Key Account Manager

United Kingdom: South West South West

This job is no longer available

Ref: UK15763

Company :Otsuka
Location : South West
Vacancy Type : Permanent - Full Time
Position : Key Account Manager

06/02/2018 15:41:17

Job Description

Ashfield Healthcare are proud to be working with Otsuka to recruit a Key Account Manager. Otsuka is in a very exciting phase of their evolution. They are a dynamic, growing organisation with a diverse group of motivated employees, all working together in an environment that fosters creativity.  Currently undergoing rapid growth and development, the health and wellbeing of patients is the primary focus of their 600 employees in Europe, and everything Otsuka do as a company is geared towards achieving this goal. This is a secondary care led product and renal experience would be an advantage.

Key Responsibilities

Account coordination

  • Coordinate all Otsuka (OPUK and OPEL) account level interactions
  • Lead the production, documentation and implementation of detailed account level business plans, aligned with regional and national brand objectives
  • Identify when other resource (e.g. head office, brand team, OPEL) is required in customer engagements and coordinate this engagement to deliver commercial objectives
  • Map commissioning funding flows and patient flows across both the primary and secondary care healthcare services and identify points of leverage/bottlenecks
  • Work in conjunction with cross-functional teams i.e. Business Unit, Brand Team, Market Access, Professional Relations Manager and Medical to develop stakeholders, in accordance with the stakeholder plan
  • Identify key trends in the local NHS environment across treatment settings (not just within the Trust) and pro-actively identify and drive appropriate business opportunities that will be of mutual benefit locally, regionally and potentially nationally for patients, the NHS and Otsuka. Liaise with HDM to realise commercial opportunities identified as a result of these trends
  • Work closely with the HDM to deliver agreed market access projects e.g. service redesign/shared care guidelines

Sales Delivery

  • Accountable for achievement of the territory sales target
  • Account co-ordination: coordinate and direct all OPUK interactions within selected accounts
  • Deliver a territory business plan that directs activities in key accounts cross all treatment settings and stakeholders through individual contribution and also through cross functional working and collaboration
  • Set and deliver agreed sales targets and business objectives through cross-functional working
  • Generate clinical demand for Otsuka products
  • Establish strong business relationships with identified key customer groups (clinical and non-clinical) to ensure commercial objectives are met as per plan
  • Drive the development of commercially positive formulary, guideline and protocol inclusions for promoted brands in agreed accounts across both primary and secondary care incorporating trust and APC formularies where appropriate. This includes the securing of reimbursement (where appropriate), permission to prescribe, as well as the subsequent implementation and business pull-through
  • Provide regular and accurate account performance reports, customer and environmental insights to the sales manager and other members of the cross functional team. Adapt local strategy/tactics and tactics accordingly
  • Accountable for continued professional development in order to perform at the optimum level for the role
  • Ensure adherence to the ABPI code of practice and to all company policies and procedures

Essential Skills

  • Ability to understand and communicate high level scientific data
  • Highly developed selling skills, commercial skills  and business insights
  • Ability to translate business insights into commercial action plan
  • Previous evidence of successful working in a cross-functional team
  • In depth understanding of the NHS, including commissioning and patient pathways
  • Previous evidence of key account management capabilities
  • Previous evidence/experience of coordinating a broader team to achieve business results
  • Previous experience of gaining market access at a local level (through formulary inclusion)
  • Resilient and adaptable
  • Strategic thinker – able to see the bigger picture
  • Leadership and being part of a broader team
  • Numeracy and literacy
  • Business and commercial acumen
  • Networking, influencing, facilitating, negotiating and communication skills
  • Self-starter; self-coach
  • Positive, can-do attitude, commitment and pro-activity
  • Managing change
  • Influencing without authority


Ashfield is a fast-paced place to work where you will be highly valued. We’ll give you all the support, training and encouragement you need to deliver first-class results for our clients. With an international reach and great support, the opportunities here are wide and diverse.

It’s our people that have made us successful, and we are committed to our values.

Quality, Partnership, Ingenuity, Expertise and Energy.

Successful candidates will benefit from a car, laptop, pension, healthcare and an excellent reward and recognition package. Please note that the ability to drive is a requirement of this role.

If you would like to be considered for this exciting opportunity please select "APPLY NOW" below.

Please note if you have not heard from a member of the resourcing department within 7 days your application has been unsuccessful at this stage.

Thank you for your interest in Ashfield and Otsuka.

Need More Information?

Please contact Alexandra Towndrow for more information about this Key Account Manager job.

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