Regional Account Manager, Ophthalmology Toronto West

Job Summary

Responsible for developing long-term business relationships with assigned accounts and healthcare providers including but not limited to: ophthalmology clinics, teaching institutions and community based practices. Regional Account Managers provide consistent education of the benefits and risks of approved products to ophthalmologists, pharmacists, nurses, executive personnel, and support staff.

Establish and develop strong relationship with individual hospitals, and Regional Health Authorities within the ophthalmology market and within specific patient treatment specialties. These relationships are focused on achieving/exceeding defined sales and brand objectives consistent with approved product messaging and labeling. Regional Account Managers will report directly to the Director, Marketing & Sales and will be individually accountable for managing their territory sales performance, business analysis and budgets. The Regional Account Managers will take individual ownership to incorporate feedback provided by the National Sales Manager, but not limited to individual development plans, field coaching reports and performance appraisals. Although the Regional Account Managers needs to have the ability to work independently, as a member of the Apotex Biosimilar and Specialty Team, the Regional Account Managers is expected to work in a highly collaborative manner when necessary. Consistent teamwork and collaboration with other members of the sales force, as well as market access, medical, marketing and corporate functions is expected.

Job Responsibilities

• Willingness to travel extensively in assigned territory and to required industry events and corporate functions, including periodic weekend and extended travel when necessary
• Create strong relationships with customers and KOLs (key opinion leaders) within the region including: C-suite, ophthalmologists, pharmacy, nursing
• Understand the process in which medications are approved for hospital use and ensure that products are positioned appropriately to the P&T committee
• Clearly understands the health care ecosystem (hospital/retail/home care)
• Responsible for developing value-added long-term projects that are mutually beneficial to the strategic objectives of the accounts, and that of the company
• Execute the company’s marketing plan to achieve annual objectives
• Collaborate with therapeutic experts to position products appropriately to key stakeholders
• Promotes and sell Apotex Biosimilar and Specialty portfolio to meet or exceed company and customer expectations
• Understands products, technologies and competitors to advise and support key customers
• Manage cost centre and regional budget
• Develop and create institutional strategic plan to ensure share growth and launch of new products in highly competitive spaces
• Be fully aware of the reimbursement landscape and engage key stakeholders to assist in solving any funding gaps
• Well versed in the biosimilar and reference molecule space and also on the generic space
• Strategically leverage innovative approaches to solve complex heath care/ institution problems
• Leverage value-based agreements to maximize product adoption
• Possess a valid driver’s license and meet the requirements of the corporate motor vehicle policy
• Works in a safe manner collaborating as a team member to achieve all outcomes.
• Demonstrate Behaviours that exhibit our organizational Values: Collaboration, Courage, Perseverance, and Passion.
• Ensure personal adherence with all compliance programs including the Global Business Ethics and Compliance Program, Global Quality policies and procedures, Safety and Environment policies, and HR policies.
• All other relevant duties as assigned.

Job Requirements

• Education
  • Bachelor’s Degree from an accredited four-year institution (education in science or business a plus)
• Knowledge, Skills and Abilities
  • Proven track record of achieving/exceeding sales objectives; product launch experience preferred Injectable experience highly preferred; supportive care sales experience a plus
  • Knowledge of applicable regulations and standards affecting the pharmaceutical industry Strong business acumen; analytical ability and broad healthcare knowledge
  • Understanding of how to effectively meet customer needs in a complex environment through alignment of company and customer objectives
  • Adaptable to changing priorities and market dynamics
  • Ability to function effectively in an evolving start-up organization/division
  • Excellent communication and presentation skills; a team-player that is self-motivated
• Experience
  • Minimum of 10 years of specialty pharmaceutical/biosimilar or ophthalmology sales experience