What does a multi-channel key account manager do?

Science technology equipment: Nick Gabelle is a Multi-Channel Key Account Manager for Star, working with a client on the launch of their new treatment for Type 2 diabetes

Nick Gabelle is a Multi-Channel Key Account Manager for Star, working with a client on the launch of their new treatment for Type 2 diabetes.

Is your background in the pharma industry or another sector?

Following a degree in microbiology I spent a few years in retail, both management and launching a vitamin and herbal range. I joined the pharmaceutical industry in 1999 and have been enjoying it ever since!

What first attracted you to working in the industry?

Being able to combine a scientific background with my selling and account management skills into a career that has multiple and varied opportunities.

Why did you choose to apply to a recruitment consultancy?

My initial interest was in the opportunities available locally; it was then that I became aware of Star’s ‘Investors in People – Gold Standard Award’. Throughout the process, from initial contact to joining the team, I found myself dealing with really professional and exceptionally nice people.

“Things never stay the same for long, which I find stimulating and motivating”

What opportunities does your role offer you?

Variety and a sense of making a difference. The natural exposure in a syndicated team to different clients and therapy areas meant that each project had a unique set of opportunities and challenges.

People as varied as head buyers for retail pharmacy chains, dispensing surgery leads, surgery prescribing/GP and practice nurse diabetic leads all required a different type of approach to engage with each in a meaningful way. My current multi-channel role brings with it the opportunity to develop new skills. Things never stay the same for long which I find stimulating and motivating.

What does a typical day look like?

Lunch meetings, appointments, telephony, screen shares, liaising with my immediate and extended teams and a little mentoring along the way – no two days are alike!

What do you love about your work?

The people. The breadth and depth of experience in those I have come into contact with, in the past few years, be they field– or office based, has been amazing and is such a strength within Star.

Have you had mentors during your career, and how have they influenced you?

‘Back in the day’, the field trainers were a talented group of mentors we could turn to for everything from how to structure a day, to driving key account plans, through to creating projects for our personal development. The amount of time each could dedicate to an individual was key. Drawing on elements from foundations laid previously then enables more time-efficient and focused mentoring from my managers in the present.

What are your career ambitions?

Simply to focus on how to make a real difference as our environment changes. There will always be opportunities; what new skills will be required to make a success of them?

What advice would you give to a young person thinking about entering the pharmaceutical industry?

Be crystal clear on what you want to achieve. Frequently ask for help from those who have a particular skill in an area of your self-development. Above all, enjoy the results that come from when you stretch yourself. These are things you can be truly proud of.

Go to www.starmedical.co.uk