Role Objective

• Lead, manage, coach, support and motivate the field force´ team of KAMs (Key account Managers) to achieve sales targets, to interact and engage with the stakeholders to create excellent customer experiences
• Ensure excellence in execution of the national strategy and tactics for promoted brands and give regularly feedback and insight from the field to the relevant internal interfaces
• Ensure successful and timely creation and implementation of Key Account Plans within allocated budget and in full adherence to Takeda Code of conduct and values

Accountabilities

• Coaches, trains and develops each KAM to achieve quantitative and qualitative objectives, rewards and recognizes high-performing people, develops talents and manages non-performers appropriately
• Defines and communicates performance standards and measures to monitor those standards
• Gives honest feedback on the performance of KAM on a regular basis
• Organizes and leads KAM meetings, to support excellence in execution of the national strategy and tactics and KA plans
• Ensure the training plan for KAMs is in place, setting training goals to ensure a high level of expertise on brands and market as well in sales techniques
• Sets yearly individual objectives for each KAM, continuously monitors (quality conversations) and continuously assesses the achievements while properly documenting in the assigned tools
• Lead the KAMs to lead their growth/development; ensuring the continuous coaching for each KAM
• Organizes team review meetings with N+1 at least twice a year
• Whenever required, hire new KAM’s in collaboration with N+1 and HR department

Sales Planning

• Based on national strategies/tactics, support, review and approve the creation of KA plans for each KAM before the beginning of the new fiscal year
• Communicates quarterly sales objectives and bonus pay-outs to the KAM

Implementation

• Ensures that the right customer is seen at the right frequency with the right brand and the right information in respect of the call plan, the product mix and the priorities defined in each cycle meeting
• Ensures that the team members interact and engage with the stakeholders to create excellent customer experiences
• Supports the KAM in the digital transformation and the use of the new cross-channel go-to- market model
• Monitors and supports the execution in due time and closes follow-up of all actions included in the operational plans for each product in promotion
• Organizes and leads KA meetings to review regional performance, action plan status and decides corrective actions if needed
• Focuses energy, time, and resources in function of business priorities and types of customers (KOL, SP, Nurses, Hospital Pharmacist)
• Regularly participates in regional, national and international business events for products in promotion
• Establishes productive business relationships with opinion leaders, key customers decision makers and any other key stakeholders

Monitoring and reporting of sales activities

• Ensures that each KAM respect the CRM rules
• Reviews and monitors progress of agreed KA plans (inclusive respect of the call plan frequency – CFAR)
• Reports core sales activities and events, market trends, competitors activities, any market intelligence collected
• Monitors expenses within allocated budget

• Provides market and competitive intelligence to the relevant internal interfaces, based on input from his/her team members and own customer/field contacts
• Gives constructive feedback to the marketing regarding the acceptance of promotional tools and campaigns. Plays an active role in creating of new marketing material
• Ensures that all activities are in-line with local business regulations and Takeda business code of conduct and compliance rules

Effective team and cross functional working internally and externally

• Actively contributes to the brand teams
• Develops effective and constructive working relationships throughout the Business Unit and Takeda LOC in general and with the GI Brand Team, Takeda Market Access department and Takeda Medical Department in particular, as with GI colleagues from Eucan and Global.
• Provides sales insights to develop training material, strategy and tactics.

Communication

• Develops and maintains strong, effective and constructive team relationships and KOL networks by taking a leadership role in the communication and liaison between all pertinent external customers;
• Ensures effective communication with all relevant internal and external key stakeholders;
• Identifies and raises relevant issues, and proposes potential solutions, through the appropriate internal and external channels;
• Achieves best-in-class customer focus with significant dedicated time for regular interactions with customers
• Implements cross-channel innovative communication approaches to customers

Global core competencies (behavior competencies)

• Inspire Others: Creates the environment that inspires and enables people to move the organization forward
• Elevate Capabilities: Elevates the capabilities of the organization for now and the future
• Deliver Priorities: Focuses on the few priorities and delivers superior results
• Think Strategically: Demonstrates strategic enterprise thinking finding innovative ways to serve patients, and build trust, reputation and business

Capabilities:

• Master (scientific orientation is an asset) or equivalent combination by education and experience
• At least 5 years of successful experience as FLM or Sales manager, desired in Specialty Care.
• Digital savviness and analytic skills for market and finance
• Practical use of CRM system and other dedicated applied software
• Drivers Licence B
• Fluent (written and spoken) in Dutch and French, Business English
• Knowledge of the assigned brands, diseases and markets is an asset