Lead Key Account Team to champion KDMs (pharmacist, purchase, and hospital management) perspective, share KDMs insights, recognize unmet needs and propose key account strategies for the respective stakeholders in country to optimize AbbVie portfolio management.
Engage in long-term partnership development within defined key hospitals.
CORE JOB RESPONSIBILITIES
Achieve a deep understanding of the complexities and opportunities associated with the decision-making matrix within identified key accounts national wide.
Based on that deep understanding articulate predicted KDMs influencer decision drivers and unmet needs to the In-field teams (Sales, Marketing, Medical, Key Account) in order to ensure key account situation analysis is holistic.
Highlight the cross-functional impacts of anticipated changes in the hospital environment to the IFTs in order to further enrich internal decision making and resource allocation of the future.
Build trusted and strategic relationships with KDMs in order to anticipate access barriers and better meet agendas, plans and objectives of respective key accounts.
Lead Key Account Team to identify opportunities and collaborate cross-functionally to engage in win : win partnerships with key accounts for new product listing, contracting and tendering opportunities for maximization of product access.
Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, resource allocation and access of AbbVie products considering long-term goals of the entire product portfolio.
Lead KAM team to negotiate, close and sign deals / contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets.
Regularly track the execution and impact of activities and performance of key accounts in order to constantly improve impact on profit margin.
Optimize resource utilization by leading, developing and coaching Key Account Team performance including setting account targets, managing Key Account Team KPIs in order to continuously improve national key account performance.
Ensure regular updates on Key Account Team skills in terms of account planning, negotiation, and price analysis to drive IFT excellence.
Key contact window of distributor for pricing approval operation, tender / contract, official letter to hospital
Bachelor's degree, biological sciences, pharmacy, business related field, or equivalent.
Over 10 years sales experience in leading role (with at least 8 years National Sales Manager’s experience, preferred with National Key Account Manager experience) within biotech / pharmaceutical industry
Proven track record of successful leadership, management and coaching of teams and individuals (including developed talent and performance managed low performers).
Ability to translate brand strategies into actionable and realistic key account engagement plans
Ability to lead, motivate and coordinate cross functional teams (in-field team)
Ability to lead team to negotiate, close and sign deals with key accounts and with complex customer networks
Solid analytic, business planning and financial acumen skills
Ability to monitor performance and adapt plans to external and internal changes
Solid working knowledge of pharmaco-economic principles
Solid knowledge of KDMs decision making process and who the key stakeholder / influencers are
Demonstrated track record of success on National Key Account management experience strategically and long term as well as tactical relevant to the key hospitals (especially medical centers) within biotech / pharma industry.
Cross Function Stakeholders Internal :
In-field teams from Marketing, Sales, Medical, CEX, Market Access
Networks of local key decision makers(Pharmacist Lead, Purchase leads, KOLs, Management team in hospitals)