The HD KAM is responsible for delivering the strategy and growth of the Zentiva Branded Generics portfolio.
The HD KAM is accountable for the sales and management of Zentiva Branded Generics portfolio within consortia groups & relevant procurement bodies – ICBs for England and Health Boards for the devolved nations (Scotland, Wales and Northern Ireland).
KEY RESULTS/ACCOUNTABILITIES
Knowledge of the commercial environment
To be an expert in the healthcare commissioning environment by constantly keeping up-to-date with the changing commercial requirements in Zentiva and the external environment and the changing influences involved.
To have a strong understanding of the Zentiva Branded Generics portfolio and understand future ICB/Health Board opportunities.
Embeds relationships within medicine managements to enable the clear articulation of the Zentiva proposition.
Develop and agree implementation of the Business Plan
Achieves sales targets in line with the agreed plan
Accountable for designing, developing and integrating the account plan in line with the overall channel plan of ICB’s/Health Boards.
Undertakes regular analysis and reviews with the Channel Head and key stakeholders, making required alterations to the plan given changes in the environment.
Updates CRM and develop gap analysis to support target accounts / brands.
Lead on partnership opportunities and commercial connections
Grow the Zentiva branded generic portfolio within the ICB/Health Board environment and in accordance with our growth plan.
Align customer formulary implementation to internal forecasting methodology to ensure the smooth supply of product to the market - ensuring future business planning reflects current and future needs.
Responsible for upholding the integrity of Zentiva’s vision; continue to develop a positive corporate perception of Zentiva and grow awareness of Zentiva, with the Primary Care sector.
Identification of future pipeline branded generics against opportunities within the ICB/Health Board environment.
Ownership of the channel
Be seen as the “go to person” with regards to knowledge, networks, environmental conditions and changes regarding the NHS and ICBs/Health Boards and category C channel.
Contribute to the development and delivery of Branded Generics portfolio and broader issue resolution
Act as a conduit for initiatives and resolving any issues in a timely manner and development of tracking and monitoring systems.
Feed into marketing communications for highlighting the Zentiva branded generics portfolio along with procurement efficiencies.
Develop strong relationships with ICB leads, medicines management pharmacists, HoMMs, PCN leads, prescribing leads and relevant associated roles that have influence within the key therapeutic areas of the commercial portfolio.
Key stakeholder management within NHS
Develop key relationships with GP practices (prescribing pharmacists, practice managers and key retail pharmacies) to ensure formulary decisions are executed at both prescribing and dispensing areas.
Lead cross-functional Healthcare Commissioning and Category C projects
. Provides proactive environmental evidence-based recommendations to engage appropriate resourcing, customer targeting and business planning. Responsible for the implementation of all approved commercial programmes, deals, and investments as part of managing the profitability of the ICB portfolio responsibility. Analyses and prioritises all available resources to achieve revenue, margin, distribution and product continuity goals. KEY WORKING RELATIONSHIPS INTERNAL Regular, close contact with: Channel Head, Commercial Heads of Departments, Business Excellence, KAMs, Customer Services , Supply Chain planners , Regulatory, Finance, Marketing. Occasional contact with : Marketing, IT Support, Quality Launch Manager EXTERNAL Regular, close contact with: ICB prescribing leads and associated roles covering England and Health Board and Local Commissioning Group leads in the devolved nations (Scotland, Wales and Northern Ireland) CMU Category specialists & equivalent devolved nation roles. GP practices, PCNs. Locality Leads, prescribing pharmacists, dispensing pharmacists, practice managers and key retail pharmacies, as well as product specific specialist clinicians. NHS agencies and governing bodies. SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS Critical: Demonstrable experience in the Healthcare Commissioning channel / commercial environment, delivering commercial results through business to business partnerships and negotiation Proven commercial and business acumen as demonstrated, by the ability to accurately assess and convey factual market intelligence to shape plans and targets, with the branded generics sector. Demonstrated ability to influence relationships and leverage knowledge at all levels across a matrix structure, in the contexts of primary care / ICBs/Health Boards. Detailed knowledge of market, product supply routes and the associated financial structures and reimbursement. Understanding of ABPI Code of Practice and all corporate policies and their practical application. Ability to rapidly and accurately assess and communicate business opportunities and capitalise upon them. Demonstrated innovation and courage in commercial proposals. Highly analytical. IT competent. Demonstrated project management skills. Fully conversant with meeting both in-market and in-house performance metrics. Demonstrated strength in designing, communicating and delivering easily adoptable account plans. Ability to anticipate change and demonstrate appropriate responsiveness. High level emotional intelligence and business integrity. Competency Requirements FAST
Making same day decisions, prioritising actions that bring the most value to the company, focusing on what is important, empowering others, responding quickly to new tasks/questions/opportunities, adapting quickly to changing situations and priorities. LEAN
Ensuring effectiveness and improvements of our processes, cross functional alignment, avoiding waste and idle time, being flexible and adapt when needed, avoiding/removing unnecessary administration burden and bureaucracy. INCLUSIVE
Bringing people together towards our common goals, operating in an international environment and virtual/distant teams, dealing with different personalities and cultures, being open to and respecting opinions, removing/avoiding barriers and silos between teams/countries/cultures, supporting and leveraging diversity in our teams, learning from each other. CREATIVE
Getting inspired by trends and other businesses across different industries, translating new ideas and approaches to our business needs. Challenging the status quo, considering alternatives and improvements, taking a healthy risk, initiating new things, searching for new paths and solutions, encouraging others to come with ideas. RESPONSIBLE
Ownership of tasks, reliability in delivery (quality and time), goal orientated, making entrepreneurial decisions, accountable for own actions and decisions, engaged with the company goals and sharing responsibility for the team/company success and for our clients, striving to exceed expectations and be a step ahead, anticipating and mitigating risks/barriers. CONNECTED
Acting as one company, listening to others, sharing information, clear and transparent communication, fast and responsiveness, proactive engagement of others, building relationships and networks, positive approach to changes and challenges, cross functional interactions.
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. Provides proactive environmental evidence-based recommendations to engage appropriate resourcing, customer targeting and business planning. Responsible for the implementation of all approved commercial programmes, deals, and investments as part of managing the profitability of the ICB portfolio responsibility. Analyses and prioritises all available resources to achieve revenue, margin, distribution and product continuity goals. KEY WORKING RELATIONSHIPS INTERNAL Regular, close contact with: Channel Head, Commercial Heads of Departments, Business Excellence, KAMs, Customer Services , Supply Chain planners , Regulatory, Finance, Marketing. Occasional contact with : Marketing, IT Support, Quality Launch Manager EXTERNAL Regular, close contact with: ICB prescribing leads and associated roles covering England and Health Board and Local Commissioning Group leads in the devolved nations (Scotland, Wales and Northern Ireland) CMU Category specialists & equivalent devolved nation roles. GP practices, PCNs. Locality Leads, prescribing pharmacists, dispensing pharmacists, practice managers and key retail pharmacies, as well as product specific specialist clinicians. NHS agencies and governing bodies. SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS Critical: Demonstrable experience in the Healthcare Commissioning channel / commercial environment, delivering commercial results through business to business partnerships and negotiation Proven commercial and business acumen as demonstrated, by the ability to accurately assess and convey factual market intelligence to shape plans and targets, with the branded generics sector. Demonstrated ability to influence relationships and leverage knowledge at all levels across a matrix structure, in the contexts of primary care / ICBs/Health Boards. Detailed knowledge of market, product supply routes and the associated financial structures and reimbursement. Understanding of ABPI Code of Practice and all corporate policies and their practical application. Ability to rapidly and accurately assess and communicate business opportunities and capitalise upon them. Demonstrated innovation and courage in commercial proposals. Highly analytical. IT competent. Demonstrated project management skills. Fully conversant with meeting both in-market and in-house performance metrics. Demonstrated strength in designing, communicating and delivering easily adoptable account plans. Ability to anticipate change and demonstrate appropriate responsiveness. High level emotional intelligence and business integrity. Competency Requirements FAST
Making same day decisions, prioritising actions that bring the most value to the company, focusing on what is important, empowering others, responding quickly to new tasks/questions/opportunities, adapting quickly to changing situations and priorities. LEAN
Ensuring effectiveness and improvements of our processes, cross functional alignment, avoiding waste and idle time, being flexible and adapt when needed, avoiding/removing unnecessary administration burden and bureaucracy. INCLUSIVE
Bringing people together towards our common goals, operating in an international environment and virtual/distant teams, dealing with different personalities and cultures, being open to and respecting opinions, removing/avoiding barriers and silos between teams/countries/cultures, supporting and leveraging diversity in our teams, learning from each other. CREATIVE
Getting inspired by trends and other businesses across different industries, translating new ideas and approaches to our business needs. Challenging the status quo, considering alternatives and improvements, taking a healthy risk, initiating new things, searching for new paths and solutions, encouraging others to come with ideas. RESPONSIBLE
Ownership of tasks, reliability in delivery (quality and time), goal orientated, making entrepreneurial decisions, accountable for own actions and decisions, engaged with the company goals and sharing responsibility for the team/company success and for our clients, striving to exceed expectations and be a step ahead, anticipating and mitigating risks/barriers. CONNECTED
Acting as one company, listening to others, sharing information, clear and transparent communication, fast and responsiveness, proactive engagement of others, building relationships and networks, positive approach to changes and challenges, cross functional interactions.
#J-18808-Ljbffr
