Key Account Executive

THE POSITION ( Key Account Executive position )

• Executing Key Account Performance

 - Responsible for meeting/exceeding Key Account goals(sales performance,tender performance target, etc.) for assigned product(s) within a designated territory through achievement of related quantitative/ qualitative multi-channel Key Account KPIs

• Key Account planning and Execution

 - Create Key Account plans based on robust understanding of account potential, current contribution, drivers, barriers, key stakeholders, critical success factors, resources required and desired outcomes.

 - Execute Customer Engagement Excellence - focused on Account Plans implementing the Key acccount Customer Engagement Model, tailored interactions and strengthened partnerships with target Account(s)/Key stakeholders to secure business

 - Lead cross-functional(e.g. Medical, Marketing, Sales, HP Ops etc.) collaboration to ensure successful execution of Key Account plan objectives

• Compliance, Code of Conduct and Policies - responsible for ensuring all company, industry and local compliance requirements(e.g. Pharmacovigilance) are understood, adhered to, monitored and respected

Tasks & responsibilities

• Develop, monitor, execute and achieve/exceed Key Account Plans in the assigned territory

• Create, update and execute Key Account Plans aligned with the territory account plans:

• Ensure tender listing and availability of Boehringer Ingelheim products in key accounts as required

• Monitor implementation of Key Account Plans regularly and take appropriate actions to address issues/ under-performance to ensure achievement of objectives

• Continuously identify new growth opportunities

• Effective Account Engagement Capability facilitated by cross functional collaboration

• Effective Knowledge depth of health care system and Key accounts(e.g.stakeholders, Tender processes, influence mapping etc.)to communicate confidently and competently with customers/accounts

• Effective Customer Engagement Skill proficiency and negotiation skills to achieve partnership/value creation opportunities with Boehringer Ingelheim

• Comprehensive, actionable knowledge of the Hybrid CEM steps and  behaviours.  Able to execute assigned account strategies (e.g. messaging/ product presentations, overcoming objections etc.)within the customers' preferred communication channel

• Digitally fluent/ tech savvy, able to reliably utilise Veeva, undertake pre-Call set-up of digital platforms (e.g. Veeva Engage)

• Present to groups of customers, both face to face/screen to screen as required

• Communicate and collaborate with relevant Boehringer Ingelheim account management functions (Sales, Marketing, HP Ops etc.)and work interdependently to ensure customer experience is personalised and relevant to them.

• Provide data driven analysis/actionable insights and reports (where necessary, e.g.  Tender process, drug bidding, reports on activities and mkt insigth etc.) recommending appropriate solutions for Key Account Plan performance gaps and emerging opportunities during Business Reviews with cross functional team

• Utilize Veeva CRM system, Datasight and standard reports to monitor and maximize account engagement and productivity

Requirements

• Experience in pharmacuetical industry at least 5 years with strong performance record in the previous position
• Excellence / Deep Knowledge for Gov procurement process and strong engagement with hospital key stakholder for purchasing will be advanctage
• Influencing skills and Communication skills
• Business planning &Performance management
• Driving Execution Excellence