Job Title: National Account Manager
Location: United Kingdom (Remote)
About ADVANZ PHARMA
ADVANZ PHARMA is a global pharmaceutical company with the purpose to improve patients’ lives by providing the specialty, hospital, and rare disease medicines they depend on.
Our ambition is to be a partner of choice for the commercialisation of specialty, hospital, and rare disease medicines in Europe, Canada, and Australia. In line with our ambition, we are partnering with innovative biopharma and pharmaceutical development companies to bring medicines to patients.
Headquartered in London, UK, we have c700 employees based across more than 20 countries, including key countries in Europe, the US, Canada, and Australia. Our Centre of Excellence in Mumbai, India, as well as an established global distribution and commercialisation partner network complement our global operations.
ADVANZ PHARMA’s product portfolio and pipeline comprises innovative medicines, specialty generics & biosimilars, and originator brands. Our products and pipeline cover a broad range of therapeutic areas, including hepatology, gastroenterology, anti-infectives, critical care, endocrinology, CNS, and, more broadly, rare diseases.
We can only achieve our ambition with the passion of our dedicated and highly qualified people, acting in line with our company values of entrepreneurship, speed, and integrity.
About the Role
The National Account Manager (NAM) role is a field position, based remotely, with responsibility for agreed key accounts. The NAM is responsible for managing and optimising HCP, payor and key stakeholder relationships for defined segments of the ADVANZ PHARMA product marketplaces, including Anti-Infectives and others as defined. This role requires a deep understanding of both digital and traditional sales channels, customer journey mapping, and the ability to develop and create effective account management plans.
The National Account Manager works closely with marketing, sales, and the medical team to drive revenue growth and maximize the performance of each product. This would be of interest to individuals with proven account management experience and/or sales management or marketing experience, along with evidence of results in this role. The NAM is responsible for agreed ADVANZ PHARMA products. The NAM is also responsible for the delivery of business and sales targets through key accounts within a defined geography by cultivating productive and collaborative relationships with key internal and external stakeholders via largely omnichannel engagements. At ADVANZ PHARMA we firmly believe in the development of a strong and innovative account management focus. This means that our NAM will operate a broad role, requiring highly credible and experienced leaders who relish accountability, autonomy and digital customer contact. The successful candidate will work closely with other functions within the local and broader organisation.
The successful candidate will be capable of working in a multicultural environment to help drive the success of the company. He/She/They should be entrepreneurial with good IT knowledge. Importantly, given the high profile and accountability of the NAM role, it is critical that the successful candidate operates with the highest degree of integrity and compliance.
The NAM will report to the Director of Sales, whilst collaboratively working alongside the Marketing and Medical Team to achieve optimal market access positioning and successful sales growth within dedicated health economies.
The NAM will be a field based role with an expectation for frequent travel.
Key responsibilities:
- Formulary Positioning: Achieve optimal formulary positioning, ensuring alignment with Trust/ICB/HB priorities for the ADVANZ PHARMA portfolio.
- Account Management: Serve as the single point of contact for decision makers and other key HCPs within the Trust/ICS/HB. Develop relationships and foster partnerships with Key stakeholders including Chief Pharmacists and AMR Stewardship Committee members
- Targeted Approach: Employ a targeted approach to identify and prioritise high-opportunity national accounts, maximising sales potential, and formulary/guideline positioning.
- Stakeholder Engagement: Build long term relationships and foster partnerships with stakeholder groups through face-to-face interactions. Leverage digital platforms and communication channels when necessary to enhance engagement and meet customer preferences.
- Sales Execution: Drive execution of national sales strategies and initiatives to ensure pull-through of formulary positioning to achieve sales targets in priority accounts.
- Market Insight: Gather national market intelligence, including competitor analysis and customer feedback, to inform strategy development and enhance decision-making.
- Cross-functional Collaboration: Collaborate with internal and external stakeholders to align strategies, leverage resources, and ensure a coordinated approach to account management.
- Drive KOL brand advocacy, consensus and national guidance.
- Create and implement compliant customer centric solutions which will drive business benefit for Advanz and benefit for patients and stakeholders
Knowledge:
- Understanding the decision-making processes and key stakeholders within Trust/ICB/HB.
- In-depth knowledge of the NHS structure, policy, processes, and key governing bodies.
- Extensive understanding of the Trust/ICB/HB formulary inclusion process and healthcare system.
- Knowledge of national sales strategies and techniques for driving formulary inclusion, optimisation, and sales growth.
- Proficiency in market analysis, including competitor intelligence gathering and customer insights.
- Clear understanding of the ABPI code of conduct and the requirement for compliance at all times.
- Knowledge of ADVANZ PRODUCTS market and relevant schemes.
Technical Skills/Competencies:
- Strong national account management skills: with the ability to build and maintain effective relationships and foster long term partnerships with key stakeholders.
- Selling skills: being able to build trust and effectively influence and negotiate to achieve mutual outcomes to create a win-win-win for patients and ADVANZ PHARMA.
- National customer-focus: demonstrating a deep understanding of customer needs and preferences, tailoring approaches and solutions accordingly to focus on customer satisfaction and retention.
- Excellent communication and interpersonal skills: including the ability to articulate the value proposition of products or services, addressing customer needs and concerns. Be able to adapt communication style and messaging to resonate with different stakeholders and decision-makers.
- High proficiency in using digital platforms and technologies: for effective communication and engagement.
- Analytical skills: to interpret national market data, identify trends, and develop targeted account strategies leveraging data and evidence; to be able to mitigate risk and pivot accordingly.
- Strategic thinking: being able to think critically and strategically, considering market dynamics and long-term objectives when developing account plans.
- Stakeholder mapping: with the ability to plan and evolve national influence maps of key decision makers, incorporating levels of influence and impact to drive the optimal formulary positions within key national accounts.
- Management of national schemes: including Anti-microbial stewardship and the NHS de-linkage scheme to allow access to the anti-infective portfolio.
- Proactively work with Internal Stakeholder: in medical, market access and marketing to develop solutions that deliver against stakeholder expectations.
- Utilise wider ADVANZ PHARMA resources and analytical skills: to fully optimise business generation within national accounts.
- Share customer insights: and adopt best practice nationally across departments and peer group to inform the future development of materials, campaigns and proposition.
About You
We are looking for highly motivated individuals who are passionate about making a meaningful difference to patients’ lives.
Qualifications:
- Graduate / degree level education
- Post graduate education
- Pharmacy or Medical qualifications
Experience & Competences
- Ideally with over 5-7 years pharmaceutical sales experience selling to key stakeholders in Trusts/ICBs/HBs
- Demonstrated sales success within pharmaceutical industry
- Good network and relationships within disease areas and Trusts/ICB/HBs
- High competency in working and liaising with HCPs remotely and through digital engagements
- Strong understanding of the need to support patient pathway design
- Demonstrable experience with successful product launches
- Experience with products associated with Advanz products diseases is highly beneficial
- Proven track record of national account management
- Ability to manage a CRM Customer database
- Experience using Veeva Promomats
- Ensure consistent messaging and a unified experience across all customer touchpoints.
- Working knowledge of Omnichannel marketing and to be able to utilize each media source to contact all related customers
Knowledge & Skills:
- Understanding the legal and compliance environment
- Can develop strong working relationships with customers
- Excellent communication, negotiation, and presentation skills
- Experience with omnichannel marketing platforms and tools
Personal Qualities:
- Strong attention to detail and a diligent approach to evaluation
- Ability to work collaboratively in a fast-paced, dynamic environment
- Strong team player and meeting chair
- An ability to think laterally and identify the unmet need
- Self-motivated and starter-finisher
Why ADVANZ PHARMA?
The success of any company is driven by its people, and we are no different.
At ADVANZ PHARMA, we believe in empowering our people to be entrepreneurs and embrace challenges to enable personal and company growth in an agile and fast-paced environment. We strive to do that inclusively and responsibly, treating all employees with integrity whilst rewarding outcomes and impact.
Our teams are made up of people from all walks of life and backgrounds. We thrive in an environment where uniqueness is celebrated, but we are all united by the same passion to help improve patients' lives by providing and enhancing the specialty and hospital medicines they depend on.
As a business, we like to tap into new ideas and fresh perspectives. So, if you join us, you’ll be empowered to own your work, explore new possibilities and make things happen.
But there’s more to you – and us – than just work, which is why our culture, vision and values are so high on our agenda. We believe in gender equality and actively encourage women into senior roles – we have an active ADVANZ PHARMA Women’s Network; almost 40% of our managers are women.
We work hard to recognise and reward talent, and we actively promote from within - last year, approximately 25% of our people across the company achieved promotions. In addition, we recognise talent with our annual Impact Awards, in which our top performers are rewarded for their hard work and dedication.
We offer flexible, agile working options, and you will also enjoy a highly competitive salary and benefits package.
To join us on our exciting journey, Apply now! *
*Please include a CV and Cover letter.
ADVANZ PHARMA's Commitment to Equal Employment Opportunities: Our teams are made up of people from all walks of life and backgrounds. We thrive in an environment where uniqueness is celebrated. ADVANZ PHARMA is committed to providing equal employment opportunities for all employees and prospective employees without regard to race, color, religion, sex, age, national origin, ancestry, sexual orientation, marital status, disability, or other protected classifications to the extent required by applicable laws. In all instances, the company will continue to comply with all local laws governing employment practices. In addition, the company will make reasonable accommodation for any applicant or employee with a disability, both during the application process and on the job, whenever possible.
