Area Business Lead, Hospital; South

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The Area Business Lead (ABL) is responsible for leading, coaching, hiring and developing a highly talented team of hospital Key Account Managers (KAMs) who interface directly with Health Care Professionals and other stakeholders within the institutional setting. The role includes leading a motivated team with strong account management acumen, product, and disease state knowledge who are responsible for gaining optimal access for assigned products within his/her targeted accounts.

In addition, through a mix of strong business acumen, leadership skills and relationship building, the ABL is accountable for meeting or exceeding established goals and will strategically leverage corporate resources to drive results, ensuring all direct reports adhere to Shionogi policies, procedures, and regulatory requirements.

The ideal ABL should have a strong knowledge base in how hospital products are purchased, ordered, administered and established for formulary inclusion within the hospital setting, as well as understand the formulary process and reimbursement policies for targeted institutions and systems.

Preferred living location:
Texas/Gulf Coast. States within the region include Texas, Oklahoma, Louisiana, Mississippi, Tennessee, Arkansas.

• Creates and implements a Key Account Management strategy and ensures alignment with and execution of territory account plans within each Key Account Manager geography to achieve monthly, quarterly and annual product access and launch objectives.
• Recruits, hires, trains and retains a team of diverse, high performing hospital KAMs to their full potential.
• Proactively develops a pool of KAM talent to potentially fill future vacancies as quickly as possible.
• Acts early to identify performance challenges or deficiencies of KAMs and creates plans to effectively address performance gaps. Works in close partnership with management and HR to guide all disciplinary action.
• Develops KAMs by observing their business acumen skills, interactions with customers and internal matrix teams, providing them with individual coaching, feedback and inspiration. Helps KAMs to continue to develop for success in current role and for future success.
• Acts as a “Player-Coach” with KAMs within priority targeted accounts to accurately and strategically communicate the assigned product’s clinical data, to executive level stakeholders and KOLs.
• Provides regular, candid and timely feedback regarding communication and account management skills, and performance, which is documented in Field Coaching Reports, Mid-Year Reviews and Year End Reviews with each KAM team member.
• Exhibits a long-term strategic view of the business with a focus on driving immediate results by:
  Developing and executing Business Plans to achieve regional and national goals;
  Analyzing and evaluating the performance of each KAM territory; and utilizing appropriate data sources to develop tactical plans.
• Sets and maintains acceptable standards with the team for product knowledge, activity and account management skills.
• Possesses solid knowledge and understanding of all assigned products, treatment regimens, competitor products, and market and industry trends. Possesses ability to teach and coach KAMs regarding this information.
• Plans and executes KAM team meetings that effectively implement the objectives and strategies of the company.
• Conducts field coaching days with each KAM on a consistent basis.
• Develops and maintains effective working relationships with key strategic accounts and stakeholders within each region.
• Communicates candidly and in a timely manner with management, Regional Account Managers, brand leadership, and internal and external stakeholders.
• Serves as a role model regarding the compliance of all company policies & expectations and required regulations.
• Maintains all expected performance management documents in accordance with company standards.
• Effectively manages team’s budget and resources. Maintains complete records and submits reports in a timely manner, as directed by management.
• Demonstrates personal agility; recognizes…