CSL Plasma Key Account Manager – Northern Spain (based in Bilbao) in United States

The incumbent is responsible for managing existing sales and searching for new opportunities in the assigned territory and to reach the qualitative and quantitative objectives agreed with the National Sales Manager. This position will act as a liaison between the Company and its customers, projecting an image of CSL Behring as a solid leader in the biotherapies marketplace. It is crucial to the subsidiary’s success that KAMs maintain internal synergies to stimulate efficient teamwork with the rest of the CSL Behring departments, especially with the medical and the marketing departments.

Key Account Manager

This position is based in Basque Country or Navarre and would require traveling within other provinces / Regions one to two weeks per month.

Main Responsibilities and Accountabilities:

  • Stays abreast of and constantly evaluates sales opportunities in the assigned territory, drawing on both, IT resources and the Sales Analyst's expertise, analyzing data and evaluating differences between goals and current situation

  • Uses available software (CRM, Qlikview, others) properly, in terms of feeding the system with quantity and quality data, allowing for an optimal management of sales and customer relations. Identifies the right contacts in the territory that will allow market access to CSL Behring’s specialty products in immunology, coagulation and intensive care

  • Prepares biannual sales plans with specific actions aimed at achieving targets. Logs weekly schedules for review sufficiently in advance with the NSM, and implements all daily promotional activities necessary to complete defined and agreed targets. Identifies potential market barriers and develops solutions to overcome them, developing alternative scenarios and optimizing promotional investments

  • Understands the role of key decision makers in the accounts. Finds ways to be perceived as an honest partner that will provide sound advice and support to decision makers. Executes commercial negotiations in agreement with internal policies and the NSM with the decision-making stakeholders (Hospital Managers, Pharmacists, etc.) in the targeted accounts to reach planned sales objectives

  • Contributes to develop an image of the company as a market leader committed to treating rare and/or life-threatening diseases. Ensures customers are thoroughly familiar with our products, markets and competitors. Provides regular updates and creates a relationships based on mutual trust and added value. Puts the resources and materials generated by the Marketing and Medical Departments to good use

  • Maintains knowledgeable promotional activities and preserves relationships with existing customers and with new decision-makers in the health care industry to seize business opportunities in the assigned area

  • Cooperates with the medical and marketing departments to ensure that the global strategic projects generated by Commercial Development succeed and the customer’s adherence and engagement to them are obtained. Strictly follows the current valid pharmacovigilance procedures at CSL Behring. Ensures that any relationship initiated with health care professionals is fully compliant with existing rules and regulations and CSL Values

  • Shares information and best practices with the other members of the sales team to optimize business, stays ahead of the game in our constantly changing environment, and proposes solutions not only for its own territory but also for other areas

  • Facilitates and encourages synergies with other company departments, especially with the medical and marketing teams, as well as with customer service, with the intention to optimize projects and processes

  • Gets engaged with the company's Personal Development Plans (PDP) and with the Training Plans in order to continuously develop and grow professional competencies and skills, not only for personal benefit but to support the Company and the whole Spanish team

Qualifications & Experience:

  • Science degree or equivalent in a health-care related discipline. Master’s degree certification will be valued

  • At least 3 years of progressively successful experience in large accounts management. Experience in promotion and tender negotiation of hospital drugs is required. Rare diseases experience would be a plus

  • Knowledge of the call for tender and negotiated market processes is required. Experience in life science (pharma) companies is a plus

  • Result-oriented mindset with a self-starter attitude

  • Excellent communication skills as well as customer-focus personality

  • Fluent Spanish and good knowledge in English

  • Flexible and eager to travel approximately around one whole week per month

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