Key Account Partner ( Oncology) / Região Sul

at  AstraZeneca

ACCOUNTABILITIES:

• Identify opportunities and strategies to improve positioning of AZ’s Oncology products at a local level
• Work with Sales Manager to develop a local strategy and business plan to meet targets and further improve positioning of AZ’s Oncology products at a local level
• Build partner strategies with the MDT and other stakeholders to enhance quality of care; optimize the patient journey and promote earlier diagnosis, positioning as the partner of choice for driving projects with these key objectives.
• Engage Oncology HCPs in dialogue about approved indications, product efficacy/safety profiles and treatment protocols to support on-label prescribing for appropriate patients
• Establish and maintain ongoing, long-term collaborative partnerships with stakeholders around the healthcare ecosystem co-creating solutions that optimise the patient journey
• Build knowledge and understanding about AZ’s overall Oncology value proposition, and product’s labelled indications and efficacy data among all relevant stakeholders in the MDT and DMU
• Utilise different communication approaches, techniques and channels to help build knowledge in the MDT and DMU
• Drive sales performance and ensure sales forecasts meet or exceed expectations while managing assigned budgets.
• Successfully promote the benefits of AZ’s Oncology brands, using fair balance messages and the appropriate mix of promotional tools
• Ensure AZ is recognised as the partner of choice on the optimization of the patient journey and quality of care.
• Successfully complete all training requirements, including product examinations
• Comply with all external regulations and internal policies
• Ability to bridge from goals from diagnosis to therapy choice based on extensive knowledge of therapeutic alternatives - modality (e.g., surgery v. targeted therapy v. radiation), class and products - for AZ products and competitor products/substitutes
• Has granular knowledge about social and political Oncology ecosystem; patient demographics and needs of patient populations
• Understands the whole patient journey and treatment choices in relevant markets and institutions
• Sees issues through the lens of a patient and focuses on the patient experience, e.g., diagnosis; referral, testing experience, quality of care, etc.
• Understands, and applies knowledge of AstraZeneca’s objectives, strategy and value chain, the external business environment (both within and beyond the pharmaceuticals industry) and the fundamentals of running a successful business including financial management
• Engages cross-functionally in a sophisticated manner to address the needs of individual accounts, i.e., working with field and office-based colleagues to actively align insights and leverage organisation-wide expertise for each account
• In-depth tumour knowledge provides ability to bridge from goals of therapy to therapy choice based on extensive knowledge of therapeutic alternatives (e.g., surgery v. targeted therapy v. radiation)
• Able to analyse problems to identify the key issues that need action and consider options from a variety of angles in order to identify an innovative solution
• Proficient in Omnichannel and apply it in a strategic and personalised approach

ESSENTIAL SKILLS/EXPERIENCE:

• Secondary care sales experience with a sound knowledge of account management, including relevant pharmaceutical sales experience in Oncology
• Track record of engaging key stakeholders in complex clinical environments, e.g., mid and senior level healthcare professionals, key accounts and the medical community
• Key account management experience (MDT; Pharmacy; CFT; Clin Dir; hospit. admin).
• Proven ability to understand, assimilate and communicate scientific information and Health Economic Outcomes data
• Proven track record in influencing the stakeholder decision-making process in an ecosystem with multiple influential players/decision makers, with proven track record of creating value in complex DMU
• Proven demonstration of successful working in complex cross-functional teams
• Learning agility
• Business Acumen
• Commercial innovation & Account Planning
• Customer Solution Oriented
• Decision making and problem solving
• Self Confidence
• Bachelor’s degree
• English (advanced)

DESIRABLE SKILLS/EXPERIENCE:

• Graduation in Science
• Oncology Sales
  When we put unexpected teams in the same room, we unleash bold thinking with the power to inspire life-changing medicines. In-person working gives us the platform we need to connect, work at pace and challenge perceptions. That’s why we work, on average, a minimum of three days per week from the office. But that doesn’t mean we’re not flexible. We balance the expectation of being in the office while respecting individual flexibility. Join us in our unique and ambitious world.
  AstraZeneca offers an environment where you can apply your skills to genuinely impact patients’ lives. Join us at an exciting time of growth through innovation. Shape this journey by reimagining how we work, taking intelligent risks, and driving change. Our global community thrives on collaboration, learning, and making meaningful contributions.
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The Key Account Partner is responsible for generating clinical demand for Oncology brands with key accounts, pro-actively identifying business opportunities, presenting value propositions aligned to stakeholder needs and objectives, and recommending solutions to drive and develop business.
In addition, the KAP will develop strategic and mutually beneficial partnerships with the Multi-Disciplinary Team (MDT), Decision Making Unit (DMU), and potentially other stakeholders outside of the HCO, based on a deep scientific understanding of the issues in order to identify the best opportunities for improving the Patient journey, promote earlier diagnosis and enhance quality of care.