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KAM - British Columbia

Focused on high value institutional and select clinic customers of Indivior:

• Establish strong “partner” relationships with addiction management decision makers, including doctors, allied clinical staff such as nurses and pharmacists, and key administrative positions.
• Develop win-win initiatives that drive quality care and best practices for optimal patient outcomes, expansion of treatment access for patients and adoption of SUBLOCADE® and SUBOXONE® Film as cornerstone of treatment.
• Actively contribute to the regional team (of the assigned geography) in identifying opportunities for business growth, development of business plan and production of suitable educational and promotional materials.

SCOPE / DIMENSIONS OF ROLE

• Sales-focused position responsible for development of the business in a specific geographic area and with a specific subset of high value customers by building influential trust relationships amongst all relevant stakeholders in the opioid dependence treatment community and driving appropriate usage and adoption of SUBLOCADE® and SUBOXONE®.
• The role encompasses the acquiring of comprehensive knowledge of key accounts, including their business model, their institutional goals and their official and unofficial organizational structure to uncover opportunities of mutual interest to Indivior and the account.
• A key part of the KAM role will be acting on these opportunities, developing account-specific tactical plans and executing in line with Indivior’s business goals.
• The KAM will work closely with all divisions of the Company in order to deliver value to their key accounts and drive Indivior Business. Working with Marketing, Medical and Access where needed and continuously as a key member of the Indivior Sales Team.
• The role requires strong business acumen, exceptional interpersonal and organizational skills, and a team player approach. In addition to delivering on Indivior Business objectives for the KAM Territory.

Please note that the duties and responsibilities within this role may change over the course of employment, which will require flexibility the role is expected to actively contribute to the business plan by providing insights and learnings from the market to assist in identifying opportunities for growth.

RESPONSIBILITIES / ACCOUNTABILITIES

• Know-Understand and Penetrate Key Accounts to become the “Account Expert”.
• Establish strong trust relationships with assigned key accounts.
• Gain in depth knowledge of the inner workings of each key account.
• Gain full understanding of the goals and objectives of each key account, related to both patient outcomes and business objectives.
• Develop and Implement Win-Win strategies with Key Accounts.
• Identify key areas of mutual value to both Indivior and the account.
• Develop and execute account specific initiatives that help deliver value to the account while achieving Indivior business goals.
• Ensure all activities are made in strict respect of local rules and compliance SOPs.
• Work as a Team Player within the Indivior Team.
• Actively work with the CL team in achieving their individual and team business goals through sharing insights, facilitating partnerships and outreach within the CLs customer base.
• Actively contribute to internal strategic planning by sharing key insights and active interaction with Marketing, Access and Medical.

KEY CHALLENGES

• Achieving the business and scientific knowledge base to competently present to all key influencers within this field and be seen as a partner in the patient management process as well as the business of providing addiction services.
• Influencing a wide and diverse audience of influencers and stakeholders to overcome barriers to utilize Indivior products e.g. clinicians, nurses, pharmacists, formulary advisors, administrators, finance dir.
• Positively manage the complete environment around SUBOXONE® Film/SUBLOCADE® and the process that will lead to appropriate and successful uptake of the products.
• Mastering skills of influencing, negotiating and teamwork in a framework of empathy and understanding in addition to traditional selling skills. This treatment area is sensitive and complex.
• Managing activities in a broad geographical area with diverse account types.
• Excelling as a highly organized self-starter capable of working autonomously.

PROFESSIONAL QUALIFICATIONS/ EXPERIENCE

• Minimum of a bachelor’s degree in business or in health-related subject.
• Experience or past involvement in the field of substance addiction/psychiatry or Track record of outstanding performance in the Specialty Care pharma industry.
• Capacity to organise and facilitate small and large meetings with key stakeholders.
• Strong interpersonal, communication skills, with a track record of building long standing influential customer relationships.
• Proven ability to understand and operate in a technically complex therapeutic area.
• Please note that the duties and responsibilities within this role may change over the course of employment, which will require flexibility.

SKILLS AND COMPETENCIES

• Able to link Indivior strategic objectives to own position and contribution to the country performance.
• Able to translate business priorities into a set of executable objectives.
• Is resourceful in obtaining and using data to monitor progress against objectives.
• Has a strong business mindset and can turn opportunities into concrete outcomes.
• Able to develop territory insights.
• Has a strategic approach when dealing with key accounts and is able to link cause and effect and build networks of influence to solve challenges.
• Has a sound understanding of sales/key account strategy and building win-win relationships.
• Has strong proficiency in developing compelling selling messages for Key Account/customer purposes.
• Seek out and seize opportunities to grow business.
• Able to manage own budget targets and assess the impact of activity and proposals on financial performance.
• Able to understand financial drivers of assigned key accounts.
• Time management, prioritisation of tasks, acquisition of needed skills and ability to source and integrate internal and external contributions strategically.

IT SKILLS

• PC Skills Essential Desirable
• Basic Intermediate Advanced Basic Intermediate Advanced
• PowerPoint
• Word
• Excel
• Outlook
• VEEVA

BENEFITS

Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes

• A minimum of 4 weeks’ vacation plus extra holidays and sick leave.
• A 7% RRSP contribution.
• A Sales Incentive Plan with a possible multiplier of X 2
• Gym membership or sporting equipment reimbursement
• Comprehensive Medical, Dental, Vision coverage with premium paid 100% by the employer
• Life insurance and Short + Long Term Disability coverage
• A Health Spending Account
• An employee Assistance Program and tele medicine
• Paid Volunteering days
• Professional membership fees reimbursement