Job Title:

Field-based Market Access Specialist (Key Account Manager)

Grade:

To be evaluated by HR

Location:

Algeria

Reporting to:

Cluster Head of Market Access

Primary Job Function:

Responsible for regional account management and market access strategy implementation at the assigned MA authorities or regional/ hospital formulary listing committees for Abbvie registered products.

Play an active part within brand teams as market access specialist (Key Accouant Manager) for one brand (registered and marketed product): identify opportunities to work collaboratively with cross-functional colleagues to deliver on brand objectives.
 

Core Job Responsibilities:

A) Key account management (80%)

• Visit and engage assigned MA authorities and customers on a regular basis

- National and / or regional Public market formulary listing agencies

- MOH committees relevant for market access decision-making

- Experts and advisors to MA authorities

- Negotiate funding and price (if applicable)

- Be the main AbbVie contact person for payers

- Document and share insights with affiliate organization

• Obtain, maintain and optimize formulary listing (with or without tenders)
• Anticipate access barriers, get preferential status and ensure optimal funding
• Analyze opportunities and risks across Abbvie products
• Formulate formulary listing (or sometime de-listing) strategy
• Specify formulary listing and/ or tender dossier or documentation requirements
• Maximize formulary listing results, measured by #products listed in #accounts
• Negotiate with MA authorities and formulary listing agencies
• Strategic account planning to build distinguished quality access and sustainable win-win partnership for inline registered and approved products
• Perform systematic stakeholder mapping, gain thorough understanding of formal and informal decision-making
• Understand the account needs at organizational and decision-makers levels
• Lay out short- and long-term account access vision, goals, key strategies and tactics
• Proper integration of key risks & opportunities, strategies & tactics
• Improve access policies and conditions
• Monitor closely changing dynamics in terms of access policies & conditions, such as:    

pricing, formulary listing, other relevant payer polices & guidelines, and, where applicable, tender specifications.

• Identify areas to move from low(est) price-based to value-based decision-making.
• Develop and execute a call plan for abbvie portfolio products per account

The call plan must achieve set call metrics and optimizes coverage and frequency to key customers in order to maximize access opportunities.

B) Market access specialist for an approved brand (20%)

• Play an active part within brand teams and identify opportunities to work collaboratively with cross-functional colleagues to deliver on brand objectives
• Customized technical data into simple compelling messages in the format required and appropriate for local stakeholders
• Define Value Propositions by consolidating Core Value Dossiers, stakeholder needs, local environment and Brand priorities
• Propose to brand teams and provide training of analysis, tools, evidence, actions and programs to support and communicate the value propositions
• Monitor changes and competitive situation in the environment in order to anticipate risks and opportunities for Market access
• Understand stakeholder needs and requirements for demonstrating value
• Prepare submissions and objections handling
• Prioritize market access activities together with Market Access Head
• Identify and execute payer value-added programs
• Lead the execution of strategic partnership at the assigned MA authorities/ committees
• Monitor competitors’ strategies and prepare appropriate Market access responses 

Management Responsibilities:

• Part of country local MA team
• Line responsibilities depending on affiliate field-based MA structure

Key Success Factors:

• Demonstrate strong ability to develop a quality network and access to assigned Market Access authorities and customers, and to sustain win-win partnerships with economic driven customers
• Thorough understanding of decision-making mechanism at the assigned authorities/ customers
• Demonstrated strength in negotiation and in implementing key MA value strategies
• Track record of success in obtaining, maintaining and in achieving listing

Education required:

University degree in Medicine, Pharmacy or biology or equivalent

Experience/Training required:

• >5 years’ experience in pharmaceutical industry including an experience in Market Access authorities and/ or formulary listing committees, preferably with experience working with biologics and off patented products.
• Experience working in a multinational company with a matrix organization
• Ability to interpret and integrate Market Access strategies into actionable, value-added planning activities
• Excellent communications and interpersonal skills and strong ability to develop relationships with external stakeholders
• Ability to work in a fast-paced and changing environment
• Professional behavior with “can-do” and “open mind” attitudes
• Winning mentality, dynamic, innovative, customer focus and cross-functional team player