Key Account RD

Job Purpose

The Medical Representative’s role is to promote the Recordati Rare Disease portfolio, to identify key accounts, and establish partnerships with key Health Care Professionals (HCPs), hospital pharmacists, distributors and any other key stakeholder at a local level (hospitals).

Medical Representative is accountable for the business results of his territory.

The Medical Representative will build sustainable relationships with key stakeholders and leverage customer insights to develop strategies and solutions, which will facilitate access to the Recordati Rare Disease portfolio in the hospitals. Collaboration with local HCPs will be key to ensuring appropriate prescribing of our Recordati Rare Disease medications. 

Key Responsibilities

• Day to day Activities
  • Ensure daily customer contact through one-to-one meetings, group meetings, speaker meetings and symposia. (digital engagement if needed)
  • Support marketing and medical to ensure for better execution of plans and they are effective, also check the KOLs in territory should be well attended.
  • Provide input on business intelligence reports with tracking and analysis of the above
  • Complete company administrative requirements within agreed timelines
• Territory (Account) Planning and analysis
  • Prepare the territory for new product launches including drug committee listing process and KOL engagement.
  • Understand brand priorities and needs relative to each account.
  • Identify prescribers, influencers and new users relevant to the Recordati Rare Disease portfolio at a local level.
  • Understand and describe the decision-making process to allow HCPs to access the Recordati Rare Disease product portfolio.
  • Understand and describe the patient flow in each hospital, highlighting the key drivers and barriers to achieve Recordati Rare Disease goals.
  • Define the timelines to access each hospital. Identify members of the Pharmacy commissions, frequency of meetings and estimate when the drugs will be included in the hospital formulary.
  • Identify and follow up on collaborative commercial partnership opportunities with cross functional team
• Business (Account) Planning
  • Develop and maintain account plan templates. To include key metrics to identify brand and / or partnership opportunities.
  • Provide up to date local intelligence via the CRM as agreed with local Line Management and record full details of all interactions and discussions with stakeholders on the CRM tool.
  • Ensure effective coverage and frequency of calls on decision makers and prescribers within the territory.
  • Regularly update the CRM database with calls/activities.
  • Make recommendations for local initiatives or strategies based upon local market access conditions.
  • Participate in medical/marketing driven events (congresses, symposia, seminars).
• Implementation of local plans
  • Deliver agreed launch KPI’s and sales targets, effectively and efficiently.
  • Assist with development of a business plan with short, medium and long-term objectives in line with the regional and corporate business objectives to drive future business opportunities for product portfolio.
  • Along with marketing and medical departments, help develop and implement KOL engagement strategy.
  • Engage with Hospital pharmacists and other access local stakeholders implementing relevant projects to differentiate Recordati Rare Disease and our portfolio.
  • To be flexible and accountable in amending the local plan based on local market access conditions.
• Ethical Reporting and management of sales
  • Prepare expenses on time.
  • Track implementation of plans and achievement of objectives using company systems and own processes. Use these methods to identify gaps in performance and plan remedial actions.
  • Follow all Ethical Code and Compliant policies in any interaction and project with all stakeholders.

Required Education

• Life science degree or higher qualification is needed and/or Relevant experience in rare disease, Endocrinology, Oncology.

Required Skills and Experience

• Minimum of 3-5 years’ pharmaceutical industry experience in the hospital setting.
• Preferred to have Rare Diseases/Endocrinology/Oncology product experience.
• Experience/involvement in a successful recent product launch.
• Knowledge of local market /listing experience (hospital pharmacists and access process in the hospital setting) is essential (depending on country specificities)
• Experience in digital multichannel impactful customer interaction. Describe previous experience both in systems and in personalized contents. Maximize impact of multichannel/digital tools and strategy on customers in his/her territory.
• Project management successful experience focus on customer interaction for promotional purposes.

Technical Competencies

Required Behaviours and Competencies

Required Languages

Travel required in %