Key Account SpecialistManager, Derma (Immunology)

• Identifies all key account direct and indirect stakeholders including internal ones like administrators advocates influencers decision makers buyers end-users technical and juridical personnel etc and external ones like health authorities payors patient organizations etc for each agreed with BUM account.

• Creates database of stakeholder maps for the assigned accounts describing the respective stakeholders significance for the business.

• Creates annual business plan for the respective territory including the distribution of sales & investments between the products under KAM responsibility in order to achieve required sales and division margin.

• Creates annual & quarterly action plan for the territory (tactic management) complying with the respective brand strategies.

• Proactive management of investments negotiating with SMM for optimizing investment amount timing and split in order to achieve the required results.

• Proactive management of visuals scientific information and other promotional tools in cooperation with the respective SMM in order to adapt them to territory specifics and improve promotional mix.

• Basic knowledge of English sufficient to participate in international company events (for company staff or clients) and to deal with scientific/training information.

• Develops assigned accounts by development of account specific sales programs

• Maintains current assigned key accounts. Improves customer relationship management.

• Is responsible for key customers strategic for the company and is focused on maintain and expand sales.

• Works with high levels of health care organization. Has the purpose to build strategic long-term partnerships. Works as a bridge between user and administration within public customer.

• Understands market dynamics and adjust activities accordingly.

• Is responsible to achieve sales plan for the assigned sales territory.

• Maintains and expands business visiting customers.

• Collects information on competitors sales prices products.

• Maintains good customer relationships even when there are no new contracts to be signed and visits key customers on a regular basis.

• Prepares proposal for tender and customers contracts.

• Establishes concepts for customers including detailed information and calculations on different strategies. Points out costs and benefits of the alternatives.

• Works with other AbbVie departments/divisions and distributors to find most effective way of increasing sales and/or improving productivity through cooperation

• Provides feedback to manager on important marketing and sales topics through monthly reports (highlights forecast activity plans)

• Effectively handles objections or concerns. Consistently gains a logical reasonable call to action/close on every sales call.

• Differentiates AbbVies value proposition to all health providers assigned

• Proactively and continuously aspires to serve customer needs in a win-win approach

Qualifications :

MINIMUM QUALIFICATIONS

• 1-2 years as high performing Medical Representative
• Good and improving English language skills
• Computer literacy
• Driving License

PREFERRED QUALIFICATIONS/EXPERIENCE

• 2-3 years as high performing Medical Representative

SPECIFIC PERSONAL QUALITIES

• Service and results orientation
• Excellent listening and communication abilities
• Coaching style not controlling mentality

Additional Information :

Reports to Sales & Marketing Manager

AbbVie is an equal opportunity employer and is committed to operating with integrity driving innovation transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled. 

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Work :

Yes

Employment Type :

Full-time