Key Account Manager

Title:

Key Account Manager

Company:

IPSEN K.K.

 

About Ipsen:

Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.

 Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company’s success. Join us on our journey towards sustainable growth, creating real impact on patients and society!

For more information, visit us at https://www.ipsen.com/ and follow our latest news on LinkedIn and Instagram.

Job Description:

The Key Account Manager (KAM) is responsible for managing and nurturing relationships with the company's most important and high-value clients. This role serves as the primary point of contact between the organization and its key accounts, acting as a trusted advisor to understand client needs and align them with the company's products and services.

The KAM is tasked with developing and executing strategic business plans, driving sales growth, and ensuring customer satisfaction. They play a crucial role in maintaining client loyalty, maximizing long-term profitability, and contributing significantly to the company's overall success by managing a portfolio of major clients and identifying new business opportunities within existing accounts.

Product responsibilities may be broad and may cover multiple products depending on business needs. Territory/area assignments are determined by the Company and may be changed from time to time.

Main Responsibilities

Strategic Planning and Goal Achievement

• Consistently achieve sales targets and commercial objectives for assigned territories.
• Develop and execute strategic business plans through the Key Account Management (KAM) process.
   

Customer Relationship Management

• Build and maintain relationships with key customers (hospitals, healthcare institutions, pharmacy chains, etc.).
• Understand customer needs and provide tailored solutions.

Account Planning Development and Implementation

• Develop and implement account plans for each account, aligned with internal stakeholders.
• Identify needs and work with relevant teams to align and deploy resources effectively.
   

Internal Collaboration

• Collaborate effectively with internal departments (Marketing, Medical, etc.).
• Ensure alignment of activities with relevant departments to support the successful execution of account plans.
   

Market Analysis and Competitive Intelligence

• Understand market trends, competitor activities, and strategies.
• Share insights.
• Stay updated on prescribing protocols and decision-making processes.
   

Negotiation and Communication

• Utilize advanced sales and negotiation skills to achieve business outcomes.
• Communicate effectively within complex healthcare environments.
   

Maintaining Expertise

• Continuously update knowledge of assigned products, competitor products, and therapeutic areas.
• Deepen understanding of the healthcare environment and regulations.
   

Performance Management

• Set KPIs and regularly evaluate performance against them.
• Share best practices and insights within the team to support overall performance improvement.
   

Knowledge & Experience

• Min. 8 years of experience in Pharma as a Medical Representative, or a similar role
• Prior experience working with specialty portfolios, rare diseases, orphan drugs, and rare oncology ‐ a distinct advantage.
• Demonstrated strong capability in account management, superior selling competencies and proven sales performance track record of meeting or exceeding goals in a specialist/hospital or similarly complex environment.
• Experience with hospital tenders and online webinars.
• Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network.
• Demonstrated ability to work effectively in matrix teams.

Education / Certifications:

•  Bachelor of degree in a business, science, medicine or pharmacy or similar degree

Language(s):

• Fluent in Japanese
• Business level written and spoken English

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We are committed to creating a workplace where everyone feels heard, valued, and supported; where we embrace “The Real Us”. The value we place on different perspectives and experiences drives our commitment to inclusion and equal opportunities. When we include diverse ways of thinking, we make more thoughtful decisions and discover more innovative solutions. Together we strive to better understand the communities we serve. This means we also want to help you perform at your best when applying for a role with us. If you require any adjustments or support during the application process, please let the recruitment team know. This information will be handled with care and will not affect the outcome of your application.