Posted to MedZilla on 4/28/2017


France, Key Account Manager - Ultra Rare Disease - SMA BD_GH_11626-MZ


This is an appointment for a Key Account Manager with a leading global biotech to expand the reach of a new product aligned to Ultra Rare Diseases, specifically Spinal Muscular Atrophy.

Job Role:

  • Identifying the patient/doctor landscape, learning about rare diseases and specifically SMA treatment decisions. Understanding the regulatory and compliance requirements and ensuring the right guardrails are in place.
  • Understand individual country dynamics by creating a KOL map, mapping patient flow and building strategies to eliminate / minimize leakage
  • Remove barriers to treatment to ensure best outcomes for patients and families. Understand the role of new born screening in the diagnostic phase of patient identification
  • Collaboratively with the cross functional team understand the educational needs of physicians, budget holders, nurses etc., to create awareness for SMA
  • Develops and executes an effective business plan for maximizing territory sales ensuring that stakeholder needs are being met
  • Deliver compelling arguments to persuade and motivate others to adopt a course of action that supports the best outcome for the patient
  • Product Flow/Logistics 
  • Ensure access and availability of the product at site of care and that logistics are in place to administer it.
  • Pre-launch drive awareness of Standards of Care and company commitment in rare disease
  • Builds individual strategic account plans on how to approach customers, achieve sales goals and maintain relationships in order to maximize sales results
  • Strategically network within the cross-functional team to segment and prioritize SMA centres of excellence (e.g. developing work processes &communication streams) to ensure patients have access to the product and troubleshoot any challenges.
  • Provide information to management to help with identifying, segmenting, profiling and defining national key accounts - e.g. Hospitals, purchase groups, guideline providers etc.
  • Ensure execution and customer management excellence by building an intimate knowledge of the accounts stakeholders' priorities and decision making processes (patient identification/selection, choice of therapeutic options, budget allocation, and care coordination, business needs, drivers and barriers for product utilization).
  • Partner with and pull resources from the market access, marketing and medical teams to support territory activities and to provide the accounts with expert support as needed
  • Perseverance and an entrepreneurial drive to pursue ideas and projects that ensure sustainable, long term success.

Relevant experience:

  • 6+ years of sales experience in the hospital/academic medical centre/biotech industry. Healthcare infrastructure understanding is crucial; rare diseases experience highly recommended.
  • High degree of learning agility to learn. Ability to deal with ambiguity, handle risk and uncertainty.
  • Must have experience working in a sales team that was a part of a multifunctional team to address patient/caregiver needs
  • Knowledge of relevant health care policy aspects, legal aspects and clinical studies
  • Requires a command of highly scientific and technical subject matter
  • Must be comfortable spending 50-60% of their time traveling
  • Must have strong command of the English language in addition to fluency in French
  • Collaborating proactively with both cross-functional partners and other colleagues in the assigned territory
  • Must proactively address emerging problems by working remotely to collaborate with internal partners and colleagues
  • Strong analytical ability
  • Bachelor/Master degree in Business or Science

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