Shire Account Lead Oncology in Remote, Netherlands

Primary Role

Responsible for the business result of the assigned accounts and / or sales area, the Account Lead Oncology builds relationships with key decision makers in Hospitals. He / she develops and maintains productive relationships with these decisional stakeholders in order to influence decisional processes related to the uptake of the Shire Oncology portfolio. He / she contributes to harmonize and target Sales efforts across the Oncology business to maximize all market opportunities

Essential Functions

Responsibilities

  • Develop and implement an account business plan including customer objectives related to the Oncology portfolio and drivers/barriers related to the objectives and an activity plan for the assigned accounts and / or sales area.

  • Responsible for execution of the account business plan and development of cross-functional sales efforts in accounts in collaboration with franchise head and marketing team with a shared responsibility for the Sales budget

  • Responsible for maintaining effective relationships with all different types of key stakeholders including different physician organizations within Oncology

  • Responsible for the business result for the Oncology portfolio of the assigned accounts and / or sales area

  • Responsible for conveying compelling product differentiation versus competition based on scientific knowledge of product, therapy and disease data

  • Gathering of market intelligence and customer knowledge

  • Maintain a watching brief on developments within the sales area and customer’s organization which may affect future business in co-operation with Marketing

  • Analyze account attractiveness and develop the account plan including sales, market share and required resources in co-operation with Marketing

  • Make field visits and establish strong relationships with key decision makers and committees within the sales area and buying organizations for Hospital

  • Responsible for development and implementation of plan to ensure access within hospital budget in collaboration with market access including determination of commercially sound pricing proposal.

  • Conduct business reviews with each assigned buying organization, covering sales volumes, compliance & competitive conditions

  • Closely monitor and report competitive activities at sales area level

  • Develop and manage new services for key customers and sales area

Education & Experience Requirements

  • Masters degree preferred (Science, Commercial, Medical, …)

  • Significant experience in Pharmaceutical businesses, in sales capacity and experience in hospital funding

Key Skills and Competencies

  • Life science degree, or similar qualification.

  • A background in sales with at least five years’ experience in the pharmaceutical industry, including experience in Oncology and Hemato-oncology & experience with different stakeholders (physicians, pharmacists)

  • Commercial awareness: ability to identify, develop and leverage commercial opportunities

  • Excellent communication skills, both written and oral in order to communicate effectively and confidently with Key opinion leaders and relevant physician organizations

  • Excellent commercial effectiveness skills: strong influencing skills.

  • Ability to understand and display excellent scientific knowledge regarding products, therapies and related disease areas

  • Ability to determine commercially sound pricing offer and to negotiate access to hospital budget

  • Customer awareness: know the business responsible for including account dynamics, decision making processes and key stakeholders.

  • Flexible, highly motivated

  • Ability to operate effectively in a fast-moving, dynamic environment.

  • Problem solver with open mind to think out of the box

  • High degree of accountability and sense of urgency

  • Fluency in Dutch is essential with good communication skills in English

Other Job Components

Complexity and Problem Solving

  • Call planning and call objectives à aligned with account planning

  • Pricing and offer development à decision making depending on pricing level

  • Call contents & product differentiation depending on customer needs à aligned with marketing planning

Internal and External Contacts

  • Franchise head: line manager & coordination of daily activities

  • Marketing: coordination of planning & input of customer intelligence

  • Medical: product knowledge and training

  • Physicians: customer, interaction on product, therapy and disease knowledge

  • Pharmacists/Purchasers: customer, interaction on pricing and contract negotiations

Shire is the leading global biotechnology company focused on serving people with rare diseases and other highly specialized conditions. We strive to develop best-in-class products, many of which are available in more than 100 countries, across core therapeutic areas including Hematology, Immunology, Neuroscience, Ophthalmics, Lysosomal Storage Disorders, Gastrointestinal/Internal Medicine/Endocrine and Hereditary Angioedema; and a growing franchise in Oncology.

Our employees come to work every day with a shared mission: to develop and deliver breakthrough therapies for the hundreds of millions of people in the world affected by rare diseases and other high-need conditions, and who lack effective therapies to live their lives to the fullest.