Oncology Key Account Manager, North West Job

Date: Jun 14, 2019

Location: Hoddesdon, ENG, GB

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Requisition ID: DIR027568

Key Account Manager, Oncology – North West

MSD is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where MSD has codified its 125-year legacy. MSD’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

MSD’s Oncology division is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our team of dauntless, forward-thinking individuals achieves this through an unwavering commitment to supporting accessibility to medicine, providing new therapeutic procedures, and collaborating with governments and payers to ensure that people who need medicines have access to them. At MSD, our focus is on innovation and launch execution excellence; we translate breakthrough science into innovative medicines that help people with cancer across the globe.

Cancer is one of the most significant global health challenges today, representing one of the world’s most urgent unmet medical needs. 

At MSD, our goal is to translate breakthrough science into biomedical innovations to help people with cancer worldwide. For our Oncology division, helping people fight cancer is our passion, supporting accessibility to our cancer medicines is our commitment, and pursuing research in immuno-oncology is our focus to potentially bring new hope to people with cancer. 

MSD is focused on advancing innovative molecules that harness the power of the immune system to fight cancer. MSD is making considerable investments in the field of immuno-oncology and is committed to accelerating every aspect of development and commercialization in order to bring our innovative investigational medicines to patients around the world. 

As a global healthcare company, MSD’s role is first and foremost to discover and develop breakthrough medicines and vaccines that address unmet medical needs. We also recognize that we have a role to play – in partnership with other key stakeholders – in helping to ensure our products are accessible and affordable to those in need. Through access to care, partnerships with the community and expansion of our capabilities, we want to help as many people with cancer as possible. 

Position Overview
  • The Key Account Manager (KAM) is responsible for MSD Oncology portfolio key accounts within a specified geography.
  • KAMs understand and work with customers and stakeholders who determine whether MSD’s Oncology Portfolio is prescribed, the process to gain access within each account and the brand priorities required for growth
  • Partners with key customers, builds sustainable relationships and levers customer insights to develop strategies and solutions to address unmet and/or evolving needs within the Oncology therapeutic area.
  • Implements both short-term tactical plan as well as a strategic, long-term business-oriented approach in key accounts
  • KAMs also work with relevant internal stakeholders to support access and sales growth

Key Activities

Account Understanding & Analysis
  • Understand brand priorities and needs relative to each account and the healthcare environment.
  • Understand the decision-making process to gain access for MSD Oncology products in the Accounts
  • Identify customers & stakeholders; understand their perspective on MSD, our competitors, the healthcare environment and their unmet and evolving needs within the therapeutic area
  • Levers the above insights to identify collaborative opportunities within key accounts

Account Plan Development
  • Develop a prioritised business plan to maximise the uptake of MSD products across the territory, including prioritised key account plans & tracking metrics; including short and long term opportunities
  • Provide accurate, up to date local intelligence and feedback through Customer Relationship Management (CRM) and as required to Management and local Area Teams to support MSD plans
  • Identify how to leverage cross-functional internal resource to support accounts

Account Plan Implementation & Tracking
  • Develop & maintain long-term engagements with customers and stakeholders within accounts
  • Co-ordinate the efforts of relevant internal functions to support access to MSD’s Oncology Portfolio within key accounts
  • Promotes MSD Oncology brands as required to key prescribers, decision makers, influencers, commissioners & providers across each account. Utilise approved resources to engage customers effectively and drive sales growth
  • Engage customers as required to develop treatment and/or disease specific protocols and drive implementation of these protocols across the relevant territory/area
  • Present and interpret health economic data to appropriate audiences to demonstrate cost effectiveness & value of MSD products, using advocacy & marketing resources
  • Allocate resources appropriately, track account performance indicators, and accurately record information as required. Adjust plans and activities as required

Knowledge/Experience/Education Preferred:
  • Degree in Science or Business or other relevant subject/field
  • 3+ years working in a customer facing role
  • Knowledge of therapeutic area and NHS payor, procurement, local organisations and stakeholders in the area
  • Previous success in gaining protocols/formularies/clinical guidelines for products in the hospital sector
  • Understanding of MSD’s service & support offerings
  • Strong understanding of key business planning principles, metrics and their application

Required Competencies & Behaviours
  • Strategic Thinking: able to visualize the way forward, identifying opportunities that add value to the work, to the business and to our customers.
  • Market Management: understands customer’s business climate; assess overall market potential; and identifies and prioritises opportunities which support the development of the territory business plan to achieve business results.
  • Account Management: understands multiple interdependencies within an account; considers customer goals and needs; maximizes account performance and provide value-based offerings by building long term relationships through collaborative business planning processes and approaches.
  • Collaboration & Working Across Boundaries: understands differing perspectives and works together to achieve common goals; bridging boundaries across teams for both external and internal stakeholders.
  • Advanced Communication Skills: plans and delivers ideas and information to others in a clear and impactful manner.
  • Advanced Customer Engagement: identifies and appropriately builds and maintains long term, sustainable relationships with customers, external stakeholders and key influencers through a variety of relationship-building approaches. Demonstrates in-depth knowledge of the customer’s evolving needs, and is able to effectively navigate the customer’s political, social and economic environment to drive long term sustainable results.
  • Advanced Sales Acumen: builds trust with customers in the selling situations to deliver high quality engagements and interactions that deliver products and/or solutions with the common goals of improving health outcomes
  • Product & Disease Knowledge: ability to demonstrate in-depth knowledge of therapeutic area, products and competitors; and is able to translate this knowledge into productive communication with internal and external stakeholders
  • Ethics & Integrity: adheres to the highest standards of trustworthy and ethical behaviour in all interactions and holds others to the same standards; complies with all laws and regulations.

Your role at MSD is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At MSD, we’re inventing for life.

MSD is not accepting unsolicited assistance from search firms / recruitment agencies for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at MSD via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of MSD. No fee will be paid in the event the candidate is hired by MSD as a result of the referral or through other means.

Job: Direct Sales Generic ONC
Other Locations:
Employee Status: Regular
Travel: Yes, 100 % of the Time
Number of Openings: 1
Shift (if applicable):
Hazardous Materials:
Company Trade Name: MSD

Job Segment: Oncology, Account Manager, Medical, Manager, Marketing Manager, Healthcare, Sales, Management, Marketing

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