Company Description
AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas immunology, oncology, neuroscience, and eye care and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn.
Job Description
PRIMARY FUNCTION/OBJECTIVE
Reinforce Key Account Management by bridging AbbVie Portfolio and External Customer needs to deliver given goals through In-Field Team Excellence (Sales, Key Account, Medical & Marketing) and their proper and timely deployment in the field.
And defining the commercial strategies which cover discount policy development and implementation, supply optimization practices, routes to market analysis, corporate accounts and pharmacy relationships and any other commercial initiatives that drive domestic revenues. In alignment with sales and marketing strategy he/she will be responsible for the development and delivery of value-added services to commercial partners such as pharmacies and key accounts to maximizing AbbVie product's revenue through these channels. He/she will need to manage commercial negotiations, performance tracking and competitors defense strategies.
Contributes to the definition of commercial policy to maximize domestic revenue across working with them to ensure best practice is adopted and implemented effectively. Review these policies on at least an annual basis ensuring they continue to achieve stated aims and ensure that commercial policies are in line with the changing competitor environment.
CORE JOB RESPONSIBILITIES
Build an effective working influence network internally and externally to carry out account management optimization within the assigned commercial area. Contribute in driving prioritized strategies through the AbbVie Portfolio by integrating organizational and individual goals.
Align with company and brand goals to manage price negotiation, tender management, and margin optimization to commit the price erosion within the defined KPI for AbbVie Product Portfolio.
Be responsible for new product listing on time and manage business performance of pricing impact at assigned accounts.
Build up long term partnership with KDMs (Key decision makers) / KOLs (Key Opinion Leaders) with good network.
Initiate KAM plan with proposed resource allocation by programs with timely implementation, effectively work with commercial management for the shared projects.
Participate in Brand Team Meeting and IFT team meetings. Work with commercial team and medical team to ensure the alignment and message delivery across the team for the efficient and timely delivery.
Collect market information; Understand market dynamics and share with team.
Key Responsibilities
Trade, Channels and Key Accounts (60%)
Prepare a yearly plan for the whole area of responsibility, comprising all the resources needed for developing an effective trade channel strategy and management to achieve sales targets and revise this plan quarterly in line with Company's needs and planned sales.
Execute strategic account plans by developing and implementing action plans that enable account growth, with both a short-term/opportunity focus, as well as a longer-term focus on the bigger picture of AbbVie's future with the customer.
Maintain working knowledge of the customer's business model, including their strategic goals and objectives, position within their markets and their most significant competitors. Build strong partnership with stakeholders in key accounts: increase in volumes, turnover, margin, and market shares.
Build a network of trust-based relationships with key customer stakeholders that go beyond the role of the clinician, including customer sponsors and supporters that are willing to partner with AbbVie for value co-creation and co-innovation.
Evaluate and assess customer needs and requirements on an ongoing basis and engage customers in collaborative discussions with cross-functional team members to explore possibilities and potential areas for value co-creation and co-innovation.
Ensure ongoing knowledge of AbbVie's account history with the customer, and further ensure that this knowledge is properly socialized across the AbbVie cross-functional team.
Formulary inclusion of brands into identified accounts.
Facilitate provision of continuous medical education with key accounts.
Supply Chain & Pricing Matrix (30%)
Effectively manage Supply Optimization processes & conduct customer visits
Ensure that wholesaler stock levels remain within the safely levels defined by Company procedures and develop roadmap to keep that level in cooperation with the BU.
Inventory analysis, product movement and forecasting capabilities to be able to make decisions on purchase orders at mercury, sub-distributor/wholesalers level.
Follow-up on scheduled issuance of purchase orders from key accounts and ensuring the purchase order volume help to drive the achievement of business goals.
Prepare pricing strategy and commercial policy and wholesaler management.
Responsible for providing an accurate and timely estimate by brands to Product Manager (PM) for inventory forecasting management to key accounts. Follow through with PM on incoming shipment for complete PO fulfillment.
Compliance - Legal Compliance (10%)
Lead the sales contract management process across all trade channels in accordance with Company procedures.
Manages communication with all impacted parties to ensure AbbVie complies with any legal requirements for supply optimization.
Qualifications
Education Experience/Qualification
College or University degree qualifications
5 years of sales experience/ account management (preferred with district manager's experience) in pharmaceutical companies or in health care industry OR,
At least 2 years key account management experience in listing, pricing, tender, and contract management
Strong interpersonal and communication skills for cross function cooperation. Presentation and proficient negotiation skills
Good at numeric concept
Teamwork and customer service oriented
English : conversation level
Negotiation skill and Analytical skill are preferable
Additional Information
AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion. It is AbbVie's policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.
