Key Account Manager (KAM)

Job Description

Key Account Manager (KAM)

AstraZeneca is a global, science-led biopharmaceutical company that focuses on the discovery, development and commercialization of prescription medicines, having 21 brands for the treatment of diseases in different therapeutic areas like Respiratory , Gastroenterology , Cardiovascular , Diabetes and Oncology. AZ is living a total transformation worldwide through a science-led innovation strategy.

In AstraZeneca we believe in the potential of our people and we'll develop you beyond what you though is possible. We make the most of your skills and passion by supporting you to see what you can achieve no matter where you start with us. As KAM , you will play a vital role in improving patient's lives in the territory.

The mission of KAM is to provide solutions to improve the quality of patients' Lives along with a business driven approach for the therapy area while gaining wide scope of experiences. If you are inspired by the different possibilities to make a difference in patients' lives , Join Us.

The KAM position key summary is To provide, develop key account customers with the best services and be accountable for optimizing sales, profitability and revenue growth in short and long term according to marketing strategies.

Major Accountabilities

• Achieve and develop assigned sales target by individual key account customer and region
• Enhance, ensure excellent customer services and establish good relationship with key customers and decision makers
• Ensures continuity and development of sales with special emphasis on strategic products
• Develop special activities in co-ordination with Marketing Manager & Field Force Managers for excellent product performance with key customers
• Propose and co-ordinate with F.F Manager & Market Access Manager for the approval of special Prices needed for special potential customers
• Co-ordinate and communicate professionally at the internal level with different divisions (e.g. Logistics, Supply Chain, Market access, Tender, Finance ) to ensure excellent customer service with the best financial status (e.g. debits & outstanding )
• Co-ordinate promotional activities of AstraZeneca within the key customer he is responsible for.

SKILLS AND CAPABILITIES NEEDED

Essential Skills required:

• Account Planning & Management
• External stakeholder & advocacy mapping
• Internal stakeholder mapping & influencer matrix
• Gathering and managing the external and internal insights
• Strategic objective setting
• Managing the implementation
• Customer Value Proposition
• Identifying the problem that matters
• Internal scoping and engagement
• Creating value proposition with key customers
• Deliver win-win-win with patient outcomes
• Strategic Business Knowledge & Insight
• Demonstrates deep scientific and disease area knowledge in specialist areas
• Takes concrete steps to anticipate and pre-identify customer requirements, expectations and needs
• Demonstrates knowledge and understanding of AstraZeneca businesses, organizational structures and business strategy
• Seeks out information about how the health care environment impacts the customer, patient and team
• Demonstrate commercial and business acumen
• Understand the patient journey
• Managing Customer Relationships
• Manages a complex matrix of relationships with key stakeholders, balancing differing agendas to achieve the overall account objective
• Builds a broad base of support among key decision-makers and influencers by linking proposals to their needs, interests and concerns
• Proactively seeks out frank customer feedback
• Identifies key customers who are brand advocates and who have a sphere of influence broader than their own practice
• Builds a relationship with key advocates to agree mutually beneficial objectives, including specific development plans for key customers
• Plans and facilitates highly effective meetings to ensure all objectives are met with minimal wasted effort
• Builds compelling business cases using sound commercial acumen when required
• Effectively manages ambiguity, scale and complexity of negotiation situations in various areas
• Cross- Functional Leadership
• Working collaboratively with other functions
• Leadership without authority
• Communicate clear objectives
• Delegation and coaching skills

Essential Experience required:

Applicants should possess the following in order to go through initial screening :

• At least 3 years’ experience in the pharmaceutical industry
• With minimum 1 year as KAM in a multinational environment
• Effective communication and leadership skills
• Pharmaceutical or medical education degree

Desirable Experience :

• In-depth knowledge of regional market dynamics through in-market or regional experience
• Strong market research expertise.

Join Us today,

Applying should be through AstraZeneca Career site.

AstraZeneca is an equal opportunity employer. AstraZeneca will consider all qualified applicants for employment without discrimination on grounds of disability, sex or sexual orientation, pregnancy or maternity leave status, race or national or ethnic origin, age, religion or belief, gender identity or re-assignment, marital or civil partnership status, protected veteran status (if applicable) or any other characteristic protected by law. AstraZeneca only employs individuals with the right to work in the country/ies where the role is advertised.