Key Account Manager Neuroscience

Jazz Pharmaceuticals

Madrid or Remote, Spain

Key Account Manager, ensures that Jazz Pharmaceuticals improves patients’ lives, delivers value to HCP and payers, and become a trusted partner within Neurology on a defined territory. The KAM works with relevant internal and external stakeholders and decision makers to ensure access to the right patients and once P&R has been granted, to maximize the promoted products’ availability and sales within assigned key accounts & hospitals.

The KAM will take full accountability for business result within assigned accounts through developing and implementing the regional/account plan. The NAM is familiar with principles of health economics and the clinical implications. Proactively identifies business opportunities and supports appropriate pull-through and understands current state and evolving landscape of integrated payers in the territory.

Essential Functions/Responsibilities

Ensure access of Jazz medicines to the right patients in Madrid, Extremadura and Castilla La Mancha (residiendo en Madrid)
Responsibility for business results within assigned territory/accounts
Have deep knowledge of the decision-making process to gain access for Jazz Pharmaceuticals Neurology products in the accounts, identifying key customers & stakeholders and understanding their perspective on Jazz Pharmaceuticals medicines and competitors
Understand the healthcare environment and its unmet and evolving needs within the therapeutic area
Develop a long-term partnership relationship with key customers
High level of scientific/clinical knowledge to provide disease & therapeutic solutions to HCP key decision makers and other stakeholders. The NAM demonstrates knowledge of Neurology standards of care and emerging clinical trends anticipating customer needs.
Assess, establish, and maintain relations with Key Decision Makers (Head of Accounts, Account Financial directors, Head of Hospital departments, Hospital Health Committees, Pharmacists), and ensure to prescribe the promoted product within its licensed indication.
Present and interpret health economic data to appropriate audiences to demonstrate cost effectiveness & value of Jazz Pharmaceuticals products, using the appropriate resources
Present Jazz Pharmaceuticals neurology brands as required to key prescribers, decision-makers, and other key stakeholders, across each account. Utilize approved resources to engage customers effectively and drive growth
Promote the product within legal boundaries according to Jazz’s marketing and sales strategy to reach agreed targets
Represent Jazz Pharmaceuticals at national and regional events and congresses, when needed, and maintain a positive image of the company with relevant customer groups
Engage customers as required to develop treatment and/or disease specific protocols and drive implementation of these protocols across the relevant territory/account
Develop, implement, and review a cross-functional key account/regional business plan for the territory that is aligned to the strategic brand plan and endorsed by the management team
Account prioritization, setting goals, removing local prescribing/access barriers, coordination of the cross-functional team (medical, access and marketing) within Jazz Pharmaceuticals to develop projects that respond to customers and business needs in assigned accounts and evaluation of achievements
Allocate resources appropriately, track and monitor account performance indicators, and accurately record information as required. Adjust plans and activities as required
Profiling (and regular updating of) key customers and accounts into currently available CRM system
Accurate and timely reporting of customer and business records, through CRM system, using agreed performance measures
Actively look for cross-functional collaboration in full transparency with the MSL and other Jazz personnel
Behave ethically, responsibly, and professionally in accordance with Jazz Pharmaceuticals values and local laws, regulations, and codes of practice

Required Knowledge, Skills, and Abilities

Commercial experience in Hospital setting (prefferred Neurology-Epilepsy).
Demonstrable understanding of funding processes
Capability to drive results and accountable for optimizing deals
Able to visualize the way forward, identifying opportunities that add value to all stakeholders in particular to patients
Advanced communication skills: plans and delivers ideas and information to others in a clear and impactful manner
Experience in working cross-functionally; 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
Advanced account management: understands multiple interdependencies within an account; considers customer goals and needs; maximizes account performance and provide value-based offerings by building long-term relationships through collaborative business planning processes and approaches.
Understands differing perspectives and works together to achieve common goals; bridging boundaries across teams for both external and internal stakeholders
Demonstrate ability to successfully seek out and qualify leads and profile new accounts