Key Account Manager Gastroenterology Immunology

Core Job Responsibilities

Performing all core job responsibilities of Key Account Specialist at an expert level plus:

• Identifies all key account direct and indirect stakeholders including internal ones like administrators advocates influencers decision makers buyers endusers technical and juridical personnel etc and external ones like health authorities payors patient organizations etc for each agreed with BUD 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 longterm 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.
• Establishes concepts for customers including detailed information and calculations on different strategies. Points out costs and benefits of the alternatives.
• 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 winwin approach

Qualifications :

Minimum Qualifications

• 1 years as high performing Key Account Specialist
• Good and improving English language skills
• Computer literacy
• Driving License

Preferred Qualifications/Experience

• 2 years as high performing Key Account Specialist
• Leadership experience & potential

Specific Personal Qualities

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

Additional Information :

AbbVie is an equal opportunity employer and is committed to operating with integrity driving innovation transforming lives serving our community and embracing diversity and inclusion.  It is AbbVies policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race color religion national origin age sex (including pregnancy) physical or mental disability medical condition genetic information gender identity or expression sexual orientation marital status status as a protected veteran or any other legally protected group status.

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