Key Account Manager

Scope and Job Specifics:

To reinforce our Sales & Marketing team, the incumbent of this role is responsible for driving territory sales performance and achieving profit objectives for assigned brands that contribute to the attainment of Valneva’s overall business goals in Canada and ensuring execution excellence of local customer centric business plans, building, and maintaining relationships with key customers & KOLs

Key Responsibilities:

• Achieve and/or exceed all territory business objectives including sales goals and market share goals by taking the necessary steps (sales calls, education, regular meetings, visiting and maximizing time with key customers) and by using Valneva resources to ensure availability and usage of Company products.
• Create and execute territory and key account robust plans to achieve goals and objectives for continued growth
• Collaborate with key customers and provide tactical/strategic input into the development of regional/territory business plans to maximize opportunities
• Manage key accounts and track performance to contracts: monitor and critically review implementation of tactical plans against key performance indicators/critical success factors and take corrective action as required in agreement with Head of Sales.
• Develop strong and long-term relationships with customers in all assigned accounts
• Promote Valneva products and services with key opinion leaders, physicians, and healthcare professionals (nurses, public health, and vaccinators) and other relevant key stakeholders.
• Liaise between opinion leaders, marketing, and medical teams to advance customer educational opportunities.
• Work collaboratively with all cross-functional team members to ensure optimal territory and account business plan execution, market approach and alignment on business opportunities and priorities.
• Promote Valneva products, image to pharmacies, and maintain good distribution channels with adequate stock of vaccines, where applicable.
• Develop and implement CHE plans in line with HCP’s needs in the territory.
• Plan, organize and attend displays, seminars, and conventions.
• Analyse and report on sales, group learning activities, monthly plans, and call activity monthly. Maintain accurate customer records and complete administration in a timely manner in compliance with company minimum standards.
• Manage the territory budget and accurately report budget activity management

Requirements

Experience and Core Competencies:

• Minimum of 3 years related sales experience with a strong record of achievement within pharmaceutical industry
• Minimum of 2 years’ experience in vaccines is a strong asset.
• University degree in Health Sciences or Business Administration preferable
• Results-oriented and customer focus
• Excellent Microsoft Office skills
• Proven ability to work with a portfolio-based approach
• Actively demonstrate the highest level of professionalism, ethical behavior, and integrity in all aspects of KAM role
• Provide frequent and on-going feedback
• Excellent territory management skills
• Must have excellent oral and written communication skills including the ability to clearly translate and effectively communicate issues that affect business opportunities, problems, efficiency, and compliance with all contracting requirements. Analytical and strategic thinking skills
• Ability to collaborate effectively with various groups and commitment to teamwork while also able to operate independently
• Solid product knowledge and ability to learn detailed products
• Incumbent must demonstrate that he/she is entrepreneurial, pro-active, organized and be able to work with a sense of urgency.
• Highly energetic and self-motivated
• Ability to lead without authority