(Sr.) Key Account Manager-Zhengzhou

职位目标 Job Purpose(请简述设置该职位的原因及必须达成的目标/why job exists and what is expected to achieve)

与KA目标医院建立合作关系建立客户档案库并定期维护通过战略合作学术项目等方式实现公司产品在KA 目标医院的准入及安全运营工作

主要工作职责 Key Responsibilities:(概括关键职责及每项职责所要达成的结果 primary deliverables of roles)

根据每年目标医院准入计划确保在有临床提单情况下的目标产品成功率 推动需准入医院的正式准入或临采流程提供与目标医院院办医务处药学部医保办等关键决策部门合作的解决方案并落地执行 目标医院VBP产品解限VBP产品恢复入药医保报销限制等安全运营工作 收集和洞察负责目标医院业务和学术发展需求组织药学交流活动搭建药事管理论坛开展药物安全培训等帮助关键客户提升业务水平 策划创新项目策略产品 药学经济学优势研究药代动力学优势药物疗效与安全研究等与销售团队合作药学专家下基层活动 跨部门沟通与商务团队合作解决目标医院价格谈判工作与准入团队合作开展报量和勾标工作与销售团队合作拿到临采科室提单定期组织沟通会分享最新政策市场信息及活动等 负责48家三级医院维护收集关键客户信息并录入SFA系统大客户覆盖达到公司KPI

责任范围 Accountability Scope (与该职位所要达到主要业绩相关的因素直接报告非直接报告的下属的人数预算控制范围和责任以及经常性的跨部门/职能的工作责任/ factors related to the result of this role: direct/indirect reports; budget; job territory; impact )

• 人员管理 Management of people

• 直接下属 Direct reports: 0名

• 预算控制 Budgetary Control: 目标医院推广活动所需的相关资源

• 工作领域 Job Territory (请简述该职位负责的部门职能 地域等/Department function or region):

- 负责目标医院产品准入安全运营集采报量的管理

- 拜访医院数量48家目标医院均为三级医院

- 拜访客户目标季度管药副院长和药剂科正副主任100%覆盖

- 行政部门院办药剂科医务处医保办

• 学协会药学分会/学组

• 该职位的决策范围和影响程度Impact on strategy policy or business:

内部1内部重点产品四个活动/项目较多跨部门沟通较多需要统筹协同推进

内部2准入医院较多VBP解限医院较多集采沟通报量任务重需要良好关键客户关系基础

外部1竞争产品较多竞品推广方式灵活更加专业化推广让客户认可产品从而更多支持

外部2PVBP 形势严峻生意损失风险较大需要对政策熟悉掌握及对集采风险准确预判

任职条件Qualifications: (该职位任职者所需具备的成功要素/ Key success factors the job holder should have)

• 文化程度Education (学历/专业Diploma Degree and Major):

本科以上学历相关医药专业优先

• 任职经验Working Experience:

TOP 内资/外资任职KAM至少3年

• 专业知识/技能Professional Knowledge/Skill :

- 熟悉本辖区医药市场具体状况特点及相关医药政策法规

- 善于与学协会的合作搭建或者参与有价值的学术分享平台和交流合作平台

- 掌握医医院产品准入安全运营集采勾标报量信息和流程

- 较强的区域业务规划能力大客户管理能力跨部门协作能力

- 较强的沟通能力善于整合资源为团队绩效做出贡献

• 计算机及外语水平Computer & Language Skill:

- 熟练操作电脑和使用常用办公软件包括Microsoft Office (Word/Excel/PowerPoint) Lotus Notes等

- 良好的英语听说读写译能力至少相当于大学英语四级水平

• 能力要求Competency:

-正派诚实以患者为中心

-分析思维影响力积极主动应变能力创新

- 以身作则勤奋踏实较强的独立开展工作能力

- 较强的组织协调人际关系沟通能力/影响力

- 较强的分析计划执行能力

• 领导力 Leadership (请从GSK八项领导要素中选择与本岗位直接相关的3-5个/Please identify 3-5 from the 8 GSK Leadership Essentials which directly support the responsibilities)

-具有指导培养激励下属的能力

复杂性Complexity:(写出工作中环境的不确定因素以及哪些需要分析资料或复杂情况后才能作出的决定和/解决的问题/Please describe the uncertainties and complexities need to be handled by this position)

• 工作中的不定因素 Uncertainty

• 工作中需要复杂分析的情况 Complexity for Analysis

• 沟通复杂性 Complexity for Communication: (指该职位在工作中经常性的且最具挑战性的沟通包括与组织内部及外部的沟通/ The most frequent and challenging communication. Internal & external)

赫力昂销售团队和/或职能的员工负有根据公司安排推广和销售所属辖区或渠道内营养健康非处方药口腔健康以及公司未来拓宽和/或指定的产品品类条线赫力昂含劳动关系雇主及其关联公司所有产品的义务与职责

Care to join us. Find out what life at Haleon is really like Haleon we embrace our diverse workforce by creating an inclusive environment that celebrates our unique perspectives generates curiosity to create unmatched understanding of each other and promotes fair and equitable outcomes for everyone. Were striving to create a climate where we celebrate our diversity in all forms by treating each other with respect listening to different viewpoints supporting our communities and creating a workplace where your authentic self belongs and thrives. We believe in an agile working culture for all our roles. If flexibility is important to you we encourage you to explore with our hiring team what the opportunities are.

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Haleon is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race color national origin religion sex pregnancy marital status sexual orientation gender identity/expression age disability genetic information military service covered/protected veteran status or any other federal state or local protected class.

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