Clinical Account Specialist South West

The Clinical Account Specialist is responsible for maximising sales growth of the products allocated by Alimera within a defined geographical territory, consistent with company strategy and objectives.

The role is accountable for territory performance, the development and delivery of hospital account plans, and the building of influential relationships with key customers in highly specialised therapy areas within secondary care. It also requires close cross-functional working with territory colleagues from Market Access, Medical and Marketing to plan and deliver within those accounts.

The role is field-based and promotional, and must operate at all times within the ABPI Code of Practice, using only certified, on-label promotional materials.

The scope of this field-based role covers the Alimera Sciences Limited organisation and operations within the UK, as defined within Alimera Sciences Limited.

Alimera operates in an entrepreneurial environment, requiring a high degree of flexibility as roles evolve in line with business growth and changing organisational needs.

• Take accountability for managing and developing sales growth of the allocated products within a defined geographical territory, delivering revenue and KPI objectives in line with company strategy.
• Identify and prioritise target customers within the territory, and maintain and analyse accurate, up to date customer records.
• Understand the patient pathway within each key account and identify target pools of patients suitable for the allocated products, working with clinical teams to support appropriate patient identification.
• Produce hospital account plans for key accounts and deliver the agreed tactics.
• Assume responsibility for key customers in highly specialised therapy areas within secondary care.
• Achieve the agreed targets for the volume and frequency of customer contact, as set by the line manager.
• Carry out pre-call planning and preparation, conduct effective sales interviews, and apply a self-analytical approach to identify learning from each call.
• Organise and deliver group events, including peer to peer meetings, in line with the ABPI Code of Practice and all relevant legislation.
• Maintain up to date sales and technical knowledge of the speciality, the disease areas and relevant publications.

• Work closely with territory colleagues from Market Access, Medical and Marketing to plan and deliver aligned activity within key accounts.
• Agree shared account objectives with colleagues from other functions, and be able to evidence what that joint planning delivered.
• Contribute territory and account insight to the annual business planning cycle, including brand planning and territory objective setting.
• Maintain hospital account plans as living documents, reviewing and updating them as accounts, patient pathways and the market change.

• Use the CRM system effectively to record daily calls, meetings and customer information, and to produce accurate and timely reports.
• Keep the line manager informed of changes in competitor activity and other developments in the market.
• Participate in designated company and customer project meetings as required.

• Project a professional impression of the company and act at all times in accordance with the ABPI Code of Practice and all relevant company policies.
• Report any identified adverse events in line with the prevailing process and guidelines.
• Complete all required training within the required time frames, including the sales programme relevant to the country or project.
• Share experience, ideas and techniques to support the sales training of colleagues, and contribute…