Strategic Hospital Management Lead

Job description

Job Description Strategic Hospital Management Lead (SHM Lead) is primarily responsible for engaging with hospitals to develop business solutions that will drive profitable growth for our company through “best in class” customer satisfaction by leveraging our entire portfolio of products, services, and solutions. The SHM Lead will partner with Account Management Team, working in close collaboration with the 3 internal Business Units, Medical, GCTO, and other CFT to take a holistic, long-term view of partnerships as one company approach to develop strategic partnership plans(*) for key strategic accounts, building sustainable engagements and integrating customer insights. They lead value creation through the accomplishment of established key hospital/our company strategic objectives and addressing previously unmet and/or evolving patient/hospital needs. The SHM Lead and partners with interdisciplinary teams to implement and maximize the strategic engagement with the accounts, ensuring one our company voice to the strategic hospitals that will meet the healthcare/patient’s needs and enable the ongoing availability of company medicines with the most effective engagement. (*)Note: “Partnership” refers to a holistic plan for coordination and engagement between COMPANY and the hospital. For the avoidance of doubt, no separate partnership agreement will be entered into between company and the hospital. PRIMARY ACTIVITIES: Market, Customer Understanding, Analysis and Segmentation (20% of time*) Identifying emerging or accelerating market trends and relevant insights to drive growth opportunities with the strategic hospitals. Understanding the mission and vision of the strategic hospital; its key interests, strengths, weaknesses, opportunities, and challenges; and creating value propositions accordingly. Developing an in-depth understanding of the strategic hospitals’s unmet and evolving needs and integrating the full our company portfolio. Completing a competitor analysis for the strategic hospitals. Gathering detailed information about individual key hospitals as the basis for account profile development. The profile can be developed utilizing internal sources (e.g., internal cross-functional customer-facing team members, CRM system and external databases) and through discussions with key hospitals. Understanding the decision-making, logistical, tendering, and contracting processes within the hospital. Identifying key stakeholders of the hospitals and understanding their perspectives on our company, our competitors, and the healthcare environment as well as their needs related to improving patient outcomes to create a competitive advantage. Take a medium to long term vision from market, accounts insights with COMPANY identifying different milestones to prioritize the right strategic hospitals through targeting and segmentation for long road map of our partnership. Strategic Hospital Partnership Plan Development (30% of time*) Capturing short and long-term business opportunities based on in-depth market and hospital understanding. Defining, presenting, and validating account partnership objectives and KPIs with relevant business stakeholders. Defining collaborative opportunities to address unmet and/or evolving business needs. Defining a tailored our company value proposition linked to hospital needs using a cross-franchise approach. Developing long-term customer-centric strategies that will appropriately grow company’s portfolio penetration and availability at the hospital while also building our reputation through professional engagement and partnerships with key decision-makers. Developing a strategic partnership plan that contains a thorough understanding of the hospital(s)’ goals and needs as well as considers competitive and business challenges. Determining how to develop and appropriately implement comprehensive strategic engagements by leveraging cross-functional internal resources. Developing and implementing effective, purposeful, and concise communications linked to our company value proposition for the key hospitals based on shared interests to drive hospitals’ engagement integrating value-based offers for the whole our company portfolio Partnership Plan Implementation and Tracking (30% of time*) Developing and maintaining long-term engagements with prioritized customers/stakeholders within the key hospitals. Partner with Account Management Team, collaborate with 3 BUs, Medical, GCTO and CFT teams to execute the partnership plan including advocate/educate account stakeholders to enhance the quality acknowledgment of company’s products and diseases. Coordinating the efforts of all other functions/divisions and resources across our company towards the strategic hospital. Monitoring metrics and KPIs according to the tracking plan to make sure the development collaboration and partnership between company and the hospitals and reshaping hospital partnership strategy and operational activities based on learnings. Be aware of and complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to high standards of business conduct. Deliver access goals including AMs objective but not limited to key account performance, facilitate business goals/patients access successfully. Integrated Taskforce Team Management (20% of time*) Gaining local leadership team sponsorship to ensure disproportionate local focus and investment for the key hospitals. Determining account team membership, roles, and responsibilities based on hospital(s)’ needs, objectives, and plans as well as based on our company business objectives. Setting a vision and strategy for the team and committing the team to compelling objectives. Holding regular account partnership planning and review meetings which act as a forum for information sharing, providing status updates, and initiating course corrections related to the key hospitals. Ensuring excellence in execution related to the entire team. EDUCATION, EXPERIENCE & COMPETENCIES Desired Experience/Education: Bachelor’s Degree in Pharmaceutical or Medical area, additional bachelor’s degree in Commercial is preferred Knowledge of the evolving healthcare environment, health policy Minimum 3-5 years of experience in high level of marketing such as Marketing Manager, Franchise Lead… Commercial, field force management experience is preferred Experiences to build valuable customer relationships. Experiences to influence and leverage cross-functional partnerships Professional Competencies Required: Business & Financial Acumen: Understands and intelligently apply economic, financial, and industry data to make business decisions that drive value for company and our partners. Working Across Boundaries: Thinks and acts beyond one’s silo – bridges boundaries across teams, functions, divisions, geographies, external stakeholders and customers. Strategic Thinking: Visualizes the way forward, identifying opportunities that add value to the work, to the business and to our partners. Project Management: Organizes work efforts by prioritizing tasks, using resources optimally, establishing appropriate deadlines and ensuring on-time delivery Productive Communication: Plans and deliver ideas and information to others in an impactful manner. Problem Solving: Gathers and analyzes data, insights from market, customers, competition and effectively responds to new, complex or problematic situations; creates solutions that drive value for company and our partners, incorporating innovative approaches where relevant. Negotiation: The capability to effectively negotiate and manage agreements with company’s partners, grounded in deep, sustained insights and focused on value creation. Functional Competencies Required: Data analytic: This technical capability is about applying Data Analysis to make smarter decisions that lead to higher productivity and more efficient ope