Key Account Manager

Title:

Key Account Manager

Company:

Ipsen Pharma (SAS)

 

About Ipsen:

Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.

 Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company’s success. Join us on our journey towards sustainable growth, creating real impact on patients and society!

For more information, visit us at https://www.ipsen.com/ and follow our latest news on LinkedIn and Instagram.

Job Description:

Summary & Purpose of the Position

The Key Account Manager (KAM) is responsible for driving sustainable sales growth by developing and managing long‑term relationships with key healthcare stakeholders, including hospitals, clinics, healthcare professionals (HCPs), and decision‑makers. The KAM ensures excellent execution of brand strategies, maximizes product opportunities, and supports the implementation of national and regional business plans in respect with Ipsen’s and country’s Ethics & Compliance rules.

Main Responsibilities & Technical Competencies

Execute aligned tactical initiatives across the marketing mix

• Identify and execute on business opportunities for designated company products in onco-urology and neurology. Drive sales performance and achieve territory targets.
• Identify innovative and compliant mechanisms to engage and provide value to key customers and differentiate Ipsen based on key company and brand strengths.
• Provide scientific and product information in compliance with promotional regulations.
• Monitor competitive landscape, market trends, competitor activities, and customer behaviors. Collect market insights and develop action plans for key projects and stakeholders.
• Collaborate with cross‑functional teams (Marketing, Medical, Market Access, Supply Chain) to ensure strong support for key accounts.
• Partner cross-functionally to execute a strategically aligned key account plans and activities
• Coordinate congress/conferences planning and execution, including booth development, KOL engagements, and promotional opportunities. Organize and participate in seminars, round tables, group meetings aimed for brand promotion.
• Apply creativity, innovation & out-of-box thinking to solve complex business / marketplace issues
• Contribute to development of the marketing/commercial strategy, including digital activities
• Identify and manage tender opportunities where applicable.
• Implement an ROI measurement plan to assess impact of key tactics on sales and anticipate when functional course correction is required and adjust with a sense of urgency

Define and Execute Account Plans at territory level

• Conduct regular account analysis to identify opportunities, risks, and specific customer needs.
• Prepare and execute tailored account plans aligned with brand and business objectives.
• Execute planned activities in matrix organization. Effectively manage territory resources and budget.
• Identify and bring to completion accounts and territory sales opportunities, through internal and external partnerships and territory management
• Adapt selling style & approach to match the sales environment, such as an account management approach in hospital departments/centres, or F2F activities, including group meetings, seminars etc
• Undertake accurately and timely planning reporting activities in CRM and iEngage, including field activities planning, detailing call records, sales analysis; insights gathering; consents collection and other required information. Maintain accurate records of customer interactions and account activities.

Product Mastery and Continuous Learning Excellence in Key Account Management

• Maintain strong understanding of product features, benefits, and key data; clearly communicate value to stakeholders.
• Regularly update knowledge on latest efficacy data, studies, and internal training materials.
• Understand competitor positioning and confidently address objections with evidence-based responses.
• Take responsibility for ongoing learning and improvement through feedback and coaching.

Stakeholder Engagement and Influence

• Build and leverage internal and external stakeholder networks and maintain regular contact with Thought Leaders (TLs).
• Provide scientific and product information in compliance with promotional regulations.
• Organize and conduct product presentations, trainings, and scientific discussions
• Build trusted and long-term relationships with healthcare professionals and decision‑makers in assigned accounts and collaborate with cross functional stakeholders.
• Foster team effectiveness and accomplishments of shared goals by regularly and proactively sharing knowledge, experience and information.
• Maintain regular and timely communication with the cross functional colleagues, to inform them of important/urgent account developments and to further the achievement of account objectives.
• Proactively and positively contribute to Cycle, Brand Team and other internal Meetings.

Ethics & Compliance 

• Ensure that all activities within assigned territory are undertaken in accordance with the National Regulations, local sales and operations guidelines, as well as any local Codes of Practice. 

Knowledge & Experience (essential):

• Minimum 3 years’ experience in the pharmaceutical or healthcare sector, preferably in sales
• Strong relationship‑building and communication skills
• Strategic thinking and analytical mindset
• Negotiation and presentation capabilities
• High levels of ownership, autonomy, and accountability
• Ability to collaborate effectively in a cross‑functional environment
• Proficient in the following applications: MS Word, MS Excel, MS PowerPoint, MS Outlook
• Demonstrated strong capability in account management, superior selling competencies and proven sales performance track record.
• Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network

Education / Certifications (essential):

• Minimum of MBA Degree in a business, science or similar bioscience degree
• Knowledge of the local healthcare system and decision-making processes
• Valid driving license

Language(s) (essential):

• Fluent Latvian

Language(s) (preferred):

• Good spoken and written English

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We are committed to creating a workplace where everyone feels heard, valued, and supported; where we embrace “The Real Us”. The value we place on different perspectives and experiences drives our commitment to inclusion and equal opportunities. When we include diverse ways of thinking, we make more thoughtful decisions and discover more innovative solutions. Together we strive to better understand the communities we serve. This means we also want to help you perform at your best when applying for a role with us. If you require any adjustments or support during the application process, please let the recruitment team know. This information will be handled with care and will not affect the outcome of your application.