Celgene Manager Key Account Pharmacy in Munich, Germany

Description

Under the direction of Associate Director Key Account Manager /Pharmacy, this individual will be responsible for managing and developing key pharmacies account relationships through interactions with the customer in a way that represents the full therapeutic capabilities of the supplier Celgene.

Establishing an enduring and sustainable competitive advantage through a set of differentiated services, solutions and economic models specific to key accounts, in order to minimize price erosion and leverage the full portfolio of hematology/oncology/immunology drugs.

Developing and establishing a Pharmacists/Pharmacies Key account program based on comprehensive examination of the needs and buyer perspectives of the pharmacy customer segment (external) and on co-operation with all relevant departments (internal), i.e. sales, marketing, medical and finance

Establishing and maintaining relationships to pharmacists’ associations and key pharmacists

Responsibilities include, but are not limited to:

  1. Responsible for developing economic models and design template contracts to be used with key accounts such as buying groups, compounders, trusts or major hospital pharmacies

  2. Assumes a leadership role in the preparation for, and the conduct of negotiations with key accounts, incl. communication of outcome/benefits and the post-hoc tasks and commitments

  3. Conducts a comprehensive evaluation of the pharmacy universe with the objective to segment buyers, identify key accounts and opportunities to maximize sales and/or preempt attempts to negotiate on price

  4. Organizes Pharmacy Ad boards; draft and co-ordinate contents with relevant departments and provides feed-back on outcome/relevant action items to the functional departments

  5. Establishes a relationship and maintains a network to pharmacists associations (ADKA, ABDA, DGOP) and at a personal level, to key pharmacists

  6. Develops mid-to-long range Pharmacy Key Account Plans based on an a assessment of buying and strategic potential of individual pharmacies, with a priority focus on compounder , hospital pharmacies and pharmacies co-operating with PBOs

  7. Monitors the pharmacies landscape to anticipate trends and to recognize economic scenarios impacting our therapeutic offerings

  8. Assists in training and qualification of all sales force with regards to calling activities at pharmacies (drug and service detailing, negotiations etc.)

  9. Supports delivery of key medical and promotional messages to pharmacists in full congruence with the Marketing and Medical department

  10. Partners with the Business Unit Heads and the Regional Business Managers ensuring optimal returns on closed contracts and generally, to explore opportunities for maximizing sales at existing accounts or new accounts

  11. Organizes, in close co-operation with the event management team & the medical affairs team, our presence (exhibition and educational program) at national pharmacist congresses

Qualifications

Skills/Knowledge Required :

  • Strong identification with Celgene’s values

  • Excellent communication and negotiation skills

  • Ability to analyze complex markets and processes

  • Solid knowledge of business and accounting calculations

  • Ability to master required knowledge of therapy area

  • Ability to recognize and act on market changes and opportunities

  • Strong business judgment

  • Management skills, incl. planning, prioritization, objective setting, meeting management and plan execution

  • Networking abilities

  • Strong project and team management capabilities, applying interpersonal, persuasive, emotional and leadership skills

  • Accurate and organized

  • Able to take initiatives and act pro-actively

  • Enthusiastic and strong self motivator, open-minded

  • Creative thinker, coming up with solutions providing “win-win”

  • Computer literate and English language skills

*LI-POST

Manager Key Account Pharmacy

Location: Munich, BY, DE

Job ID: 17001525