Key Account Manager

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About the role

JOB TITLE:   Key Account Manager Rhinology REPORTS TO:          Sales Manager Rhinology - Gulf Countries GRADE BUSINESS AREA L2-1 BU Sanofi Genzyme Gulf DATE AMENDED July 2020 JOB PURPOSE To drive performance for Dupixent Chronic rhinosinusitis with Nasal Polyps indication, build and maintain strong business partnerships with key stakeholders and ensure accessibility in key accounts. To achieve success, it is critical that the KAM Chronic rhinosinusitis with Nasal Polyps: • Ensure the success of the assigned brand in terms of indication, positioning, accessibility of the product • Maximise short and long term sales volumes in line with Company strategies, local regulations and Sanofi compliance rules • Ensure the implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget • Assess and mitigate risks on business KEY RESULTS / ACCOUNTABILITIES Pre-launch Responsibilities • Identify customers, map the accounts and patient journeys, educate key stakeholders on the disease Asthma and the impact of the disease • Implement ongoing targeting and profiling of customers to maximise sales • Identify and grasp listing opportunities for Dupixent in accounts at area level • Liaise with medico-marketing teams to develop tactical plans for scaling up products penetration and ensure products’ availability • Ensure the development and implementation of launch and tactical marketing plans are in line with the local business strategy and meet agreed budget • Initiate, build and maintain  strong relations with key opinion leaders at country and regional level in order to  increase market presence for the assigned company products Post Launch Responsibilities • Post Launch oversee sales promotion of assigned product to the target doctors to achieve monthly, quarterly and annual targets in line with company strategy • Supply quality medical information about Dupixent to the different healthcare professionals in compliance with professional ethics and company image, rules and regulations • Develop weekly and monthly visit plans in consultation with the line manager and in compliance with Sanofi internal sales systems and procedures • Conduct regular visits to customers to monitor product availability and movement   • Maintain and update product and competition knowledge in order to create a good professional image and build good relationships with trade personnel • Gather continuous market intelligence data  in order to assess impact on Sanofi operations and suggest timely action plan • Execute the marketing tactics and use sales techniques and operational tools in order to achieve sales objectives and constantly seek to improve selling skills and knowledge • Update all the required information on doctor cards and list • Liaise regularly with key opinion leaders, get market feedback and report any relevant information to line manager in line with company procedures and best practice. • Participate in the implementation of project as and when required • Analyse performance of Dupixent, identify growth opportunities and provide solutions to management to face all challenges • Build and maintain strong business partnerships with key stakeholders in all accounts at area level (healthcare professionals, KTLs, tender parties, Clinical Pharmacists) in order to position Genzyme as a strategic partner • Assess and mitigate risks on business in terms of price cuts, competitors’ threat, alternative source of supply, etc. • Carry out business related actions in line with the industry code of ethics and  in compliance with company policies and procedures • Conduct regular visits and participate in symposiums, congresses and meetings in order to in order to increase market prese

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