The Position
The GPP (Generalized Pustular Psoriasis) Partner is a key account manager of assigned key accounts / territory that manages the entire end to end process along the GPP patient journey, looking to address identified gaps and capitalize on opportunities identified, with a focus of growing the patient base and achieving commercial objectives set for the key accounts .
This position reports directly to Head of TA Franchise, Specialty Care.
The roles/responsibilities of GPP partner at account level is categorize and defined under three pillars below (1) Enable partnerships, (2) Grow the business, and (3) GPP Expertise
(1) Enable Partnerships (Dermatologists, Pharmacists, Hospital administrators, medical social workers, HODs etc.)
- Deep understanding of hospital infrastructure, processes and key stakeholders (Healthcare Ecosystem per hospital) connected to the patient journey in each of the hospital
- Develops and drives value discussions and mutually beneficial partnerships with dermatologists and relevant stakeholders within the assigned accounts Identify and realize potential opportunities where either BI and/or BI immunology portfolio can make a difference
- Develop and Implement account strategy and business plan (including account opening and hospital listing) and implement total holistic management and support on GPP treatment for healthcare professionals
(2) Grow the Business
- Partner with dermatologists to solve problems associated with GPP Treatment as identified along the patient journey per key account, and support them on identifying the right patients for BI immunology portfolio
- Mapping of potential patients for BI immunology portfolio
- Drive adoption of BI immunology portfolio to ensure and facilitate GPP patients with treatment access
(3) GPP Expertise
- Develop, Establish and communicate GPP and BI immunology portfolio's scientific story for on-lable and approved indications
- Able to have complex data discussions with Dermatologists and all relevant stakeholders within the key accounts, while driving Health care professionals continued educational initiatives through various channels (events, F2F discussions, etc.)
Duties and Responsibilities
- Plan actions amongst identified strategic accounts/customers
- Grasp basic information on GPP key accounts and surrounding areas, stakeholders (including non-doctors) that are relevant along the patient journey with goal to grow patient base for BI immunology portfolio
- Understand customer needs at key accounts and surrounding areas and formulate specific solutions to better serve patients with GPP
- Work closely with local Specialty Care TA Head, Local Specialty Care Consultant, Medicine and Marketing particularly from regional office, Local market access & healthcare affairs and patient advocacy relationship Manager
- Develop account/customer plans with engagements and activities across the preferred channels both face-to-face and digital with effective use of assigned budget.
- Ensure cross-functional alignment on the plans and corresponding goals
- Implement the plan
- Execute the needed activities guided by each of the account plans
- Builds and sustains strong and trusting strategic relationships with key account stakeholders directly relevant to the patient journey (e.g., external experts, healthcare providers, payers, key decision makers etc) to build a holistic understanding of the key accounts and their environment (objectives, pressures, challenges) and identify opportunities to improve GPP treatment
- Compliantly engages department heads and chief medical officers in dialogue to drive GPP in the respective agenda and promote the knowledge about BI immunology portfolio's value proposition, benefits of approved indications, product efficacy / safety profiles and treatment protocols to support on-label prescription for appropriate patients, using science-driven balanced messages and the appropriate mix of tools and channels.
- Plan, execution and follow-up of account level activities that are aimed at growing the business for the assigned account.
- Where relevant and assigned, support cross functional brand team in implementing identified initiatives that drives the overall success and growth of the immunology business
- Ensure a high-quality and consistent level of relationship with identified key stakeholders
- Patient based discussions, with ongoing follow up discussions on potential cases for treatment
- Drive Account opening and Hospital Listing and adoption of BI immunology portfolio to ensure that patients receive timely access to treatment
- Ensure proper patient identification and treatment establishment at hospital level.
- Collaborate closely with HCPs directly involved in the GPP patient journey, gaining a deep understanding of their needs, enabling scientific and clinical discussions in service of connecting BI's capabilities to co-create meaningful solutions.
- Providing information and collecting information using various platforms or channels as preferred by the customer
- Support for improving communication gap between doctors and patients & adoption of patient support programs (including apps) where relevant
- Feedback regularly on customer insights to the cross-functional brand team
- Just-in-time information and validation of initiatives
- Potential Patients Mapping per customer, respecting local compliance regulations
- Monitoring of actual results and KPI progress.
- Examination and implementation of counter measures based on the cause of issues
- Shares back with the cross-functional team insights from all stakeholders involved along the patient journey to ensure awareness and understanding of stakeholder needs, expectations and perceptions on matters related to GPP
Requirements
- This is an in-field commercial role, with expectations for at least 70% in-field time spent
- Degree holder in Science, life sciences, pharmacy, pharmaceutical sciences is a must
- 3-5 years of experience as a Sales Manager or medical representatives in specialty care TA that demonstrate well developed territorial management and leadership skills
- At least 3 years of relevant pharmaceutical sales experience in public hospitals
- Well developed knowledge of public hospitals administration and processes
- Prior experience in rare disease/specialty care disease area is preferred
- Prior experience as MSL can also be considered
- Possess high level of competency for in-depth scientific discussion / engagements with medical experts
- Compliance
- Business acumen
- Patient Centricity
- Cross-functional collaboration and ability to work in matrix environment
- Resilience with highly developed problem solving ability and agility
- Interaction experience with non-physician HCPs (hospital administrators, pharmacists, medical social workers)
- Digital communication skills
