Shire Account Lead Oncology in Remote, Netherlands
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
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.