Shire Account Lead in Gurgaon (Baxalta), India
Position Reporting To
Nature of Role
Span of Control
Primary Role Purpose
The position is required to drives Sales/Financial objectives (meet/exceed targets) by developing KOL relationships and managing other stakeholders at Treatment Centre/Account level of the state(s) covered. In Hematology franchise, improving the standards of care (SoC) through conversion to superior therapy, right dosing and addition of new patients are the key deliverables. Incumbent shall be responsible for executing the state/TC-level strategy with a focus on quality and rigor of execution leading to favourable business outcomes.
% of Time
Job Duty and Description
50% Business Planning & Management
Drive Sales/Financial objectives (meet/exceed targets) & key Business metrics (Sales Force Effectiveness parameters such as call avg., customer coverage, field working days, execution of other marketing activities) on a monthly/quarterly basis to meet budgets set for the year in line with growth plans of the business.
Provide weekly/fortnightly/monthly/quarterly sales outlook to the Business Lead so as to facilitate (1) planning process at the region/cluster level and (2) to track and manage alignment of state/account-wise sales objectives with cluster franchise sales objectives.
Coverage and management of TC (Treatment Centers) as Key accounts; Track & report TC/patient data, product consumption patterns, potential market size, No. of patients, their severity etc. Managing relationships with HCP/KOLs, Treaters, Pathologists, Physicians, Physiotherapists, Psycho-counselors, any other stakeholders in the TC eco-system.
Engage KOL’s with a view to secure and enhance existing business stakes in each account.
Develops and maintains productive relationships with key administrators and bureaucrats within the state healthcare ecosystem (payers & policy-makers) in order to influence funding/procurement-related decision-making processes to facilitate the business
Liaisioning Agent (Channel Partner in govt. accounts) management & ensuring compliance to Shire policies (product handling & service accounts as per set guidelines, operate within Shire code of Ethics & other Compliance guidelines, etc). Active and healthy AR management at region/state level.
50% P5 & Cross-functional Execution
Collaborate with Marketing & Medical teams to execute Clinical & Marketing programs, CMEs, Expert group meetings/workshops/RTMs/NEPs etc in line with the needs of the state.
Execute newly launched campaigns and strategies in territory from time to time with a view to drive KPIs such as increase in registered patients, treated patients, dosage (SoC) leading to generation of recomtender mendations/indents/orders.
Closely tracks the tender/rate contract-related developments of each account to make tactical plans to achieve favorable business outcomes by actively working towards shaping tenders. Meeting Providers and managing relationship with them.
Gather competitor intelligence in given state – gather and analyze competitor pricing, sales data, changes in product messaging/promotional strategy/any other launch/pre-launch activities.
Identifies KOLs/TCs in states covered to engage and execute pediatric prophylaxis projects in for achieving marked improvement in SoC.
Work closely with Patient bodies to improve SoC; Manage Patient Organization (local HFI chapters) and lead advocacy efforts in the state (PEP, Advocacy/Experience-sharing meets etc). Plans and prioritizes top 5 to 10 TCs in State(s) for focused execution of patient mobilization activities to ensure sustenance/increase in patient footfalls from time to time.
Ensure continuity of product supply in the accounts
Identify and maintain regional-level KOLs (across P5) for current and future range of businesses.
Other Job Components
Internal and External Contacts
External: KOLs, Heads of Medical colleges, Medical Superintendent/Nodal Officers, Director of Medical Education, Liaisoning Agent, Administrators/Bureaucrats in Directorate of Health Services
Internal: Franchise Head, Business Lead, Marketing / Value Demonstration & Access/Medical teams
SPOCs in support functions viz., SC, Finance, Legal, HR, Supply Chain, PR & Communications
Key Performance Indicators
Monthly/Quarterly/Yearly achievement of budgets with >=80% forecast accuracy
Achievement of set objectives of increasing patients on AHF therapy (Registered patients & Treated patients)
Improved SoC/consumption per patient, improved patient compliance as per strategy, pediatric prophylaxis 1 project per state (initiation)
SFE parameters such as call avg., customer coverage, TC coverage and reporting, avg. FWDs, patients per TC, SoC per TC, patient camps per TC/HFI chapter etc
Quarterly activities such as PEPs/RTMs/CMEs/NEPs in alignment with state strategy
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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.