Key Account Manager

6 months ago

Petaling Jaya, Malaysia IQVIA Full time

**Job Overview**
Maximize sales growth in a specified geographical territory, consistent with Company strategy and objectives. This is achieved by educating and informing physicians and/or specified target audience on the value-added benefits of the customer’s products or services versus others in the marketplace.

**Essential Functions**
- Within a specific geographical territory, identify target customers through maintaining and analyzing customer records. Produce an appropriate territory business plan.
- Conduct sales interviews, carry out pre-call planning and preparation and develop a self analytical approach in order to identify learning areas from each call.
- May have ownership for managing relationships with identified key accounts and/or customer groups.
- Utilize pre-call planning and post-call analysis in line with Repetition Calling and Sequential Selling techniques.
- Effectively utilize the relevant software (e.g. Electronic Territory Management System, CRM systems) to maintain records updated and to report daily calls
- Create and use a record system for top target customers and maintain using relevant company and or client software.
- In consultation with customers, produce market access plans for the successful adoption of new product and services where necessary displacing existing products and services.
- Gain inclusion and or equivalent and create adoption by relevant prescribers in a variety of locations (e.g. general practices, hospitals).
- Organize and hold group events to optimize business that can be generated from them, liaising with business development colleagues as appropriate.
- Keep the Line Manager informed about changes in competitor activities and other market changes.
- Maintain an up-to-date sales/technical knowledge of any specialty and disease areas and relevant publications.
- Act as product champion for at least 1 product.
- Optimize company profitability by achieving targets related to the volume and frequency of customer contacts as set by the Line Manager.
- Act as a mentor for new recruits and provide occasional support for the team in Line Manager’s absence.
- Contribute to new starter training programs as required by the company or customer.
- Ensure the reporting of any identified Adverse Events in line with prevailing process and guidelines.
- Project a professional impression of the Company and act in accordance with the relevant Pharmaceutical Industry’s Code of Practice
- Perform other duties as assigned.

**Qualifications**
- Bachelor's Degree Life Sciences or related field
- 5 years’ varied experience in a range of customer types and therapy areas
- Equivalent combination of education, training and experience.
- Good understanding of Pharma Market and related procedures.
- Understanding and general knowledge of health service at both national and local level in terms of structures and procedures.
- Knowledge of Secondary Care or Specialist arena including Diagnostics, Theatre, etc.
- Ability to build relationships with key opinion leaders and health representatives in the territory and in the specialty segment.
- Fluency software operating systems, such as MS Office and customer relationship management systems
- Demonstrable previous experience of face to face presentations to customers.
- Ability to mentor and train colleagues.
- Good verbal and written communication skills.
- Ability to manage own workload with mínimal guidance and to coordinate the work of others.
- Ability to monitor and plan to meet project objectives.
- Ability to establish and maintain effective working relationships with coworkers, managers and clients.

LI-CES
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