Key Account Manager

• 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.

• 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 minimal 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.

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