Hospital Access Manager BeLux/ KAM(Level: Senior Manager) Reports to: Associate Director, Commercial Lead BeLuxLocation: Belgium Alexion est une societe biopharmaceutique mondiale dont lobjectif est de servir les patients et les familles touches par des maladies rares et des conditions devastatrices par la decouverte, le developpement et la commercialisation de medicaments qui changent la vie. Basee a Boston, Massachusetts, Alexion a des bureaux dans le monde entier et sert les patients dans plus de 50 pays. Vous trouverez de plus amples informations sur Alexion a ladresse suivante : www.alexion.comAlexion est fier dtre un employeur offrant legalite des chances en matire demploi et daction positive. Nous nous engageons a favoriser une culture dappartenance o chaque personne peut trouver sa place en raison de son caractre unique.
La societe ne prendra pas de decisions en matire demploi, de formation, de remuneration, de promotion et dautres conditions demploi en fonction de la couleur, de la religion, de la croyance ou de labsence de croyance, du sexe, de lorientation sexuelle, de lge, de lascendance, de lorigine nationale, de lethnicite, de la citoyennete, de letat civil, du statut parental, de la grossesse, du statut parental (y compris ladoption ou la maternite de substitution), du statut militaire, du statut dancien combattant protege, du handicap, de la condition medicale, de lidentite ou de lexpression de genre, des informations genetiques, de la maladie mentale ou dautres caracteristiques protegees par la loi. Alexion propose des amenagements raisonnables pour repondre aux besoins des candidats et des employes. Pour entamer un echange interactif avec Alexion concernant un amenagement, veuillez contacter accommodations@Alexion.com. Alexion participe au programme EVerify.AstraZeneca a finalise lacquisition dAlexion, marquant la creation dAlexion, AstraZeneca Rare Disease.
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Si vous tes interesse(e) par les opportunites de carrire chez AstraZeneca, cliquez ici. Resume du poste et objectifs The Hospital Access Manager (HAM) BeLux will be responsible for establishing and maintaining robust relationships and partnerships with key stakeholders in hospitals, buying groups and hospital networks, who are responsible for public tendering and purchasing of medicines. He/She will also be responsible for followingup on tender processes and tender offers. In parallel, the HAM will identify potential partnerships & projects to execute with stakeholders in our key accounts with the intent to remove key obstacles for patients in achieving optimal care.In doing so, the HAM with the support of marketing and the commercial lead will also propose and codesign promotional materials and other marketing elements that help to achieve our goal of reaching optimal care for patients. The work will always ensure compliance with all applicable local laws, regulations, values and procedures.The HAM will join a small commercial team dedicated to rare diseases and will have the opportunity to be exposed to various crossfunctional projects within the affiliate. The Hospital Access Manager (HAM) BeLux will also work closely with the Market Access Manager BeLux. Main responsabilities Key Account ManagementDevelop and execute a tender strategy: Propose a holistic strategy, including pricing tactics and strategic partnerships, both on a national and key account level, which will allow us to win in a tender market.Establish a robust engagement plan to improve and maintain relationships with all relevant stakeholders in hospitals, buying groups & networks, who are involved in public tendering and purchasing of medicines.Regularly engage these stakeholders to inform them about key elements and differentiators of Alexions products and to discuss the impact of these elements on their tender plansTake ownership over all field activities and sponsorships related to hospital pharmacists as a stakeholder group and closely work together and align with the RAM team in relation to activities with overlapping stakeholder groups.
Take ownership over tenders in our Key Accounts in Belgium & Luxembourg, Engage stakeholders to discuss upcoming tenders, when legally and compliancewise possible.Analyse the specifications of a relevant hospital tender when published and lead on all the necessary steps to come to a high quality, competitive proposal before the offer submission deadline. Amongst other things, this can include: assembling a crossfunctional team to provide support in answering specific questions, obtaining internal approval for a tailored price offer and coordinating the approval and submission of the final and complete offer.Analyse the results of tenders, draft a list of followup actions, insights and conclusions & adapt the strategy for other key accounts when needed Lead internal projects to improve our tender capabilities and infrastructure and to adapt to an everchanging external environment and regulations Constantly gather competitive intelligence and analyse changes in the hospital environment and policy measures.Work closely with the other members of the commercial team in managing projects and overlapping stakeholders, plus participate in meetings and trainings to exchange information and insights. Hospital partnershipsConduct indepth analyses of the different key accounts to identify partnership opportunities Identify potential opportunities for partnerships with key stakeholders by analyzing hospital dynamics, policies, priorities, strengths and development areas, as well as by engaging HCPs to identify local/regional/national hurdles in the patient journey of patients treated with Alexion products.Once such an opportunity is identified, assumptions and knowledge gaps around this opportunity are to be analyzed and confirmed by other relevant HCPs and stakeholders Cocreate solutions to capitalize on partnership opportunities Identify suitable external partners, for instance innovative startups, to cocreate respective solutionsCoordinate meetings between external partners and hospital stakeholders to cocreate solutions and partnershipsFinalize agreements and set milestones between all relevant parties to guarantee satisfying results and outcomes for all stakeholdersEnsure legal and compliance rules are strictly adhered to in the setup of these partnershipsFollowup the progress of all ongoing projects and ensure milestones are reached in a timely fashion by all partiesRegularly provide internal status reports on ongoing projects, including key learnings and conclusionsPropose successful projects for scaleup to other projects Development of marketing assets Propose and cocreate marketing assets to support the removal of hurdles in the patient journey Provide a detailed briefing of the hurdle that is to be (partially) removed by the development of marketing assetsCreate, together with other members of the commercial team and external vendors, the different materials and have them submitted for review and approval.Ensure these materials meet all the necessary legal and compliance requirementsLead the distribution and deployment of these new assets and involve the RAM team where needed Excel in Crossfunctional collaboration with Members of the commercial team, especially the RAM teamTo effectively exchange insights and informationTo approach HCPs and other external stakeholders effectivelyTo ensure alignment in terms of local strategy and tacticsOther internal stakeholders and departmentsTo achieve the highest quality of tender offersTo ensure compliance and legal standards are met when settingup partnerships and creating promotional materialsTo ensure our internal structures and processes are fit for purposeTo achieve the highest possible quality in services to our customers and patients QualificationsProven knowledge about the Belgian & Luxembourg hospital landscapeProven knowledge about the legal framework for hospital tendersAbility to map & navigate complex hospital, buying group & hospital network structures and decisionmaking and tender processesPrevious experience as a Key Account Manager, calling on and negotiating with hospital pharmacists and/or other negotiators in the context of hospital tendersPrevious experience as a Key Account Manager representing biological medicines would be a plusStrong analytical skills, enabling the detailed analysis of the accounts potential, leading to a well thoughtthrough pricing proposalPrevious experience with composing and submitting tender offersAble to quickly establish longterm professional relationshipsAble to translate a national strategy into a set of accountlevel tacticsAble to learn and adapt quicklyWillingness to step outside of their comfort zoneDemonstrate entrepreneurial and growth mindsetGreat willingness to work in crossfunctional teams Strong communication and negotiation skillsCan work independently and doesnt shy away from taking initativePlanning & organizational skillsAbility to use Office 365 programmes, including Excel, Word, Powerpoint & OutlookGreat sense of ethics and reponsabilityProficient in both English, French and Dutch Education Masters degree in Life Sciences
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