Account Lead Gastroenterology

OBJECTIVES/PURPOSE: 

The role of Account Lead Gastroenterology generates demand and positioning of specialty products with base in Barranquilla and the coast territory, considering the unmet needs of each HCPs (Health Care Professionals), and generating behavioral changes to achieve the goals and objectives set by the Franchise.  

ACCOUNTABILITIES: 

• Implement the brand strategy with key stakeholders (gastroenterologists, surgeons, and pediatric gastroenterologists). 

• Perform segmentation and targeting of KOLs and key institutions. 

• Implement digital tactics with a full understanding of the omnichannel strategy. 

• Design and implement account plans seeking to potentiate the area in charge. 

• Continuously train on clinical studies and new advancements. 

• Achieve sales goals for GI brands. 

• Collaborate with the access team and KAMs to ensure compliance with the purchasing path. 

• Coordinate educational activities aimed at multidisciplinary teams (nurses, pharmaceutical chemists, etc.). 

• Lead marketing strategies and tactics related to disease awareness and portfolio products with the appropriate material. 

• Apply sales techniques offered by the company, report and follow-up of visits in CRM. 

• Achieve the performance objectives established by the KPIs of the Franchise, guaranteeing the coverage of HCPs and the appropriate frequency according to the segmentation. 

• Create awareness and loyalty, identifying new patients through visits to HCPs and promotional messages. 

• Proactively participate in all the activities defined according to the position and role, within the framework of the SG-SST Occupational Health and Safety Management System, in pursuit of health and safety care, thus achieving compliance with the defined in the Company’s policy in this matter. 

CORE ELEMENTS RELATED TO THIS ROLE:  

• Account Management & Sales Execution 

• Gastroenterology Expertise & Patient Journey 

• KOL & Stakeholder Engagement 

• Omnichannel Customer Strategy 

• Cross-functional Collaboration 

• Performance & KPI Delivery 

DIMENSIONS AND ASPECTS: 

• Demonstrates strong commercial expertise in Gastroenterology, with solid understanding of disease areas, clinical data, and treatment pathways, particularly in inflammatory diseases. 

• Applies knowledge of the Colombian healthcare system and patient journey to drive effective account strategies and improve access. 

• Leverages omnichannel capabilities and CRM tools to optimize stakeholder engagement and execution. 

• Translates brand strategy into actionable initiatives aligned with customer needs and business objectives. 

• Leads through strong ownership of assigned territory and accounts, driving execution excellence and performance. 

• Influences key stakeholders, including gastroenterologists, surgeons, and multidisciplinary teams, without direct authority. 

• Collaborates cross-functionally with Access, Medical, and KAM teams to ensure coordinated and effective execution. 

• Acts as a role model in accountability, agility, and customer-centricity. 

• Operates with a high level of autonomy in managing territory, prioritizing activities, and executing account plans. 

• Makes decisions of moderate complexity related to segmentation, targeting, and resource allocation. 

• Uses data, insights, and KPIs to guide decisions and continuously optimize performance. 

• Ensures alignment between commercial execution, compliance standards, and patient-focused outcomes. 

• Engages with a diverse group of healthcare professionals, including gastroenterologists, surgeons, pediatric specialists, nurses, and pharmacists. 

• Builds and maintains strong relationships with key accounts, institutions, and KOLs. 

• Works closely with internal stakeholders (Medical, Access, Marketing, KAM) to ensure alignment and execution. 

• Influences stakeholders through scientific knowledge, tailored communication, and value-driven engagement. 

• Applies innovative approaches to customer engagement, leveraging omnichannel and digital tools. 

• Identifies opportunities to increase disease awareness and improve patient identification. 

• Continuously adapts strategies based on customer insights, market dynamics, and competitive landscape. 

• Ensures innovation is balanced with compliance and ethical standards. 

• Operates in a complex and competitive specialty care environment, with diverse stakeholder needs and access challenges. 

• Balances clinical understanding, commercial objectives, and healthcare system dynamics. 

• Manages multiple accounts with different levels of maturity and opportunity, requiring prioritization and adaptability. 

• Navigates internal matrix structures and external system constraints. 

EDUCATION, BEHAVIOURAL COMPETENCIES AND SKILLS:  

• Professional title. 

• Desirable 3-5 years of experience with pharmaceutical companies. 

• Desired experience in high-cost treatment or specialized line. 

• Desire deep knowledge of the Colombian health system and the patient pathway process for inflammatory disease. 

• Comprehensive understanding of clinical studies. 

• Understanding of the Colombian health system. 

• Knowledge of Microsoft tools (Excel, PowerPoint, etc). 

• Experience with customer relationship management (CRM) programs. 

• Basic knowledge of English. 

• Strong performance mindset, setting ambitious goals and delivering results with a patient‑first focus. 

• Drives accountability, taking ownership of outcomes and delivering on commitments. 

• Communicates clearly and assertively, influencing stakeholders and embracing diverse perspectives. 

• Ability to continuously train in clinical studies and new advances. 

• Builds trust and strong cross‑functional collaboration to drive collective success. 

• Excellent communication & strong interpersonal relationships; 

• Applies analytical thinking and problem‑solving to identify opportunities and address challenges. 

• Acts with agility and discipline, prioritizing effectively and executing with rigor.