Regional Key Account Manager in North

6 months ago

Hanoi, Vietnam BI Vietnam Ltd Full time

**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

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