In Primary Posting Language (Include Requirements For Education, Experience And Skills)

THE OPPORTUNITY

Key Account Manager

Key Account Manager is responsible for Efficiently manage the therapy area by effectively reaching out to customers and increases product awareness, answer queries and introduce new products. Also responsible for Customer Focus and have industry knowledge and schedule and plan the frequency of calls and personally visit the targeted doctors as per agreed coverage list.

Our Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources. We support healthcare providers and healthcare systems meet the goals of the patients in their communities.

Your role at our organization is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement.

WHAT YOU WILL DO

Key Responsibilities:

Customer Focus and Coverage

Proficient with the therapy and product related features/benefits including scientific information thereto, so as to effectively communicate with the medical doctors and handle product related customer queries.
Actively participate in identifying key and potential medical practitioners and specialists in the respective therapeutic segment in the assigned territory, and prioritize for the purpose of systematic customer coverage so as to generate maximum prescription sales for the company’s range of products as per business plan.
Schedule and plan the frequency of calls and personally visit the targeted doctors as per agreed coverage list. Call on the Chemists, wholesalers as the case may be to track in-market sales of the products, booking of orders to ensure timely and adequate availability of products to meet market demand.
Utilize customer focused selling techniques (CSSP), continually assessing the knowledge of the customer and strategize to maintain high customer confidence and customer knowledge of company products.
Maintain current, approved protocol (CSSP) and promotional materials to be included in sales presentation/ detailing.
Contact customers on regular basis and deliver informative sales presentations based on customers need.
Constantly explore opportunities to develop new business within assigned therapy area.

Sales Performance & Results

Achieve and exceed the sales targets on a consistent basis through effective implementation of the sales promotion strategies and follow-up initiatives.
Specialist in the product knowledge, therapy knowledge and detailing skills so as to enhance productivity levels as expected by the Company.
Carry out Product Visibility and such ancillary or incidental activities related to the Products of the Company or Products of any other Company as may be decided from time to time, in accordance with any arrangement or agreement entered into by the Company with such other Company.
Explore opportunities to develop new businesses within assigned therapy area.

Planning & Sales Performance Management

Tactically plans to generate tertiary demand generation
Plans and executes field working as per approved tour programmes so as to cover all stakeholders as per decided frequency
Takes follow-up initiatives on feedback and customer service requirements.
Handles special product campaigns, new product launch campaigns as per Company’s plans.
Covers the Nursing homes, clinics and hospitals as per agreed coverage requirements
Collects data on annual budget for medicines, mode of purchase, rate contract/tendering etc. as may be required and takes initiatives to tap these business growth avenues.
Assists in the collection of receivables, as per company policy.

Key Account Management

To nurture strategic relationships with top accounts, so a KAM must possess an in-depth knowledge of the company and its customers.
KAMs need to have a strategic perspective that goes beyond short-term gains. They must be able to juggle many moving parts and orchestrate deals and long-term plans that align with a mutually beneficial strategy.

Communication Meets

Actively participate in Cycle meetings, periodic Sales & Marketing meeting and conventions.
Conducts group meetings, medical education camps, speaker programmes as may be necessary from time to time for assigned therapy area.
Guides and helps other team members within therapy area to design and execute scientific activities as per experience.

Coaching and supervision

Actively participate in training, orienting and handholding the new comers
To be a Mentor to the Trainees, probationers and freshly inducted sales professionals in the assigned therapy area.
Expert in the therapy area and constantly providing guidance and coaching to TMs and STMs as per need.
To sanction leave of the sales professionals, as per company procedure.
Liaising with the Stockists and distributors in connection with customer service requirements. Provides guidance and coaching to TMs as per need.
To approve claims upto prescribed limits of authorized stockists, distributors, retailers in respect of breakages, date expiry, spoilage etc after due verification. In case of larger claims, provide accurate and vital inputs to the Management to take appropriate action.

Company, Industry & Product Knowledge

Demonstrate above average knowledge of all company marketed products, disease, therapy area, competitor products, promotional strategies and objectives. Develops a clear understanding of the Company’s SOPS and protocols pertaining to his area of work.
Imbibes the guidelines pertaining to Adverse Event Reporting and takes prompt action in compliance with the requirements.

Market Analysis

Maintain quality customer list, current profile of assigned key accounts, key influencers & clinical thought leaders.
Execute Marketing Strategies in consonance with Marketing guidelines.
Collect Market intelligence, conduct market surveys, participate in special projects etc.
Actively seek and display knowledge of key customers in territory and therapy area.

Building Relations

Lead the scientific engagement of key stakeholders within therapy area so as to establish leading corporate image
Develop and maintain strong relationships with customers and build up a healthy rapport with them.
Work collectively with other team colleagues in arranging speakers, displays, special programs and CMEs to meet the educational needs of customers.

Distribution & Resource Allocation

Ensure adequate inventory level with trade partner and take prompt actions to prevent date expiry of products.

Adherence to Internal tools & Processes/ Administration /Values

Ensure timely submission of daily call report, sales documents, feedback reports, expense reports and other administrative duties are completed in an accurate and timely manner.
Adhere and demonstrate Leader behaviors.
In the discharge of your responsibilities, you will be required to undertake such other jobs as may be assigned to you by the Management from time to time.

WHAT YOU MUST HAVE

Degree in Sciences / B Pharm / Equivalent
5 or more year’s relevant experience (Minimum 3 years’ experience in Oncology Sales)
Proven experience in articulating data-driven findings to various audience levels and translating these findings into actionable recommendations.

Our Human Health Division maintains a “patient first, profits later” ideology. The organization is comprised of sales, marketing, market access, digital analytics and commercial professionals who are passionate about their role in bringing our medicines to our customers worldwide.

Additional location(s) Compensation Information:

Required Skills:

Account Management, Account Management, Accounts Development, Account Strategies, Adaptability, Bidding Process, Contract Management, Customer Acquisition Strategy, Customer Communications, Customer Management, Customer Service Management, Data-Driven Marketing, Demand Generation, Healthcare Education, Hospital Experience, Key Account Management, Marketing Capabilities, Oncology Sales, Operational Delivery, People Management, Presentation Delivery, Price Quotes, Product Knowledge, Project Planning, Relationship Building {+ 8 more}

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Key Account Manager

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