Key Account Manager

We are Hiring!

We have an exciting new opportunity at Scope for a Key Account Manager to join our team!

We are looking for people who can connect their own personal vision and values into some of what we do at Scope. 

Our vision as a company is to constantly exceed the expectations of our healthcare partners, our patients and our people by bringing together the extraordinary.

Please read below the full job description for the role and if this is something that you would be interested in, please click apply and a member of the Scope team will be in touch regarding your application.

Key Account Manager

This role is focussed on:

• Managing national accounts such as AQPs and private hospital groups
• Build relationships to influence portfolio penetration in national accounts and support Regional Account Managers (RAMs) to maximise local pull through and execution
• Build relationships with regional, local and independent private providers aligned to local NHS agenda’s to maximise penetration in line with local formulary and guidelines
• Achieving partner relationships with key customers through 60% field time and high level skills in commercial / sales excellence

Key Responsibilities

Private providers

·       Build and maintain strong relationships with key customers and senior influencers to create win/win scenarios across AQPs, private hospital groups and other private provider groups

·       Negotiate win/win agreements to strengthen and build long term, sustainable relationships and partnerships

·       Bridge relationships from national agenda to localised need, supporting RAMs to target implementation and pull through strategies

·       Be aware and embed the collaboration from commercial agreements to implementation married to formulary and guideline status

Business Strategy

·       Analyse, track and implement data insights to inform decision making and account planning processes to a high level

·       Negotiate national agreements aligned to the Business Unit strategy, to enable local pull through and maximise the wider portfolio opportunity

·       Inform decision making and embed relationships with the National Network of Ophthalmology Providers

·       Provide and apply to strategy a working knowledge of AQP Rx systems, recognising its impact and building solutions to enable pull through

·       Build a strong platform to monitor and report on Ophthalmology Commissioning Surveillance

·       Have accountability and responsibility for tracking and proposing strategies for national routes to market, such as COS3

·       Build, maintain and execute robust account plans for all customers in line with Business Unit strategy

·       Support Area Sales Managers in driving through regional and local adoption on the back of nationally negotiated agreements

·       Support the National Account Manager is projects and initiatives driving strategy at a national level

Product & Market Knowledge

·       To be fully aware and attain strong sales skills to promote the Scope portfolio, in a wider context of the commercial environment

·       Build strong awareness and understanding of market trends, competitor environment and wider market dynamics and factors

·       To be fully aware and apply working knowledge of the changing NHS agenda and context; and apply this to the private providers environment

·       Support pre-launch and post-launch initiatives with NPD in order to maximise growth and drive channel adoption in Go to Market strategies

Self-Development

·       Proactively seek feedback from your team, peers and more senior management on personal performance, and to act on development areas highlighted by their response.

·       Construct a personal development plan with guidance from your manager and to take personal accountability for implementing this plan.

·       Continuously seek to improve personal skills, knowledge and competencies in order to improve performance and be effective in giving feedback and coaching/mentoring/training to your team.

·       Take part in all company training activities (e.g. ITC, New Product launches, new system and process implementations), and to continuously strive to improve and role model a continuous learning approach.

Qualifications

• University degree qualification or equivalent in a related field - desirable
• Holder of a current full driving licence

Specific Knowledge, Skills and Experience

• Sound background and experience in life sciences or business – required
• Commercial awareness/business acumen of the ophthalmology market, pharmaceutical and/or medical devices industry; knowledge and understanding of products, services and marketplace
• Demonstrated entrepreneurial ability (i.e. identification and development of business opportunities)
• Practical experience of customer and channel management
• A working knowledge of the NHS agenda and changing landscape ie the 10 year Plan, and understanding the impact on private providers
• Knowledge and experience of industry environment and strategy including local decisions, impacts on, and changes affecting customers
• Proven ability to execute commercial deliverables, and seek out and deliver success in an empowering, motivated and mature manner
• Experience working within a blue chip organisation (eye care or healthcare industry ideal) – desirable

Scope provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.