Key Account Manager, Tavneos (Ontario)

Summary of Purpose:

Reporting to the National Sales Director, the Key Account Manager (KAM) will be responsible to promote Tavneos (Avacopan), a first in class treatment for ANCA-Associated Vasculitis (AAV). The promotion will be centered around rheumatologists, nephrologists, hospitals pharmacists and healthcare professionals mainly in CanVasc centers (Canadian network for research on vasculitides).

TAVNEOS is a novel therapy for GPA/MPA that selectively targets C5aR and is indicated for the adjunctive treatment of adult patients with severe active anti-neutrophil cytoplasmic autoantibody (ANCA)-Associated Vasculitis.

The KAM will be responsible to develop and implement a strategic business plan for centers that treat and manage AAV to launch Tavneos to drive usage to the appropriate patients. Individuals must have a strong key account approach and the ability to develop innovative solutions to engage customers and drive business within a unique selling context. Experience in rheumatology is a strong asset. The incumbent will develop superior customer relationships through the application of strategic account management. The Key Account Manager will be responsible for maximizing OCPI product sales in the assigned territory to ensure full compliance with IMC Code of Conduct and OCPI policies in all aspects of interactions with healthcare professionals. The KAM must demonstrate strong disease management and product knowledge in the assigned market.

Responsibilities:

• Prepares and implements a territory plan with set territory specific objectives; conducts promotional programs, represents, and promotes OCPI as a leader in the assigned therapeutic area
• Surpasses the assigned sales objective for the territory
• Develops and maintains relationships with Key Opinion Leaders and speakers, including rheumatologists, nephrologists, hospitals pharmacists and healthcare professionals. Develops, manages, and maintains relationships with key decision-makers
• Manages the territory in an efficient and orderly manner through effective sales planning and implementation, ascribing to principles of key account prioritization.
• Must be able to work cross-functionally with all OCPI associates in order to facilitate a well-coordinated effort within accounts. Coordinates interactions between OCPI and various stakeholders within key accounts. Collaborates with marketing and medical counterparts to deliver value-added programs to customers
• Plans and organizes accredited and other learning programs to communicate appropriate approved product information to appropriate HCP customers. Moreover, understanding of technologies to work in the post-COVID world in terms of hybrid education and phygital (physical, virtual, and digital communication).
• Must demonstrate strong disease state and product knowledge and the ability to develop strong professional relationships
• Complies with IMC Code of Conduct as well as complies with all OCPI standards and policies relating to all job activities
• Understands and consistently applies OCPI’s corporate values and policies to everyday activities
• Monitors and reacts to trends within assigned accounts
• Demonstrates a consistent completion of administrative requirements including reporting in a timely manner, budget management, log-ins, etc.
• Operates the territory within the assigned expense budget
• Reporting Safety Information, Product Quality Complaint and Customer Feedback as per training on current procedures
• Performs other related duties as required

Qualifications and Key Competencies:

• University Bachelor’s Degree in Health Sciences or relevant field
• 5 years of experience as a KAM especially in Rheumatology would be a strong asset or knowledge on complement system
• Experience in institutional specific selling would be a strong asset
• Documented success in key account management and/or specialty sales within pharmaceutical and /or institutional markets
• Experience in calling on pharmacy and nursing staff associated with an hospital account
• Proven problem-solving abilities
• Knowledge of reimbursement issues in the private and public markets (Exceptional Access Program in Ontario), including institutional and retail market channels
• Strong business background and the ability to build and support care teams for monitoring and follow up of patients in a customized care model, tailored to the specific needs of the clinic.
• Knowledge of patient flow and treatment options
• Proven ability to establish and cultivate key customer relationships
• Ability to gather customer specific information, analyze quantitative data, and interpret information
• Ability to clarify customer interests, address customer issues, and manages customer expectations
• Ability to link solutions to patient customer needs, deliver a compelling presentation, displays personal conviction, and establish credibility and trust
• Ability to work independently and to adapt to changing market dynamics and demands
• Excellent interpersonal and communication skills
• Strong time-management, organizational and planning skills
• Ability to apply newly learned knowledge and skills
• Computer skills (Veeva, excel, powerpoint, words)
• Valid driver’s license and a good driving record
• Must live in or be willing to relocate to the assigned geographical region in order to be considered
• Travel required (up to 35% of the time)

Supervision of Others:

None