Center of Excellence Expert Engagement manager at Sanofi

Center of Excellence Expert Engagement manager

• Position reports directly to the Head of Diabetes and will be a part of the Praluent launch team.
• As Sanofi SA rolls out the pre-launch plans for Praluent and gears up to the anticipated launch on the 17th of October the key objective is to build a robust network of lipid centers of excellence across South Africa that will provide leadership in the clinical management of very high risk cardiovascular patients requiring lipid lowering therapy to prevent future atherosclerotic cardiovascular disease related complications. A closed loop unified and focused engagement approach, with identified centers of excellence will ensure that Sanofi achieves its main mandate to get Praluent included in discharge protocols in two main segments, upstream and downstream.
• The Centre of excellence expert engagement manager will be instrumental in implementing the company’s beachhead strategy (concentrating limited resources in most valuable segment first) which will set the brand up for success as Sanofi intends to achieve the leading market share in the PCSK9i class.
• In addition the COE -EEM will collaborate and work closely with the center of excellence sales specialist (COE SS) , medical advisor, MSL , market access team and core marketing team to have better timed and more pertinent field interactions to meet customer needs, uncover more opportunities within COEs for example increasing user base beyond targeted segment within COE’s and achieve the sales ambition defined in the budget
• The COE-EEM will mentor the COE SS for succession to the role of COE -EEM from start to the end of contract in 2022

Budget responsible for:

• Sales Target and strategic KPIs for Praluent during launch phase 2021 and q1 2022

Promotional Budget :

• Working with Prlauent Core team to effiecently utilize A&P as assigned to implement strategy and drive activities during launch phase.

Key Accountabalities:

• Leverage established relationships to drive advocacy:
• KPIs: 90% of KOLs endorse PRALUENT in each COE
• 33% KOLs include PRALUENT in their COE protocols and 60% of targeted HCP script Praluent
• 80% New RX and 20% Repeat RX in Y 1, 60% and 40% Y2
• Work with medical to achieve 51% MS in ACS-PCI in PCSK9i class
• Work closely with core brand team to ensure that all Praluent script translates into a unit sales:
• KPIs: Activate the MSL on script initiation, 1 x for 80% of HCPS, 2 x 20% of HCPs
• COE- EEM liaison between HCP and MSL to assess level of satisfaction with service until final result obtained
• Track sales performance monthly in close collaboration with COE-SS ( center of excellence sales specialist) and Praluent core team, identify barriers and drivers in every touchpoint and co-develop corresponding action plans
• KPI: Monthly Sales versus Target ( B21)
• Three pillar action plans organized By COE EE but actioned by medical exclusively with administrative and marketing support of core team
• C-MIM(CoE-Management Integrated Model
• LIPID-D (Lipids In Pareto Institutions 80/20: Defining the Discipline).
• MASK (Model for the Adoption of Scientific Knowledge).
• Execution of the marketing campaigns with close adherence to Field based KPIs
   
• coverage by specialty
• CPA
• CLM / Remote detailing
• Zoom meetings / Webinars
• Mce engagement : email , whatsapp, phaone calls
• Praluent digital educational platforms ( virtual ESC)
• Praluent adoption rate : 50% prescribe once (trial), 30% prescribe 2-10 scripts (prescribers), 10%>10
• Call average duration
• Coverage of HCPs with e-detailing
• Top 3 messages conveyed
• Average duration per page

Requirements :
Education:

• Extensive Business (commercial), ideally with scientific background.
• South African National

Experience & Knowledge:

• Knowledge of medical terminology and the ability to converse on a high level with key experts in the field of lipidology, cardiology and endocrinolgy
• Extensive experience of cadiac high care environment
• Based in Gauteng – having an established network and relationships with Key experts within the field of lipidology, cardiology and endocrinology will be beneficial
• Candidates with extensive experience in the Pharmaceutical Industry including clinical science associate/CRA, sales management, product management, key account management with a strong ability to sell
• Knowledge and ability to appropriately influence clinical discharge protocols engaging with key decision makers specializing in management of hyperlipidemia in very high-risk patients in specialized centers in South Africa for a novel launch brand
• Experience in lead tracing, stakeholder mapping and developing networks that create value
• Demonstrated ability to analyze key performance issues and develop smart focused action plans and implement strategic initiatives to achieve the defined KPIs and budget ambition
• Demonstrated ability to partner effectively with internal business stakeholders
• Record of achievement and accomplishment
• Launch experience, experience in the field of lipidology, cardiology and endocrinology will be advantageous.

Core Competencies:

Knowledge

• Proven track record of established relationships with experts, and ability to network in therapeutic areas of lipidology, cardiology and endocrinology .

Skills

• KOL management
• Network management
• Launch experience
• Negotiation Skills
• Cross functional teamwork
• Customer Relationship building
• Consultation/collaboration
• Business acumen
• Resource optimization skills
• Customer, Competitor, market and therapeutic area analysis
• Financial and resource management
• Marketing experience
• Sales management experience

Behaviour Summarised

• Mature and assertive
• Adaptable and agile
• Ability to grasp and learn high level concepts quickly
• Embraces MCE and F-2-F to plot the customer experience journey during launch
• Above the line behaviour – play to win
• Innovative
• Ability to manage up
• Tenacious and steadfast
• Excellent communication skills
• Ensuring effective performance of work by communicating and adjusting priorities, managing time, resources and information and organizing the work environment
• Expresses consistent commitment to deliver company’s launch objectives
• Rises willingly to challenges.
• Uses personal values to guide own thinking and reactions.
• Convinces others of business priorities through personal commitment, energy and passion.
• Defines problems and key issues and develops alternative courses of action and making decisions which reflect factual information, are based on logical assumptions and take organizational resources into consideration
• Strives to ensure short term performance is consistent with future direction
• Challenges the status quo to achieve continuous improvement.