The Position
KEY Account Executive, Human Pharma
Driving KEY Account Performance: has the responsibility to meet / exceed KEY Account goals (targets, listing target, tender performance, etc.) for assigned product(s) within the allocated geography through achievement of related quantitative / qualitative KEY Account KPIs.
KEY Account Planning and Execution:
- Create the Veeva KEY Account plan based on robust understanding of account potential, current contribution, drivers, barriers, Key stakeholders, critical success factors, resources required and desired outcome.
- Executing KAM Customer Engagement Excellence - focuses on Account Plans by way of KAM Customer Engagement Model, tailored interactions with our target Account(s) / Key stakeholders and thereby strengthened partnership with our customers.
- Lead cross-functional (e.g. Market Access, Medical, Marketing, Sales, HP Ops, etc.) collaboration to ensure successful execution of KEY Account plans and achieve desired outcome.
- Compliance, Code of Conducts and Policies - Is responsible to ensure that all company and industry compliance topics / requirements are adhered, understood, monitored and respected within the immediate team.
Tasks & Responsibilities
1. Develop, monitor, execute and achieve / exceed KEY Account Plans in the assigned territory
- Create, update and execute Veeva Key Account Plans aligned with the Key Account Manager's Plans:
- Identify and segment target KEY accounts based on analyzing account potential, current contribution, drivers, barriers, Key stakeholders, critical success factors, resources required, setting SMART objectives
- Create relevant action steps with clear goals, assigned responsibilities, milestones,timelines
- Ensure the support to local distributors for tender listing and availability of Boehringer Ingelheim products in KEY accounts as required
- Monitor implementation of KEY Account Plans regularly and take appropriate actions to address issues / under-performance to ensure achievement of objectives
- Continuously identify new growth opportunities (i.e. new departments, prescribing / formulary reviews etc.)
2. Effective Account Engagement Capability facilitated by cross functional collaboration
- Effective knowledge depth of health care system and Key accounts (e.g. stakeholders, listing processes, influence mapping etc.) to support local distributors and communicate confidently and competently with customers / accounts if being asked in relation to Boehringer Ingelheim products
- Effective Customer Engagement Skill proficiency (Hybrid CEM KAM) and negotiation skills to achieve partnership/value creation opportunities with Boehringer Ingelheim
- Comprehensive, actionable knowledge of the Hybrid CEM KAM steps and behaviours. Able to execute assigned account strategies (e.g. messaging / product presentations, overcoming objections etc.) within the customers' preferred communication channel
- Digitally fluent / tech savvy, able to reliably utilise Veeva, undertake pre-Call set-up of digital platforms (e.g. Veeva Engage)
- Present to groups of customers, both face to face / screen to screen as required
- Communicate and collaborate with relevant BI account management functions (Promotion, Marketing, HP Ops etc.)and work interdependently to ensure customer experience is personalised and relevant to them
- Provide data driven analysis/actionable insights and reports (where necessary, e.g. listing process, drug bidding schedule, reports on activities etc.) recommending appropriate solutions for KEY Account Plan performance gaps and emerging opportunities during Business Reviews with Key Account Manager / cross functional team
3. Utilize Veeva CRM system, Datasight and standard reports to to monitor and maximize account engagement and productivity
- Maintain / update correct & complete customer database / account profiling information (email address, other contact info) in Veeva
- Active and regular monitoring of Account Performance and all relevant activity KPIs to track multi-channel customer interactions and their impact on account plan execution
- Maximize productivity of KEY Account Plans by utilizing Veeva functions like Veeva Account planning, Reports and dashboards
- Daily, factual interaction submissions in Veeva
4. Comply with local regulations, industry and company Code of Conduct
- Comply with all regulations regarding interactions with healthcare professionals and follow company Code of Conduct
- Take necessary action on issues of compliance and Pharmacovigilance
- Be a role model in compliance with local regulations, industry and company code of conduct
Requirements
Minimum Education/Degree Requirements: University / Bachelor degree, major in Medicine or Pharmacy
Required competencies:
- Government / Market/ Industry / Product knowledge
- Account engagement skills
- Promotion Action Planning / KEY Account Planning
- Customer Relationship Management
- Communication & Presentation skills
- Planning and organizing skills
- Negotiation and influencing skills
- Results and solutions driven
- IT literacy
Experience:
- Direct promotion experience in healthcare industry is advantageous
- At least 3-year experience in Promotion / Key Account Management positions
READY TO CONTACT US?
Please contact our Recruiting Team: Ms. Phuong Vo: phuong.vo@boehringer-ingelheim.com