![BI Vietnam Ltd](https://media.trabajo.org/img/noimg.jpg)
Regional Key Account Manager in North
2 weeks ago
**The Position**
- Managing Team/People - Coach (Boehringer Ingelheim’s KAM model, CEM KAM) and lead a team of Key Account Executives within an assigned territory.
- Undertake change management within the evolving multi-channel customer engagement environment employing hybrid coaching skills (F2F - face to face, S2S - screen to screen).
- Managing Business/Performance:
- Develop Key account management strategy and execute a Regional/ National Key account business plan to maximize resource utilization, ensuring targeting of the most valuable accounts, KAE/CRM KPI achievement, target/ goal setting (e.g. listing process, sales, profit, market share, growth etc.), relationship building/ customer engagement, market share development & customer base expansion.
- Lead cross functional collaboration (e.g. Market Access, Medical, Marketing, Promotion, Comm Ops etc.) to achieve KAM business goals.
- Responsible for meeting/ exceeding business objectives for the assigned territory and individual direct reports. 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 within the immediate team.
**Tasks & Responsibilities**:
**1. Analyze, monitor, execute and achieve Key Account Plans**:
- Develop, execute and achieve/exceed Key Account Plans aligned with the National/ Regional Plan
- Identify/Segment the target Key accounts (hospitals/institutions)/ customers (stakeholders - purchasing, medical committee, pharmacist, hospital directors, marketing etc.)
- Outline the process of 1) Tiering, 2) Prioritizing and 3) Clustering employed in the selection of KEY accounts
- Utilize the best data sources - internal information (Veeva/Promotion data), public information, interview & account research which supports the identification of target accounts.
- Monitor implementation of K ey Account Plans (incl. budgets and expenses)regularly and take appropriate actions to address issues/ under-performance to ensure achievement of objectives.
- Provide data driven analysis/actionable insights and recommend appropriate solutions for performance gaps and opportunities during Business Review.
- Regularly interact with cross functional team(Medical, Marketing, Promotion, Market Access, etc) to align on the roles and responsibility to ensure Key Account Plan execution.
- Demonstrate AAI behaviors and act as a role model of Boehringer Ingelheim values.
**2. Coach KEY Account Executives (F2F/virtual) to develop excellent Account Engagement skills (aligned to CEM KAM and BI KAM model) executed across customer's preferred communication channels**:
- In depth and accurate knowledge of the 7 Hybrid CEM KAM steps, behaviours and standards for each proficiency level in the CEM rubric.
- Utilising CfE/ Virtual consistently plan the coaching session by reviewing previous coaching logs, comments on Veeva online. CfE report, areas of improvement and areas of strengths.
- Coach/ Train KAE's on effectively utilizing all channels and Data sources (e.g. F2F - face to face, S2S - screen to screen, Datasight) to drive excellent Account Engagement.
- Create and execute a sequential coaching plan to ensure development of Reps' focused CEM KAM behavior.
- Create the coaching report (F2F/S2S) by entering basic information about the session and any useful pre-coaching notes. Add behaviors based on identified developmental areas. Create and share to KAE and line manager completed coaching report following CSOD principles.
- Include the appropriate proficiency rating for each behavior aligned with observed evidence and the CEM KAM rubric.
- Complete the coaching by identifying SMART development objectives based upon hybrid CEM KAM behaviours most requiring attention.
- Allocate coaching days based on priority of development needs within KAEs.
- Plan the coaching session by reviewing previous coaching logs, comments on Veeva Online, areas of improvement and areas of strengths.
**3. Recruit, Manage KAE Performance and Development within the assigned Territory**:
- KAE Job Profile and Competency Framework actively referred to in screening for new hires to ensure potential KAEs can operate in a multi-channel account engagement environment.
- Manage KAE performance regularly, driving customer focus, outcome orientation, long-term perspective, ownership, course correction.
- Results: Manage long term growth, profitability (discounts), customer satisfaction rating.
- Process milestones: listing status vs objective, proportion of accounts at/beyond each step, average time between stages of process.
- Activities: Quality of KEY account plans, % milestones and Key activities achieved vs plan.
- Initiate, develop and implement KAE performance action plans per KAE priority in a regular, consistent manner.
- Address KAE non-performance with courage and speed, following Company guidelines (e.g. objectively, data driven).
- Conduc
-
Regional Sales Manager
4 weeks ago
Hanoi, Vietnam Monroe Consulting Group Full time**Regional Sales Manager (North)**: - **Sector**: Monroe Pharmaceuticals - **Contact**: Daisy - **Client**: Monroe Consulting Group - **Location**: Hanoi - **Salary**: Negotiable - **Expiry Date**: 03 September 2023 - **Job Ref**: BBBH421007_1685936068 International award-winning executive recruitment expert Monroe Consulting Group is recruiting on behalf...
-
Key Account Manager
4 weeks ago
Hanoi, Vietnam Adecco Full time**Responsibilities**: - Responsible for management of strategic account(s) as assigned by the Head of Sales. - Ensure Key Accounts Customers are satisfied with the service/performance level of operations in each country, and work closely with each Country’s Operation to deliver agreed service levels. - Responsible for customer relations and quality...
-
Key Account Manager, North
2 weeks ago
Hanoi, Hanoi, Vietnam Avery Dennison Full timeCompany DescriptionAVERY DENNISON IS PROUD TO BE CERTIFIED GREAT PLACE TO WORK IN AUSTRALIA, CHINA, INDIA, JAPAN, MALAYSIA AND VIETNAMJob Description:ABOUT YOUR ROLE:YOUR RESPONSIBILITIES WILL INCLUDE:Manage direct customers (Direct Accounts/Printers) Grow the business by managing existing accounts and identifying new potential customers., Understand our...
-
Key Account Manager, North
4 weeks ago
Hanoi, Vietnam Avery Dennison Full timeCompany Description AVERY DENNISON IS PROUD TO BE CERTIFIED GREAT PLACE TO WORK IN AUSTRALIA, CHINA, INDIA, JAPAN, MALAYSIA AND VIETNAM **Job Description**: **ABOUT YOUR ROLE**: **YOUR RESPONSIBILITIES WILL INCLUDE**: **Manage direct customers (Direct Accounts/Printers)** - Grow the business by managing existing accounts and identifying new potential...
-
Regional Sales Manager
3 months ago
Hanoi, Vietnam Adecco Full time**Job summary**: A large MNC in medical device and engineering is looking for North Regional Sales Manager, working in Hanoi **Responsibilities**: - Plans, directs, and monitors the activities of a sales team in the North to achieve established sales targets. - Develops and/or implements business strategies for existing and potential accounts - Manages the...
-
Key Account Manager
4 weeks ago
Hanoi, Vietnam Adecco Full time**Job summary**: Adecco's client, a company in US chemicals Manufacturing is looking for a Key Account Manager. **Responsibilities**: - Execute and implement sales activities for value selling, product promotion, key account management, complaint handling, technical issues resolving, price negotiation & demand forecast accuracy management - Identify new...
-
Key Account Manager
2 weeks ago
Hanoi, Hanoi, Vietnam Adecco Full timeJob summary:Adecco's client, a company in US chemicals Manufacturing is looking for a Key Account Manager.Responsibilities: Execute and implement sales activities for value selling, product promotion, key account management, complaint handling, technical issues resolving, price negotiation & demand forecast accuracy management Identify new impactful...
-
Regional Sales Manager, North Opt
3 weeks ago
Hanoi, Vietnam ZEISS Group Full timeIncluding but not limited to: - Product Management & Marketing activities - Implementing Sales & marketing strategies for OPT (SUR and REF) - Product positioning, Competitive pricing analysis to recommend for the leadership team. - Manage key accounts and build KOL’s in the region - Planning and implementation of events and road shows/ CME’s - Reporting...
-
Key Account Manager
3 weeks ago
Hanoi, Vietnam abbott Full timeXem và nộp hồ sơ ngay **Lưu ý**: - Người tìm việc đang xem tin **Key Account Manager - Abbott Rapid Diagnostics (Hanoi & North Provinces)**: - **Mã tin đăng: 3429653**. Mọi thông tin liên quan tới tin tuyển dụng này là do người đăng tin đăng tải và chịu trách nhiệm. Chúng tôi luôn cố gắng để có...
-
Ethical Kam Lead, North
3 weeks ago
Hanoi, Vietnam Abbott Laboratories Full timeAbbott is looking for Key Account Manager Lead - handle Hospital Channel - Nutrition product - North (based Ha Noi) Summary: - Plan, build partnership with internal & external stakeholders and define potential customers and activities of ethical channel within a specified geography, product line, or market segment to achieve established target. -...
-
Key Account Manager
2 weeks ago
Hanoi, Hanoi, Vietnam Adecco Full timeJob summary:My client is one of the biggest companies in automotive spare parts looking for a talented Key Account Manager in Hanoi.Responsibilities: Responsible for the optimization of our value creation on products and services by negotiating our offer with clients through the implementation of Pre Sales, Opportunity Management, Pricing. Responsible for...
-
Key Account Manager
2 weeks ago
Hanoi, Vietnam Adecco Full time**Job summary**: My client is one of the biggest companies in automotive spare parts looking for a talented Key Account Manager in Hanoi. **Responsibilities**: - Responsible for the optimization of our value creation on products and services by negotiating our offer with clients through the implementation of Pre Sales, Opportunity Management, Pricing. -...
-
Korean Key Account Manager
7 days ago
Hanoi, Vietnam Employment Vietnam Full time**About the Hiring Company**: The Hiring Company (EV Search’s Client) is a listed garment accessories manufacturer based in Europe with more than 60 years of experience and has 3 production sites in the world. **Responsibilities**: The Korean Key Account Manager will cover all sales activities to Korean companies/factories in North of Vietnam, including...
-
[melia Vinpearl
2 weeks ago
Hanoi, Vietnam Melia Vinpearl in Central Full time**Hạn nộp**: 17/07/2024 Mức lương: Thỏa thuận Nộp hồ sơ ứng tuyển THÔNG TIN CƠ BẢN Số lượng 1 Nơi làm việc Quận Hoàn Kiếm - Hà Nội Giờ làm việc Giờ hành chính Loại hình Khách sạn/ Khu căn hộ Resort/ Khu Du lịch Ngành nghề Kinh doanh & tiếp thị Vị trí Trợ lý, thư ký Cập...
-
Regional Sales Manager
2 weeks ago
Hanoi, Hanoi, Vietnam Monroe Consulting Group Full timeRegional Sales Manager (North):- Sector: Monroe Pharmaceuticals- Contact: Daisy- Client: Monroe Consulting Group- Location: Hanoi- Salary: Negotiable- Expiry Date: 03 September 2023- Job Ref: BBBH421007_ International award-winning executive recruitment expert Monroe Consulting Group is recruiting on behalf of a premier pharmaceutical manufacturing...
-
Area Sales Manager
5 days ago
Hanoi, Vietnam British American Tobacco Full time**BAT is evolving at pace - truly like no other organisation.** **To achieve the ambition, we have set for ourselves, we are looking for colleagues who are ready to live our values every day. Come be a part of this journey!** **BAT VIETNAM** **IS LOOKING FOR AN AREA SALES MANAGER** **SENIORITY LEVEL**:Junior Management **FUNCTION**: Trade & Marketing...
-
Hanoi, Vietnam Carrier Full time**Country**: Vietnam **Location**: VNM02: 16th Floor, Viet Tower, 1 Thai Ha Street, Trung Liet Ward, Dong Da District, Hanoi City **Build a career with confidence** Carrier Global Corporation, global leader in intelligent climate and energy solutions is committed to creating solutions that matter for people and our planet for generations to come. From the...
-
Korean Key Account Manager
2 weeks ago
Hanoi, Hanoi, Vietnam Employment Vietnam Full timeAbout the Hiring Company:The Hiring Company (EV Search's Client) is a listed garment accessories manufacturer based in Europe with more than 60 years of experience and has 3 production sites in the world.Responsibilities:The Korean Key Account Manager will cover all sales activities to Korean companies/factories in North of Vietnam, including below...
-
Key Account Manager
2 months ago
Hanoi, Vietnam BAXTER Full time**This is where you save and sustain lives** At Baxter, we are deeply connected by our mission. No matter your role at Baxter, your work makes a positive impact on people around the world. You'll feel a sense of purpose throughout the organization, as we know our work improves outcomes for millions of patients. Baxter's products and therapies are found in...
-
Key Account Manager
5 days ago
Hanoi, Vietnam PlacidWay Full timeWe are looking for Account Managers to create long-term, trusting relationships with our customers. The Account Manager will oversee a portfolio of assigned customers, develop new business from existing clients, and actively seek new sales opportunities. **Responsibilities**: - Overseeing customer account management, including negotiating contracts and...