Key Account Manager, Central Area (中區)
AbbVieTaizhongUpdate time: June 28,2019
Job Description
- Achieve a deep understanding of the complexities, pressures and opportunities associated with the decision making matrix within each account. Based on that deep understanding articulate predicted payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in order to ensure key account situation analysis is holistic.
- Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the IFTs and brand teams in order to further enrich the BT’s anticipation of the future.
- Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account.
- Identify opportunities and collaborate cross-functionally to engage in “win : win” partnerships with key accounts in order to positively influence contracting and tendering opportunities for product access.
- Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, funding and access of AbbVie products considering long-term goals of the entire product portfolio.
- Negotiate, close and sign deals and/or support/lead the 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 bottom line.
- Bachelor's degree, biological sciences, pharmacy, business related field, or equivalent
- Relevant experience with demonstrated track record of success in sales or consultative selling role within biotech/pharmaceutical industry
- Ability to translate strategies into actionable and realistic key account engagement plans
- Ability to lead, motivate and coordinate cross functional teams (in-field)
- Ability to negotiate, close and sign C&T deals with key accounts and with complex customer networks
- Solid analytic, business planning and financial acumen skills and solid working knowledge of pharmaco-economic principles
- Solid knowledge of payer/provider mindset and motivation in relevant local context
- Solid knowledge of payer/provider decision making process and who the key stakeholder/influencers are plus English language proficiency verbally and in writing (for all non-English speaking countries)
- Demonstrated track record of success on specific key account (payer/provider) experience strategically and long term as well as tactical within relevant local context preferred
- Leadership experience within specific key account based on being part of key account decision making process within C&T situations (if relevant) preferred
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