Key Account Manager - Mid-Atlantic

Biocodex is a French family-owned pharmaceutical company headquartered in Gentilly, near Paris, France. The company was founded in 1953 to develop and market the world’s first probiotic yeast strain, Saccharomyces boulardii CNCM I-745®, discovered in 1923.

Building on relationships established for nearly 70 years with healthcare professionals, the Biocodex teams work daily for the health of all and focus their activities around three main areas:

• Microbiota to educate the general public and healthcare professionals on the growing importance of microbiota, advance scientific breakthroughs in microbiota by funding academic research, provide solutions for preserving microbiota health with its unique probiotic drug Saccharomyces boulardii CNCM I-745®, innovate with its Symbiosys® range and make early-stage investments in start-up companies
• Orphan diseases for patients with severe orphan pathologies around the world, such as DIACOMIT®, which is indicated for the treatment of Dravet syndrome, a rare and very severe form of epilepsy in children
• Women’s health with the Saforelle® brand for women of all ages.

With more than 1,600 employees, Biocodex generated net revenues of above €500 million in 2022, including 42% in France and 58% internationally. The group is present in 115 countries through wholly owned subsidiaries in 16 countries and a network of distributors worldwide.

In order to accompany the growth of Biocodex, we are looking for a: Key Account Manager for our Mid-Atlantic Territory covering New York, New Jersey, Connecticut, Pennsylvania, Delaware, Virginia, District of Columbia, Maryland

The Key Account Manager (KAM), as a member of the Dravet 8 Team, will act as the primary customer interface, providing customers comprehensive disease & product knowledge, executing Sales & Marketing strategies in the designated territory. The KAM is empowered to own the business for their Therapeutic Area within the ecosystem and to optimize as appropriate; focused on improving the customer and patient experience across the care continuum.

Essential Duties and Responsibilities

The candidate must reside within the territory and within close proximity to a major airport.

RESPONSIBILITIES

Sales Performance

• Deliver sales and related objectives (KPIs) against territory targets and contribute to individual, team and national goals

• Develop relationships with KEE’s (Key External Experts) and stakeholders by being an expert in the products & relevant disease area as well as local health systems process and procedures

• Build strategic relationships and networks that grow advocacy within accounts and creates opportunities to educate healthcare providers to effectively identify, diagnose, and treat patients

• Remove local reimbursement access barriers by identifying access challenges and providing education on the programs and services provided by our Specialty Pharmacy and the Biocodex Patient Access Program and Team

• Develop, implement and review a cross-functional key account business plan for the territory that is aligned to the strategic brand plan and endorsed by the leadership team

• Act decisively and responsively by prioritizing budget allocation to meet territory objectives.

• Meet agreed performance metrics, reporting against these on a regular basis

Customer Knowledge & Market Insights

• Prioritize customers and opportunities to maximize impact leveraging all available data sets and stakeholder input to inform effective decision making

• Responsible for collecting ecosystem insights and trends

• Successfully seek out and qualify leads within assigned accounts and work with management on identification of potential accounts

• Partner with other departments and patient advocacy groups to support education and disease state awareness in the local communities

• Strong understanding of the local managed care environment and reimbursement information

• Execute commercial programs across account and customer segments, and present approved materials to deliver value added messaging in a compelling and compliant manner

Business Analytics and Sales/Territory Planning

• Develop and implement business plans and manage delegated budget in alignment with manager.

• Profiling (and regular updating) of key customers and accounts into currently available CRM system

• Effectively implements Customer Action Plans and marketing initiatives in order to achieve sales goals.

• Accurate and timely reporting of customer and business records, through CRM system, using agreed performance measures

Willingness and ability to assist with ad hoc business projects as defined and directed by the management team

• Willingness and natural ability to develop then share best practices, both across US and later on across countries, to continually enhance company performance

Project manager, you will be assigned a region and you have the responsibility.

• Mapping key stakeholders involved in the management of these patients

• Identifying and overcome challenges or obstacles that limit the access to Biocodex products, or limits product or disease state education which may prevent patients from benefiting from the best possible care, within the region

• Proposing solutions to support improvements in account access, product access, product messaging and marketing ideas, disease state educational materials, industry trend awareness, local advocacy group opportunities, etc., and identify the relevant stakeholders to collaborate with in the development and implementation of approved solutions

• Establishing strong relationships with key thought leaders and customers and demonstrate ability to recognize and devote the necessary time and resources needed to engage with HCP’s

QUALIFICATIONS & REQUIREMENTS

• Bachelor’s degree BA/BS from an accredited College or University is required • 5 years of successful experience in pharmaceutical/medical/healthcare space preferred, including virtual/remote interaction Neurology/Pediatric Neurology/Epilepsy/DRAVET Syndrome

• Rare/Orphan disease

• Complex health system experience

• Centers of Excellence (e.g., Epilepsy Centers/Dravet CCCs)

• Academic physician/HCP training programs (e.g., residency and fellowships)

• Engaging Key External Experts (KEE's)

• Experience in working cross-functionally with medical, commercial, patient advocacy and market access functions

• Self-starter with a strong sense of personal accountability as well as the ability to work in a cross-functional team in a dynamic environment

• Proven track record in negotiating & influencing within a healthcare setting to deliver agreed and measurable objectives

• Effective and persuasive communicator with excellent presentation skills

• Demonstrates extensive understanding of the managed care industry, formularies, National and local plans within the region, and federal programs such as Medicare, Medicaid, and VA

• Experience in working with appropriate partners on joint projects that deliver benefits to all stakeholders, in particular to Healthcare Providers and the patients they treat

• Proven organizational skills with ability to problem solve and manage multiple priorities in parallel

• Facilitates open and honest conversations with colleagues and gives candid ongoing feedback.

• Transparently shares best practice and is open to constructive feedback.

• Field travel estimate is 40-80% depending on geography and customer preference

• Complete all required training, testing, and product certifications within the designated time frames.

• Embrace and follow policies, practices, company standards and values in support of our customers, patients, fellow employees, and individual expectations

• Emulate best practices and shares customer insights by contributing valuable perspective to colleagues within the organization.

• Emphasize accountability and the highest standard of ethical conduct.

• Demonstrate an entrepreneurial and proactive approach; is organized and able to work with a sense of urgency.

• Act as a real team player and loves to work in a highly dynamic environment

OTHER INFORMATION
This position is full-time
Benefits: Medical, Dental, Vision, Life Insurance, Short & Long-Term Disability, and 401K.
Position open to people with disabilities

WHY BIOCODEX
Our four values are driving forces and bonds for all teams: we play collectively; we shape fair relations; we dare to innovate; we care for our ecosystem.

At Biocodex, we do not discriminate on the basis of gender, age, disability, nationality or sexual orientation. In fact, we welcome diversity, which we recognize as a source of strength for the company.

At Biocodex, our CSR approach is an holistic one to reconcile the 4P's (People, Planet, Profit and Purpose) and we also ensure that our employees are provided with necessary and relevant tools for both their personal and professional development, while offering them competitive advantages and services.

Join us!

Take up the challenge and send your application!