan disease areas.
• Advanced account management skills with business acumen and an innovative approach to projects and solutions.
• Experience in disease area is preferred; adaptability to optimise multi-channel technology is crucial.
• Proven track record of securing appointments in-person and via remote technologies; experience in cross-functional teams and project planning with measurable success.
• Effective and persuasive communicator with professional presentation skills in face-to-face, group, and virtual settings.
• Ability to access funding for new and existing drugs with understanding of NHS structure, funding flows, and pathways.
• Experience partnering on joint projects delivering benefits to stakeholders and patients.
• Proficient IT skills (MS Office) and experience using CRM tools; ability to engage customers via multi-channel approaches.
• Life Sciences degree or equivalent; ABPI examination pass; full driving license.

Company Information

Jazz Pharmaceuticals is a global biopharma company dedicated to innovating to transform the lives of patients. Our portfolio includes leading therapies for sleep disorders and epilepsy, with a growing portfolio in cancer treatments. We are headquartered in Dublin, Ireland, with global operations and a diverse pipeline of therapeutics in oncology and neuroscience. For more information, visit www.jazzpharmaceuticals.com.

Jazz Pharmaceuticals is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any characteristic protected by law. The successful candidate will be eligible for benefits including medical, dental and vision insurance, retirement savings plan, and flexible paid vacation. See our Benefits offering for more information.