Overview
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The Key Account Manager (KAM) is a field-based expert, strategically driving the commercial objectives of Alnylam’s transthyretin amyloidosis (ATTR). The KAM will develop and implement key account plans in their designated territory to optimize care for patients. Reporting to the Area Sales Manager, the KAM will develop territory‑specific strategic account plans aligned with the overall product strategy, in collaboration with Medical Affairs, and ensure full compliance with all relevant company, industry, legal, regulatory, and ethical standards.
Key Responsibilities
Presents a positive image of the company and reinforces awareness about the RNAi platform to relevant customer groups.
Develops and leads regional/hospital market access.
Owns and drives territory and account plans, including customer targeting, in line with country strategy in partnership with the Commercial and Medical Affairs teams.
Achieves pre‑launch and post‑launch KPIs.
Performs detailed territory analysis to identify, assess, and support relevant centers for diagnosis and treatment.
Drives patient identification, diagnosis, and referral rates by executing a territory strategy and account‑specific plans.
Builds trusted relationships with a portfolio of customers to ensure competitive advantage, after thoroughly understanding key customer needs and requirements.
Ensures correct products and services are delivered to customers in a timely manner by collaborating with internal stakeholders (commercial, supply chain, compliance) and external centers.
Establishes and maintains contact with key customers and provides commercial and scientific services to ensure access at site of care, and that logistics are in place for product administration.
Manages and executes local meetings to drive diagnosis and treatment rates, in collaboration with the Medical Affairs Team for physicians and other healthcare professionals.
Represents Alnylam at local and national events and congresses.
Serves as the communication link between key customers and internal teams.
Liaises and collaborates with relevant internal staff (Medical Affairs, Commercial Leads, Marketing and Business Operations Manager) as required.
Timely and accurate reporting and continuous diligent maintenance of the CRM database.
Conducts all activities to the highest ethical standards in accordance with country codes of practice and local laws and regulations.
Steers regular local alignment meetings with other field‑based functions to ensure proper implementation and outcomes against committed territory and account plans.
Qualifications
University degree in a relevant scientific field, compliant with Italian regulatory requirements (D.Lgs. 219/2006). Equivalent qualifications recognized by the Ministry of Health will also be considered.
5+ years of sales and key account management experience in the biopharmaceutical sector.
Ability to gain consistent access and develop strong professional relationships for product promotion with healthcare providers in reference centers and the community.
Effective communication and influencing skills to engage with professionals at all organizational levels.
Strong business acumen to add value to existing healthcare structures.
Ability to draw on previous experience and insights to generate and maintain appropriate awareness and timely access to treatment.
Excellent organizational and project management skills.
Fluent in Italian and English, both written and verbal preferred.
Ability to travel within the territory on a regular basis (80% of the time).
Italy Pay Range
€68,400 to €92,600 gross per annum.
The pay range reflects the full‑time base salary range we expect to pay for this role at the time of posting. Base pay will be determined based on a number of factors including, but not limited to, relevant experience, skills, and education. xjrgpwk This role is eligible for an annual short‑term incentive award (e.g. bonus or sales incentive), an annual long‑term incentive award (e.g. equity) and competitive benefits.
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