- 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 stakeholder’s 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 customer's 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 AbbVie’s value proposition to all health providers assigned
- Proactively and continuously aspires to serve customer needs in a win-win approach
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
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.
US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html
US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:
https://www.abbvie.com/join-us/reasonable-accommodations.html
AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn,Facebook, Instagram, X and YouTube.
Originally posted on Himalayas