Job Description

JOB TITLE: Key Account Manager

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Job Location: Abu Dhabi, UAE.

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JOB PURPOSE

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To drive performance for Dupixent Respiratory indication, build and maintain strong business partnerships with key stakeholders and ensure accessibility in key accounts.

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To achieve success, it is critical that the KAM Respiratory:

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Ensure the success of Dupixent in terms of indication, positioning, and accessibility.

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Maximize short- and long-term sales volumes in line with Company strategies, local regulations, and Sanofi compliance rules.

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Ensure the implementation of tactical marketing plans is in line with the local business strategy and meet agreed budget.

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Assess and mitigate risks on business.

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KEY RESULTS / ACCOUNTABILITIES

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Responsibilities:

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Identify customers, map the accounts and patient journeys, educate key stakeholders on the disease and the impact of the disease.

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Implement ongoing targeting and profiling of customers to maximize sales.

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Liaise with medico-marketing teams to develop tactical plans for scaling up Dupixent performance and ensure product's availability.

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Ensure the development and implementation of tactical marketing plans is in line with the local business strategy and meet agreed budget.

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Initiate, build and maintain strong relations with key opinion leaders to increase market presence for Dupixent.

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Sales promotion of Dupixent to the target doctors to achieve monthly, quarterly, and annual targets in line with company strategy.

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Supply quality medical information about Dupixent to the different healthcare professionals in compliance with professional ethics and company image, rules, and regulations.

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Develop weekly and monthly visit plans in consultation with the line manager and in compliance with Sanofi internal sales systems and procedures.

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Conduct regular visits to customers to monitor product availability and movement.

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Maintain and update Dupixent and competition knowledge to create a good professional image and build good relationships with trade personnel.

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Gather continuous market intelligence data to assess impact on Sanofi operations and suggest timely action plan.

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Execute the marketing tactics and use sales techniques and operational tools to achieve sales objectives and constantly seek to improve selling skills and knowledge

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Update all the required information on doctor cards and list.

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Liaise regularly with key opinion leaders, get market feedback, and report any relevant information to line manager in line with company procedures and best practice.

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Participate in the implementation of project as and when required.

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Analyze performance of Dupixent, identify growth opportunities and provide solutions to management to face all challenges.

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Build and maintain strong business partnerships with key stakeholders in all accounts at area level (healthcare professionals, KTLs, tender parties, Clinical Pharmacists) to position Sanofi as a strategic partner.

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Assess and mitigate risks on business in terms of price cuts, competitors' threat, alternative source of supply, etc.

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Carry out business related actions in line with the industry code of ethics and in compliance with company policies and procedures.

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Conduct regular visits and participate in symposiums, congresses, and meetings to increase market presence for Dupixent

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Prepare and submit monthly activity reports on the CRM system and markets' trends/updates to Manager.

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Maintain compliance

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Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with the Company procedure with a duty of care to the reputation of the Company.

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Ethical Leadership

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Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies and Procedures and any relevant

legal requirements); and demonstrate personal leadership in applying these to all work undertaken.

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Escalates any decisions, or seek the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role

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Environmental and Safety Leadership

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To care for his/her own safety and wellbeing and the safety of others, and to co-operate with the company to ensure a safe place of work.

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Employees are therefore expected to:

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Support and conform to Company safety rules and procedures to ensure a safe and healthy working environment

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Report any accident, incident or near miss, whether it be of personal injury or property damage

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Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence

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Thoroughly read all safety documentation issued by the Company and comply with its requirements. Escalate any doubts or uncertainties to their supervisor and/or manager.

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KEY WORKING RELATIONSHIPS

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INTERNAL

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Cross functional collaboration with:

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Marketing Lead

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Medical

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Market Access

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Country KAM teams

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Tender management Team

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Regulatory Team

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Supply Chain

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EXTERNAL

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Would be expected to be involved with:

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Purchasers,

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Tender panels & committees

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Hospitals

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Store managers

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SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS

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BSc in Pharmacy or Medicine.

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Minimum 5 years' experience in sales pharma industry.

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Minimum 2 years' experience with Pulmonologists doctors is Plus.

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Key Account Management skills.

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Analytical skills.

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Project management skills.

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Communication & Negotiation skills.

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Stakeholder Management.

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Results-driven and strategic thinker.

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Scientific acumen.

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Teamwork.

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COMPETENCY REQUIREMENTS

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Act for Change

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Cooperate Transversally

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Develop People Self / Other

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