Overview
The Key Account Manager (KAM) is a field‐based expert that strategically drives the commercial objectives of Alnylam's transthyretin amyloidosis (ATTR). The KAM will be primarily accountable for developing and implementing key account plans in their designated territory to optimize care for patients. Reporting to the Area Sales Manager, the KAM is expected to develop territory‐specific strategic account plans in the context of the overall product strategy and in close alignment with other functions such as Medical Affairs, while ensuring full compliance with all relevant company, industry, legal, regulatory, and ethical standards.
Key Responsibilities
Present a positive image of the company and develop/reinforce awareness of the RNAi platform to relevant customer groups.
Develop and lead regional/hospital market access.
Develop, own, and drive territory and account plans, including customer targeting, in line with country strategy in partnership with the Commercial and Medical Affairs team.
Achieve pre‐launch and post‐launch KPIs.
Perform detailed analysis of the assigned territory to identify, assess, and support the development of relevant centers for diagnosis and treatment.
Drive patient identification, diagnosis, and referral rates by executing against a territory strategy and account‐specific plans.
Develop trusted relationships with a portfolio of customers to ensure a competitive advantage, after developing a thorough understanding of key customer needs and requirements.
Ensure the correct products and services are delivered to customers timely by collaborating with internal stakeholders (commercial, supply chain, and compliance) and external centers.
Establish and maintain contact with key customers and provide commercial and scientific services to ensure access at the site of care, and that logistics are in place to administer product.
Manage and execute local meetings to drive diagnosis and treatment rates, in collaboration with the Medical Affairs Team for physicians and other healthcare professionals.
Represent Alnylam at local and national events and congresses.
Serve as the link of communication between key customers and internal teams.
Liaise and collaborate with relevant internal staff (Medical Affairs, Commercial Leads, Marketing and Business Operations Manager), as required.
Provide timely and accurate reporting and continuously maintain the CRM database.
Conduct all activities to the highest ethical standards in accordance with country code of practice and local laws and regulations.
Steer 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 are also considered.
5+ years of sales and key account management experience in bio/pharmaceutical sales.
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 health care structures.
Ability to draw on previous experiences 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).
At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve their full potential.
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