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Job Opportunity: Analytical Key Account Manager

Date   Sep 21
Listing No.   IE269426
Sector   Middle Management
Region   Center
City/Yishuv   Raanana
Analytical Key Account Manager
The Analytical Key Account Manager (aKAM) is a Business to Payer (B2P) position, responsible for: business case development, New product preparations, Pricing and Analytics, Alternative Access Programs, PRA strategy, contract negotiation and gaining & maintaining formulary access for the product portfolio.

The aKAM will be responsible for:

Access evaluation for new medications to the Israeli market and HMO’s.
Working with payers and addressing issues that impact all our products throughout their lifecycle while considering the long-term customer horizon (3-5 years).
Working closely with the marketing and sales organizations to ensure awareness of access issues impacting their business as well as maximizing pull through opportunities.
Proactively interacting with local healthcare authorities, building strategic relationships with payers as well as those key thought leaders and influencers who interact with payers.

Key Deliverables:

National/Regional Access

Responsible for gaining and maintaining formulary access and reimbursement for our products in validated accounts, including:
Developing expertise in negotiations and Account Selling for Major Sales (ASMS) methodology
Establishing Account Plans, including SWOT and opportunity plan, for each prioritized account
Defining and implementing a quarterly access plan in accordance with affiliate priorities & business goals
Establishing key relationships within targeted accounts in order to identify and address customer explicit needs
Develop internal champions within validated accounts to advocate for access to our products
Implement and deliver Payer Value Messages and interventions to meet/exceed customer needs
Contracting Strategy & Implementation

Manage the negotiations for the company portfolio with payers by using financial and legal knowledge.


Demonstrate competency in the use of business analytics to evaluate profit/loss of business deals.
Create and develop quantitative business cases to support contracting efforts in partnership with Affiliate finance team.
AAP (alternative access programs) - understanding why AAPs should be considered, how to develop AAPs, and how to execute AAPs (including governance).
NPP (new product planning) PRA Input
Make sound contracting decisions within contracting parameters provided (including
terms, conditions, rates).
Cross-functional Integration

Coordinate and communicate account strategies and tactics with cross-functional Payer teams.
Actively contribute to Message Management Model for Payer Value Messages and related tools/materials/actions.
Drive our brand sales growth and appropriate utilization in validated accounts in conjunction with
local sales teams.
Address local market dynamics and trends in conjunction with appropriate


BS or BA degree
Strong analytical expertise – well established experience working with complex excel worksheets
Performing cost and feasibility analysis
Deep knowledge of local political dynamics, impact on pharmaceutical sector and deep knowledge of payer marketplace
Strong learning agility

Additional Preferences:

In depth understanding of the Brand and B2P customer segmentation strategies
Excellent implementation skills
Pharmaceutical business acumen
Demonstrated leadership
Strong negotiation skills
Proven ability to thrive in complex selling situations
Understanding of principles in health economics
RPh, Pharm.D., M.D., MBA or other advanced degree
Sound negotiation and decision-making within contracting parameters
Strong communication skills (written and oral in local language and in English)
Strong planning and organizational skills
Act as the internal expert on local Health Care Systems and their evolutions.
Act as the channel of the voice of the payer: ensure payer customer insights are well communicated internally.

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