The Area Business Lead (ABL) is responsible for leading, coaching, hiring and developing a highly talented team of hospital Key Account Managers (KAMs) who interface directly with Health Care Professionals and other stakeholders within the institutional setting. This role includes leading a motivated team with strong account management acumen, product, and disease state knowledge who are responsible for gaining optimal access for assigned products within his/her targeted accounts. The ABL will strategically leverage the use of corporate resources to drive results and will also ensure all direct reports adhere to all Shionogi policies and procedures; and required regulations.
Requirements
- Creates and implements a Key Account Management strategy and ensures alignment with and execution of territory account plans within each Key Account Manager geography to achieve monthly, quarterly and annual product access and launch objectives.
- Recruits, hires, trains and retains a team of diverse, high performing hospital KAMs to their full potential.
- Acts early to identify performance challenges or deficiencies of KAMs and creates plans to effectively address performance gaps.
- Develops KAMs by observing their business acumen skills, interactions with customers and internal matrix teams, providing them with individual coaching, feedback and inspiration.
- Acts as a “Player-Coach” with KAMs within priority targeted accounts to accurately and strategically communicate the assigned product’s clinical data, to executive level stakeholders and KOLs.
- Exhibits a long-term strategic view of the business with a focus on driving immediate results by: Developing and executing Business Plans to achieve regional and national goals; Analyzing and evaluating the performance of each KAM territory; and utilizing appropriate data sources to develop tactical plans.
- Sets and maintains acceptable standards with the team for product knowledge, activity and account management skills.
- Possesses solid knowledge and understanding of all assigned products, treatment regimens, competitor products, and market and industry trends.
- Communicates candidly and in a timely manner with management, Regional Account Managers, brand leadership, and internal and external stakeholders.
- Serves as a role model regarding the compliance of all company policies & expectations and required regulations.
- Maintains all expected performance management documents in accordance with company standards.
- Effectively manages team’s budget and resources.
- Demonstrates personal agility; recognizes when to adjust style or approach to meet the situation; dedicates time and energy to self-development.
- Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions.
- Develops positive and mutually beneficial relationships with Regional Account managers, to meet and exceed all Company access goals.
- Achieve access goals while adhering to all ethical business practices and required regulations.
- Proactively takes ownership of situations with a can do approach.
- Proficient in MS Office Suite; Word, PowerPoint, Excel and Outlook.
- Complete full onboarding curriculum and pass live call certification and mock objections during ride-along training.
- Valid driver’s license with a clean driving record and ability to pass a complete background check and meet Shionogi’s Fleet/Car Allowance Policy standards.
- Must have valid licenses and credentialing required to conduct business in assigned territory.
- Significant field travel (approximately 80%) which can include some overnight and/or weekend travel.
- Attend refresher meetings on product and disease-state updates.
- Driving in a safe manner to required meetings and appointments.
- Ability to drive or fly to target accounts, customers, meetings and conventions.
Benefits
- Comprehensive benefits
- Bonus
- Long-term incentive
- Allowances
