15 days old

Key Account Manager Oncology

Capelle aan den IJssel, ZH
Our mission within the oncology department is: 'to cure or control cancer with breakthrough medicines. Working together as a region, we will advance the science to deliver the right drug, at the right time for each patient.'

Pfizer Oncology is a fast growing department and we see change as an opportunity. Together with our network, we are committed to optimizing the care for the oncological patient.


To achieve sales targets by ensuring access for the products, through preparing and execution of strategic account plans, by

+ Achieve territory sales targets and manage territory budget

+ Prioritize accounts based on feasibility of engagement, cohesiveness, quality orientation, influence and size

+ Negotiate contracts for the products and/or portfolio with the accounts and/or ensure inclusion of the product in disease or formulary protocols

+ Drive deeper market access through the development of insurers and payers as key customers, and have an understanding of the financial pathway of the product(s)/therapies

+ Implement marketing strategies, tactics and key messages

+ Manage Key Opinion Leader Pharmacists (KOL) and the development of influence mapping

+ Works together with all new stakeholders within an account (RVE-manager and C-suite)

+ Adequate product knowledge

+ Frame opportunities and challenges through a customer centric lens

+ Act as the owner of a strategic plan for key accounts and set goals for all account-level initiatives and strategies

+ Advance Pfizer Oncology's credibility as a partner driving improved patient care for organized providers utilizing approved Pfizer Oncology resources

+ Advance a model for engaging institutional and large group practice pharmacies to enhance patient care, with a focus on those with distribution agreements and contracts with Pfizer Oncology


The KAM Oncology is responsible for designing and implementing strategic account plans for the assigned accounts, in co-operation with marketing, sales manager, project manager, market access managers, contract manager, and medical.

The KAM will be the subject matter expert on reimbursement and coverage issues affecting Pfizer Oncology products and to use that expertise to ensure appropriate patient access to Pfizer products.


+ Develop and maintain key account planning templates for all key accounts as well as key initiatives action planning templates in collaboration with cross functional team involved.

+ Negotiate contracts for the products and/or portfolio with the accounts, follow up on the contracts and/or ensure inclusion of the product in disease or formulary protocols.

+ Identify and develop ongoing productive, long-term relationships with payers, key specialists, nurses and other relevant healthcare professionals as part of the DMU.

+ Collaborate with the marketing and medical team to identify and develop business opportunities.

+ Monitor and assess competitive environment and market dynamics to anticipate sales opportunities and prepare for potential objections as they relate to clinical, economic, or other product-related challenges.

+ Drive sales/marketing tactics from insights gained through market intelligence.

+ Support sales efforts by utilizing detail aids, scientific articles, and other promotional material. Contribute to pre-marketing and pre-launch activities for new products by profiling certain drug usage, procedures and practices in key accounts.

**Knowledge of healthcare environment and customers**

+ Active monitoring of developments in the healthcare environment and specifically with regard to relevant products and accounts.

+ Gathering insights about the interests of (potential) customers and accounts.

**Resource Management**

+ Uses all relevant channels effectively and efficiently (focusing on digital channels like personal and group-email) to reach out to customers, builds plan per customer how to use different channels to reach the target group.

+ Develop deeper knowledge of the pathology and products in relation to the needs of the accounts

**Planning and organisation**

+ Accurate, timely reports (e.g. Pforce, Account Plan)


+ Ensure active feedback to own team and XFT members for relevant data/activities of our competitors, specific market and financial developments and issues relating to assigned products/areas

+ Ensure adequate communication of all relevant information internally and externally with the accounts

+ Proactively seeking for feedback, reacts adequately on feedback of customers/manager, or colleagues


+ Ensure full compliance with SOPs, training, and local regulations

+ All trainings are completed within the set deadlines.

**Consultative selling**


+ Higher education/academic degree in life sciences

+ At least 5 years of relevant (sales) experience in the pharmaceutical industry (preferably as Key Account Manager)

+ Acquainted with oncology and its products

+ Previous experience in working in matrix organisations and/or in account management is an asset

+ Mother tongue: Dutch with good knowledge of English

+ Drivers license


+ Builds and develops business relations

+ Entrepreneurial

+ Problem solving skills

+ Communication skills

+ Strategic capabilities

+ Customer obsessed

+ Influencing skills

+ Result oriented, seizes accountability

+ Resilience, change agile

+ Analytical skills

+ Decisive


**-** The region you will be responsible for as Key Account Manager is South-East Netherlands

- The deadline for applications is set on 31/08/2018

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.


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Key Account Manager Oncology

Capelle aan den IJssel, ZH

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Capelle aan den IJssel, ZH

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