Account Manager Interview

What strategies do you employ to build relationships with key stakeholders in the healthcare ecosystem?

The strategies I employ to build relationships with key stakeholder is to first establish trust to provided clinical evidence of the product Empaveli and how it differs from the competitive products on the market for PNH. I do this through consultative sales by asking questions to find the goal of the MD as to how he is currently treating PNH patients and ask if this therapy is working well for his patients and if he could change anything with the therapy what it would be. Clinically, I would then educate him based on his response with my product and then ask if this would be of a benefit for his patients if not find out the reasons to his objections and clarify any misunderstanding.

Your answer reflects a solid understanding of relationship-building in pharmaceutical sales, particularly in the context of working with healthcare professionals. You identify key elements such as establishing trust, providing clinical evidence, and utilizing a consultative sales approach. This demonstrates an alignment with the principles of effective account management, which often relies on deep understanding of both the product and the needs of stakeholders.

Strengths of your answer include:
1. Trust Establishment: Mentioning the importance of trust sets a strong foundation for relationship-building.
2. Consultative Sales Approach: Engaging the physician with questions shows you value their expertise and are interested in their specific challenges with current therapies.
3. Clinical Evidence: Providing data to support your product during discussions is essential in the pharmaceutical industry and demonstrates your commitment to patient outcomes.

However, there are areas for improvement:
1. Broader Relationship Strategies: While your approach focuses on individual conversations, consider mentioning strategies for building long-term relationships, such as follow-ups, ongoing education, or collaborative discussions about case studies.
2. Stakeholder Identification: Expand on how you identify and engage other key stakeholders, such as nurses, pharmacists, or administrative staff, who also influence treatment decisions.

To improve your answer, you could refine it to encapsulate these aspects, perhaps by saying: "In addition to establishing trust through clinical evidence and consultative selling, I also focus on building a network among all key stakeholders involved in patient care. I ensure that I follow up regularly, share relevant updates, and foster collaborative discussions to create a comprehensive support system for the MD and their patients."

Rating: 4/5

Tell us about a time you successfully developed and implemented an account plan. What was the outcome?

I successfully developed an account plan quarterly that included New prescribers, Prescribers who were not ordering, Wins and losses and what I will do to overcome the obstacles. I also included upcoming dinner programs for the quarter.

Your answer provides a solid foundation by outlining the key components of your account plan, including new prescribers, non-ordering prescribers, wins and losses, and upcoming programs. However, it lacks depth in a few areas that could strengthen your response.

1. Specificity: Your answer mentions the elements of the plan but does not provide specific examples or details about how you executed the plan or the results you achieved. Including concrete metrics (e.g., percentage increase in prescriptions, number of new prescribers acquired) would make your answer more compelling.

2. Challenges and Solutions: You briefly mention overcoming obstacles, but it would be beneficial to elaborate on specific challenges you faced and the strategies you employed to overcome them. This would demonstrate your problem-solving skills and adaptability.

3. Outcome: The outcome of your account plan is a critical part of the response. You should describe what happened as a result of your implementation—did sales increase, were you able to engage new prescribers successfully, or did you improve relationships with existing ones?

4. Personal Impact: Adding a personal touch on what you learned or how this experience shaped your approach to account management would show your growth and reflect your ability to self-evaluate.

Improving your answer along these lines would make it more engaging and impactful.

Rating: 3/5. You covered essential aspects, but further details regarding outcomes and personal insights would enhance your answer significantly.

How do you assess treatment patterns and referral networks within your assigned accounts?

I have a routine where I look at the business analytic data to provide me with what MDs are ordering, those not ordering, new patients the MD may have placed on the drug. I hold monthly calls with the market access team to review and collaborate our efforts. Another example would be working with my MSL and Medical Director we worked together at a medical conference and was able to finally get Dr. Socinski to write the drug the following week when I drove to Orlando and left him a typedup letter thanking him for his time and reminded him of the patient he had in mind and thats when he prescribed the drup the following week for the patient. I then always Follow up with the MDs to reeducate his staff to make sure they have my contact information, and I also set appointments with MDs who have treated PNH and set appointments for education for all call points in the clinic, Specialty pharmacists, MDs APRN/PA RNs MAs

Your answer demonstrates a solid understanding of how to assess treatment patterns and referral networks in pharmaceutical sales. You effectively highlight your analytical approach, collaboration with teams, and proactive engagement with healthcare providers.

Strengths:
1. Data Utilization: You mention using business analytics to identify ordering patterns among MDs, which is crucial for assessing treatment behaviors.
2. Collaboration: Your monthly meetings with the market access team show a commitment to teamwork and strategy alignment.
3. Personal Engagement: The example of your interaction with Dr. Socinski illustrates your ability to build relationships and follow up effectively, which is key in sales.
4. Comprehensive Outreach: Detailing your efforts to educate various stakeholders (MDs, APRNs, pharmacists) shows a thorough approach to your role.

To improve your answer:
1. Clarify Metrics: You could mention specific metrics or outcomes that resulted from your analyses or outreach. For example, cite improvements in prescription rates or enhanced patient access.
2. Structured Approach: Consider organizing your response into clear sections: data analysis, team collaboration, direct engagement, and follow-up. This will make your answer easier to follow.
3. Challenges Overcome: Briefly touch on any challenges faced and how you addressed them, which would demonstrate problem-solving skills.

Overall, your answer is strong but could be enhanced with more specific outcomes and structured delivery.

Rating: 4/5