KAM, Lead

Purpose:
• Describes the primary goals, objective or function or outputs of this position.
• Champion payer/provider perspective, share payer/provider insights, anticipate payer/provider changes, recognize unmet needs and propose key account strategies for the respective stakeholder within country (on full and/or regional levels) to optimize brand and AbbVie value for all relevant affiliate brands placing the patient into the centre of any efforts and operating within AbbVie business code of conduct, policies and all applicable laws and regulations.
Responsibilities:
•Achieve a deep understanding of the complexities, pressures and opportunities associated with the decision-making matrix within each account. Based on that deep understanding articulate predicted payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in order to ensure key account situation analysis is holistic.
•Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the IFTs and brand teams in order to further enrich the BT’s anticipation of the future.
•Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account.
•Identify opportunities and collaborate cross-functionally to engage in “win : win” partnerships with key accounts in order to positively influence contracting and tendering opportunities for product access.
•Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, funding and access of AbbVie products considering long-term goals of the entire product portfolio.
•Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets.
•Regularly track the execution and impact of activities and performance of key accounts in order to constantly improve impact on bottom line.
•Optimize resource utilization by leading, developing and coaching Key Account Management Team performance including setting account targets and incentive schemes, managing Key Account Management Systems and KPIs in order to continuously improve national key account performance. Ensure regular updates
on Key Account Team skills in terms of medical, technical
and special In-Field knowledge areas.
Qualifications:
•List required and preferred qualifications up to 10). Include education, skills and experience.
•Bachelor degree, biological sciences, pharmacy, business related field, or equivalent.
•Relevant experience with demonstrated track record of success in sales or consultative selling role within biotech/pharmaceutical industry.
•Proven track record of successful leadership, management and coaching of teams and individuals, and in having developed talent and performance managed low performers.
•Ability to translate strategies into actionable and realistic key account engagement plans.
•Ability to lead, motivate and coordinate cross functional teams (in-field). Ability to negotiate, close and sign C&T deals with key accounts and with complex customer networks Solid analytic, business planning and financial acumen skills.
•Ability to monitor performance and adapt plans to external and internal changes.
•Solid working knowledge of pharmaco-economic principles. Solid knowledge of payer/provider mindset and motivation in relevant local context. Solid knowledge of payer/provider decision making process and who the key stakeholder/influencers are.
•English language proficiency verbally and in writing (for all non-English speaking countries).
•Preferred: Demonstrated track record of success on specific key account (payer/provider) experience strategically and long term as well as tactical within relevant local context.
•Leadership experience within specific key account based on being part of key account decision making process within C&T situations (if relevant). Recognized as talent developer in national biotech/pharma environment.

Employment type
Full-time

Work arrangement
Yes