Key Account Manager, Italy

Overview

Alnylam is the world’s leading RNA interference (RNAi) company.

Founded in 2002, Alnylam was built upon a bold vision of turning scientific possibility into reality by harnessing the power of RNAi for human health as an innovative new class of medicines.  We are a growing biopharmaceutical company with two approved medicines and a robust pipeline of investigational medicines focused in four strategic therapeutic areas: genetic medicines, cardio-metabolic diseases, infectious diseases, central nervous system (CNS) and ocular diseases, including several in late-stage development.  

Headquartered in Cambridge, Mass., Alnylam employs over 1,400 people in 19 countries and is rapidly growing globally, with additional offices in Norton, Mass., Maidenhead, U.K., Zug, Switzerland, Amsterdam, Netherlands, and Tokyo, Japan. Alnylam is proud to have been recognized as one of The Boston Globe’s Top Places to Work five years in a row (2015-2019), a Great Place to Work in the U.K. and Switzerland in 2020 and Science Magazine’s #1 Top Employer in 2019. Please visit www.alnylam.com for more information.

The Key Account Manager (KAM) is a field-based expert, that strategically drives the commercial objectives of Alnylam’s hereditary transthyretin amyloidosis (hTTR), Acute Hepatic Porphyria (AHP), Primary Hyperoxaluria Type 1 (PH1) program, for Italy. The KAM will be primarily accountable for developing and implementing key account plans in their designated territory to optimize care for patients.

The Key Account Manager is expected to develop territory specific strategic account plans in the context of the overall product strategy and in close alignment and collaboration with functions of Medical Affairs, Clinical Research, Patient Advocacy, Market Access and Commercial, while ensuring full compliance with all relevant company, industry, legal, regulatory and ethical standards.

Summary of Key Responsibilities

• Presents a positive image of the company and develop awareness about RNAi platform to relevant customer groups
• Develops, own and drives territory and account plan, including customer targeting, in line with country strategy in partnership with the Country Commercial Lead and Medical Affairs team.
• Achieves pre-launch and post-launch KPIs, including sales and volume targets
• Performs detailed analysis of the assigned territory to identify, assess, and develop relevant centers for diagnosis and treatment
• Drives patient identification, diagnosis and referral rates by executing against a territory strategy and account specific plans
• Develops trusted relationships with a portfolio of customers to ensure competitive advantage, after developing a thorough understanding of key customer needs and requirements
• Ensures the correct products and services are delivered to customers in a timely manner by collaborating with internal stakeholders (commercial, supply chain, and compliance) and external centers
• Establishes and maintains contact with key customers and provide commercial and scientific services to ensure access at site of care, and that logistics are in place to administer product
• Manages and exe­cutes local meetings to drive diagnosis and treatment rates, in collaboration with the Medical Affairs Team for physicians and other healthcare professionals
• Represents Alnylam at local and national events and congresses
• Serves as the link of communication between key customers and internal teams
• Liaises and collaborates with relevant internal staff (Medical Affairs, Commercial Leads, Market Access and Business Operations Manager), as required
• Timely and accurate reporting and continuous diligent maintenance of the CRM database
• Conducts all activities to highest ethical standards in accordance with country code of practice and local Laws and regulations
• Significant travel, including domestic and international travel as needed

Qualifications

• University degree in Life Sciences, according to D.Lgs. n 219 / 06
• In depth sales experience in bio/pharmaceutical sales and Key Account Management experience, in the orphan or ultra-orphan market
• Ability to gain consistent access and develop strong & professional relationships for product promotion with healthcare providers in reference centers and the community
• Effective communication and influencing skills to engage with professionals at all organizational levels
• Strong business acumen to add value to the existing health care structures.
• Ability to draw on previous experiences and insights to generate and maintain appropriate awareness and timely access to treatment
• Ability to travel within a territory on a regular basis including overnight and weekend travel, and must hold a valid driver's license
• Excellent organisational skills
• Strong preference for a Life Science degree
• Fluent in Italian and English

Alnylam Pharmaceuticals is an EEO employer committed to an exciting, diverse, and enriching work environment.

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Schneider Electricas the global specialist in energy management and automation creates connected technologies that reshape industries, transform cities and enrich lives. Help us deliver solutions that ensure

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We’re committed to providing reliable and safe energy to the planet. This energy must be sustainable as we have to reduce carbon footprint worldwide. These opportunities are at the top of our agenda.

Schneider Electric is an Equal Opportunity Employer.

Currently we are looking for a Industrial Automation Head Of Offer Management

Mission:

The Head of Offer Management, reporting to IA Marketing Director, develops and implements strategic marketing plans and activities for Industrial Automaton department, ensuring the performance and competitiveness of our offer.

This role will liaise with country BUs, functions, IA Sales Organization, LOBs, and Global Marketing teams. He/She will bring the Industrial Automation offers to the market, defining the value proposition as needed, monitoring the success of the offers and the marketing plan and identifying necessary actions/recovery plan in case of poor performances.   

He/She will be responsible for coaching, developing and upskilling the Offer Management Team in the new market scenario.

He/She works closely with the country BUs on the customer platforming to maximize IA opportunities.

What will you do?

• Understand the IA offer strategy with the BU and the MKTG Director, adapting it locally and ensuring each Offer Manager will master and apply it.
• Deploy the offer roadmap per BU then per market segment with business potentialities
• Coordinate all the IA offer launch plans delegated to the appropriate reference Offer Managers
• Define in collaboration with all Businesses the IA Offers value proposition
• Articulate the consistency of all IA offers all along the life cycles stages
• Launch any new offer, monitoring success and revenue growth across BUs
• Implement corporate communication tools and monitor the effectiveness
• Organize Voice of Customers to provide feedback to the LOBs and improve local offer positioning
• Perform competitive analysis and identify strengths and weaknesses, monitoring the market feedbacks
• Manage IA offer pricing based on historical data / margin expectations. For this, he/she will rely on competition data and value base pricing
• Animate the sales network by transferring and multiply offer knowledge and its compliance with the market
• Monitor all the necessary elements to support completely the offer management performance (quality, logistics, training) in order to ensure the best Customer Experience

What will help you to be successful?

• Degree in Marketing or Engineering
• Solid experience in a Marketing role, building strategic, tactical and operational plans is a plus
• People management and team coaching and development is a key skill to own and perform
• Excellent interpersonal and communication skills, with ability to communicate to C-level stakeholders
• Able to work and deal in matrix organization models with strong business pressure
• Excellent analytical skills, project management skills and strong MS Office Applications knowledge
• Self-starter and fast learner approach
• Fluency in Italian and English.

What do we offer? 

• Permanent Contract and company car;

• Flexibility at work;

• Exciting job in an international company, with opportunities o lead and contribute to different projects collaborating with cross-region teams;

• Special training tailored to your needs and career goals;

• Opportunity to develop based on clear career paths, to grow through experience and exposure;

• An environment where employees have equal opportunities to reach their fullest potential, depending on performance and personal aspirations;

• Global Family Leave program;

• Ticket restaurant or meal at canteen;

• Shareholding plans;

• Welfare programs that can be extended to your family;

• Health insurance and Professional/extraprofessional accident insurance;

More about us

Schneider Electric is an Equal Opportunity Employer.

Diversity is our heritage and our future. Be part of it. At Schneider Electric, diversity is an integral part of our history, culture, and identity. Inclusion is the way we treat and perceive all differences. We want to create an inclusive culture where all forms of diversity are the real value for the company. We promote diversity and inclusion because we recognize they are a source of strength and competitive advantage.

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