Key Account Manager

3 weeks ago

Ho Chi Minh City, Vietnam MSD Full time

**POSITION OVERVIEW**:
This role will manage & oversee HCPs activities committed customer plan to provide brilliant execution. Beside that, this person is also a key person to deploy experimenting projects and give solutions to the team base on expertise of customer understanding.

**PRIMARY ACTIVITIES**:

- Define the objectives, the activity plan for HCP and implementation customer plan, taking into account the business plan and marketing strategy
- Own channel strategy development with marketing support, translating brand standards into activation supervising brilliant execution of HCP plans in market with strategic account customer
- Work closely with across internal partners (Medical, BES, Marketing, Field Force) & external partners (Medical, Training..) for planning and execution of innovation plan (within assigned projects)
- Demonstrating ability & confidence to make the necessary actions required to ensure activities are successfully delivered & corrected when required
- Ensuring marketing fund used efficiently, driving the right ROI, monthly tracking basis

**EDUCATION, EXPERIENCE & COMPETENCIES**:
**_ Desired Experience/Education: _**
- 2+ years of experience working in Key Account Management/customer-facing role.
- 2 to 3 years of experience in the Healthcare industry preferred but not essential.
- Experience in Marketing/Market research
- Strong knowledge of customer/business strategy.
- Understanding of local healthcare and reimbursement systems.
- English language preferred

**_ Professional Competencies Required: _**
- Business & Financial Acumen: Understands and intelligently applies economic, financial, and industry data to make business decisions
- Working Across Boundaries: Thinks and acts beyond one’s silo - bridges team, functional, divisional and/or geographical boundaries
- Strategic Thinking: Visualizes the way forward, identifying opportunities that add value to the work and to the business
- Project Management: Organizes work efforts by prioritizing tasks, using resources optimally, establishing appropriate deadlines and ensuring on-time delivery
- Productive Communication: Plans and delivers ideas and information to others in an impactful manner.
- Problem solving: Gathers and analyzes data and effectively responds to new, complex or problematic situations; Creates solutions that drive value for our company and our customers, incorporating innovative approaches where relevant.
- Influencing/Negotiation skills: Ability to understand both internal and customer perspectives so as to be able to build a strategy for financial and value-based negotiation.

**_ Functional Competencies Required:_**

**Commercial Competencies-Required**:

- Customer & Market Insights: Ability to develop a deep understanding of customer needs, behaviors and goals, as well as market dynamics, competitor analysis and trends to improve overall business outcomes.
- Customer Engagement: Ability to identify and appropriately build and maintain long-term, sustainable relationships with customers, external stakeholders and key influencers through a variety of relationship-building approaches.
- Strategic Business Management: Ability to set strategic plans, manage profitability (P&L), consider execution tradeoffs and continuously adjust approaches to maximize business performance and increase sales and profitability.
- Regulatory and compliance knowledge: Ability to comply with legal and regulatory requirements in the pharmaceutical and/or consumer products industry and adhere to internal compliance controls.
- Account Management: Ability to understand multiple interdependencies within an account, consider customer goals and needs, maximize account performance and provide value-based offerings by building long-term relationships through collaborative business planning processes and approaches

**Sales & Account Management Competencies-Required**:

- Sales Acumen: Ability to build trust with customers (Account Managers, Pharmacist, Purchase Managers, etc ) and demonstrate value in selling situations to deliver high-quality engagements or interactions that deliver products/solutions with the common goal of improving health outcomes.
- Market Management: Ability to understand customer’s business climate, assess overall market potential, identify and prioritize unique opportunities and risks in local markets, develop territory plans and follow up to drive business results in assigned geography or market.

**Foundational KAM- Competencies-Required**:

- Negotiating & Contracting: Ability to negotiate with outside parties per our company approvals, diligence findings and validation drivers and construct contracts/agreements consistent with our company guidelines for risk and performance.
- Tender Management: Ability to evaluate opportunities, shape the tenders (national, regional or hospital tenders), craft offers, negotiate and strategically decide to bid to win/lose tenders.
- Access Strategy: Ability to understand

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