Company Description
At Sobi, each person brings their unique talents to work as a team and make a difference. We are dedicated to developing and delivering innovative therapies to improve the lives of people who live with a rare disease. Our edge comes from our team of people and our commitment to patients.
Job Description
Accountable for dyslipidemia portfolio within area of responsibility.
To develop and maintain relationships with thought leaders, presenting information to physicians and other healthcare professionals to ensure sales and patient Identification numbers are met. To drive patient identification and reimbursement and sustain the patients on treatment, providing support to medical and paramedical communities on the optimum use of the product.
Key Responsibilities
- Communicate to HCPs Disease state knowledge and awareness
- Act as credible field-based reference in order to effectively introduce and build product and disease awareness
- Key Account Manager (KAM) will partner with and ensure the long-term success of customers.
- KAM will be responsible for developing long-term relationships with a portfolio of assigned customers/accounts including Physicians & Payors, connecting with key business executives and stakeholders.
- Assists in the identification and resolution of issues and opportunities, and communicates proactively to sales and marketing management
- KAM should be focused on a customer centricity approach, being able to deliver the best value proposition for each customer and be able to identify key business questions and define priorities from each account, through the development of account plans.
- KAM should be able to design and implement specific projects at account level and interact with hospital Pharmacies, purchasing departments and management boards.
- Analyse performance for products in the portfolio, identify growth opportunities and provide solutions to management to face all challenges
- Provide, update, and analyse data related to Sobi portfolio in all accounts at area level such as monthly consumption, forecasted orders, phasing of orders, stocks, etc
- Assure that Sobi products are used in the most effective and efficacious manner
- Liaise with cross functions to develop tactical plans for scaling up products’ access and ensure products’ availability
- Liaise with HCPs in order to conduct scientific exchange and support earlier patient identification
- Provide support for evidence-based treatment protocols and pathways
- Identify customers and manage sales promotion of assigned registered products to the target doctors to achieve monthly, quarterly, and annual targets in line with company strategy
- Conduct regular visits and participate in symposiums, congresses, and meetings in order to increase market presence for the company products
- Carry out business related actions in line with the industry code of ethics and in compliance with company policies and procedures
- Develop weekly and monthly visit plans in consultation with the line manager and in compliance with internal sales systems and procedures
- Maintain and update product and competition knowledge to represent Sobi as the leader in rare disease area
- Implement ongoing targeting and profiling of customers
- Liaise with key opinion leaders, get market feedback, and report any relevant information to line manager in line with company procedures and best practice
- Proper reporting and monitoring competition activities & market dynamics
- Enrich continuous collaboration & alignment with Cross-functions in all activities
- Proper planning & time management and high sense of urgency & fast execution of the assigned tasks in our daily work.
- Making decisions in the proper time and taking the lead in initiating the efficient action Plans whenever needed.
- Caring about patients and working together to make Sobi a global leader in getting transformational treatments to people with rare disease and improving their quality of life and saving their lives whenever possible.
Scope of the Job
- Monthly, Quarterly, and annual sales targets.
- Area coverage and calls frequency in Veeva CRM
- Quality of sales calls
- Achieve high level of accuracy in completing the work-frame templates (Stock and Consumption, Pending PO & quotations, Pts Tracker, Pts & Formulary addition status, enlisting plan, Weekly plan & feedback, Contact lists and Travel plan)
- Enrich continuous collaboration & alignment with Cross-functions in all activities
- High performance in Medical Background including diseases and products knowledge
Qualifications
Education/Learning Experience
Bachelor’s degree in a medical field (Pharmacy, Medicine)
Work Experience
- 2-5 years Sales experience in Pharmaceutical Industry within assigned geographical area of responsibility
- Experience in Dyslipidaemia, Endocrinology, Cardiology are preferred.
Skills/Knowledge
- Microsoft office (Excel, PowerPoint & Word…etc.)
- Ability to Manage diversified portfolio and business complexity.
- Proven track record of achievements & demonstrated ability to consistently meet and exceed sales Budget.
- Knowledge of the local health systems and decision-making processes
Personal Attributes
Demonstration of Sobi values (Care, Ownership, Urgency, Partnership, Ambition)
Languages
Fluency in written and spoken English & Arabic
Critical competencies:
- Communication skills
- Negotiation skills
- Analytical skills
- Business acumen
- Scientific acumen
- Interpersonal skills
- Teamwork
- Independence and initiative
Additional Information
Principal Interfaces / Relationships
Internal:
Leadership of the Regional BU, including KAMs, BU Product Manager, MSMs and Support Staff
Cross functional team, local affiliate management and staff
External:
Clinical BU treaters, nurses and biomedical scientists, pharmacists as needed plus appropriate required relationships with agreed local market access stakeholders
Opinion leaders and decision makers including local patient organizations
