ACCOUNT LEAD ONCOLOGY

OBJECTIVES/PURPOSE: 

The role of Account Lead Oncology generates demand and positioning of franchise products in their territory, considering the unmet needs of each HCPs (Health Care Professionals), and generating behavioral changes to achieve the goals and sales objectives set by the Franchise. The position reports to Sales Lead Specialty Care. 

ACCOUNTABILITIES:  

• Implementation of the brand strategy in key stakeholders (haematologist, Oncologists).  

• Segmentation and targeting of the KOLs and institutions. 

• Implement the digital tactics with fully understanding of the omnichannel strategy. 

• Develop the commercial strategy of the Onco clients in charge. 

• Continous training in clinical trials and new advances.                

• Design and implement the account plans focusing on increase the performance of the zone. 

• Achieve objective sales for Oncology brands. 

• Teamwork with access and KAMs to ensure compliance of the route to purchase. 

• Coordination of educational activities aimed to multidisciplinary teams (nurses, Pharmacists). 

• 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. 

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

• 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 

• Oncology Expertise & Competitive Knowledge 

• KOL & Stakeholder Engagement 

• Omnichannel Customer Strategy 

• Cross-functional Collaboration 

• Performance & KPI Delivery 

DIMENSIONS AND ASPECTS: 

• Demonstrates strong commercial expertise in Oncology, with solid understanding of the treatment landscape, clinical data, and competitive environment. 

• Applies knowledge of the Colombian healthcare system, including access pathways and stakeholder dynamics, to drive effective account strategies. 

• Leverages omnichannel approaches and CRM tools to optimize customer engagement and execution. 

• Translates brand strategy into actionable sales initiatives, ensuring alignment with business objectives and customer needs. 

• Demonstrates leadership through strong ownership of assigned accounts, driving performance and execution excellence. 

• Influences key stakeholders, including oncologists, hematologists, and multidisciplinary teams, without direct authority. 

• Collaborates effectively with cross-functional teams (Access, KAM, Medical) to ensure alignment and maximize impact. 

• Acts as a role model in customer engagement, accountability, compliance approach and continuous development. 

• Operates with a high level of autonomy in managing territory and accounts, prioritizing activities to achieve demand targets. 

• Makes decisions of moderate complexity related to segmentation, targeting, and execution of account plans. 

• Uses data, insights, and performance metrics (KPIs) to guide decision-making and optimize results. 

• Exercises judgment in aligning commercial opportunities with compliance requirements and business strategy. 

• Maintains strong engagement with healthcare professionals, including oncologists, hematologists, nurses, and pharmacists. 

• Builds and sustains relationships with key accounts, institutions, and KOLs. 

• Works closely with internal stakeholders such as Medical, Market Access, and KAMs (Institutional Account Leads) to ensure a coordinated customer approach. 

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

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

• Continuously seeks opportunities to improve account performance and patient identification. 

• Adapts strategies based on market dynamics, customer insights, and competitive intelligence. 

• Balances innovation with compliance, ensuring all activities adhere to regulatory and company standards. 

• Operates in a highly competitive and regulated Oncology environment, managing complex stakeholder networks. 

• Balances commercial objectives with scientific knowledge, access challenges, and institutional dynamics. 

• Manages multiple accounts with varying needs, requiring prioritization and strategic focus. 

• Navigates internal matrix structures and external healthcare system complexities. 

EDUCATION, BEHAVIOURAL COMPETENCIES AND SKILLS:  

• Profesional degree. 

• At least 3 years of experience in Oncology. 

• Experience in sales responsibilities.  

• Understanding of Colombian health care system. 

• Fully understanding of the clinical trials.  

• Knowledge of the competitors. 

• Segmentation of KOLs according to believes and behaviours.  

• 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; 

• Committed to foster a diversity, equity, and inclusive environment; 

• Demonstrates continuous learning and keeps up to date with clinical and market developments; 

• Maintains focus, ensuring consistent follow‑up and performance tracking;