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Key Account Executive

The Position

As a Key Account Executive you will be :

  • Executing KEY Account Performance
    • Responsible for meeting/exceeding KEY Account goals(sales/ listing targets, tender performance, 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 Veeva 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 KAM Customer Engagement Excellence - focused on Account Plans implementing the KAM hybrid Customer Engagement Model, tailored interactions and strengthened partnerships with target Account(s)/Key stakeholders
    •  Lead cross-functional(e.g. Market Access, Medical, Marketing, Sales, Comm 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

 

Duties and Responsibilities:

  • Develop, monitor, execute and achieve/exceed KEY Account Plans in the assigned territory
    • Create, update and execute Veeva Key Account Plans aligned with the Key Account Manager's Plans:
      • Identify and segment target KEY accounts based on analyzing account potential, current contribution, drivers, barriers, key stakeholders, critical success factors, resources required, setting SMART objectives
      • Create relevant action steps with clear goals, assigned responsibilities, milestones, timelines
    • Ensure tender listing and availability of BI 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 (i.e. new departments, prescribing/ formulary reviews etc.)
  • Effective Account Engagement Capability facilitated by cross functional collaboration
    • Effective Knowledge depth of health care system and Key accounts(e.g. stakeholders, listing processes, influence mapping etc.)to communicate confidently and competently with customers/accounts
    • Effective Customer Engagement Skill proficiency (Hybrid CEM KAM)and negotiation skills to achieve partnership/value creation opportunities with BI
    • Comprehensive, actionable knowledge of the Hybrid CEM KAM 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 utilize 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 BI account management functions (Sales, Marketing, ComOps etc.)and work interdependently to ensure customer experience is personalized and relevant to them.
    • Provide data driven analysis/actionable insights and reports (where necessary, e.g.  listing process, drug bidding schedule, reports on activities etc.) recommending appropriate solutions for KEY Account Plan performance gaps and emerging opportunities during Business Reviews with Regional Sales Manager/cross functional team
  • Utilize Veeva CRM system, Datasight and standard reports to to monitor and maximize account engagement and productivity
    • Maintain/update correct & complete customer database/ account profiling information (email address, other contact info) in Veeva
    • Active and regular monitoring of Account Sales and all relevant activity KPIs to track multi-channel customer interactions and their impact on account plan execution
    • Maximize productivity of KEY Account Plans by utilizing Veeva functions like Veeva Account planning,   Reports and dashboards
    • Daily, factual interaction submissions in Veeva
  • Comply with local regulations, industry and company Code of Conduct
    • Comply with all regulations regarding interactions with healthcare professionals and follow company Code of Conduct
    • Take necessary action on issues of compliance and Pharmacovigilance
    • Be a role model in compliance with local regulations, industry and company code of conduct 

 

Requirements:

  • Bachelors degree preferably with Science background
  • At least 3 years experience in government sector
  • Required competencies:
    • Government/ Market/ Industry/ Product knowledge
    • Account engagement skills
    • Sales Action Planning/ KEY Account Planning
    • Customer Relationship Management
    • Communication skills
    • Planning and organizing
    • Negotiation skills
    • IT literacy
    • Results and solutions driven
    • Communication, Presentation
  • Experience:
    • Direct selling experience in healthcare industry is advantageous
    • Sales/KEY account management experience

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