The Key Account Manager (KAM) is responsible for managing and nurturing relationships with the company's most important and high-value clients in the pharmaceutical sector. This role serves as the primary point of contact between the organization and its key accounts, acting as a trusted advisor to understand client needs and align them with the company's products and services. The KAM is tasked with developing and executing strategic business plans, driving sales growth, and ensuring customer satisfaction. They play a crucial role in maintaining client loyalty, maximizing long-term profitability, and contributing significantly to the company's overall success by managing a portfolio of major clients and identifying new business opportunities within existing accounts. Reports to the Japan Sr. Alliance Manager & Commercial Lead.

Main Responsibilities
Strategic Planning and Goal Achievement

• Consistently achieve sales targets and commercial objectives for assigned territories.
• Develop and execute strategic business plans through the Key Account Management (KAM) process.

Customer Relationship Management

• Build and maintain relationships with key customers (hospitals, healthcare institutions, pharmacy chains, etc.).
• Understand customer needs and provide tailored solutions.

Account Planning Development and Implementation

• Develop and implement integrated plans for each account.
• Prioritize and coordinate the deployment of resources effectively.

Internal Collaboration

• Collaborate effectively with internal departments (marketing, medical, etc.).
• Align activities across departments to ensure the success of account plans.

Market Analysis and Competitive Intelligence

• Understand market trends, competitor activities, and strategies; share insights.
• Stay updated on prescribing protocols and decision-making processes.

Negotiation and Communication

• Utilize advanced sales and negotiation skills to achieve business outcomes.
• Communicate effectively within complex healthcare environments.

Maintaining Expertise

• Continuously update knowledge of assigned products, competitor products, and therapeutic areas.
• Deepen understanding of the healthcare environment and regulations.

Performance Management

• Set KPIs and regularly evaluate performance against them.
• Share best practices to contribute to overall team performance improvement

Behave in a manner consistent with the MA Code of Conduct, The Ipsen Code for Ethical Conduct and the Ipsen Way of Being

• Ensure adherence to Ipsen procedures, and the implementation of the Ethical Code of Conduct within the Business Unit.
• Champion the IPSEN Way of Being within the IPSEN business & Sales team
• Ensure compliance with Code of Conduct and all applicable laws and compliance codes
• Work in accordance with the Ipsen pharmacovigilance requirements at all times
• Exhibit the Ipsen Way of Being in all individual and group engagements
• Perform all work in a safe manner that ensures your health and safety and that of all employees.

Knowledge & Experience

• Min. 8 years of experience in Pharma as a Medical Representative, or a similar role
• Prior experience working with specialty portfolios, rare diseases, orphan drugs, and rare oncology ‐ a distinct advantage.
• Demonstrated strong capability in account management, superior selling competencies and proven sales performance track record of meeting or exceeding goals in a specialist/hospital or similarly complex environment.
• Experience with hospital tenders and online webinars.
• Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network.
• Demonstrated ability to work effectively in matrix teams.

Education / Certifications

• Bachelor of degree in a business, science, medicine or pharmacy or similar degree

Language(s) (essential)

• Fluent in Japanese

Language(s) (preferred)

• Business level written and spoken English