الوصف الوظيفي
CTC Account Reps are responsible for negotiation and contracting for MSD products, (either within one or across several therapeutic areas) in the accounts, sales managements and POS KPIs reporting , he acts as a liaison between the company and customer and should have understanding of business strategy / needs and translate it into account plan that supports these objectives.
He / She should understand the customers and stakeholders who determine whether a brand is listed or purchased, the purchasing process within the account, and the Brand Priorities so that they can support brand purchase and access in these accounts. The Account Manager partners with internal stakeholders related to these Accounts to ensure successful listing and purchasing.
PRIMARY ACTIVITIES
Account Understanding and Analysis (20 % - Weight out of 100%)
• Understanding the logistical, contracting and decision-making processes within the account
• Understand the product listing process in the account
• Identifying Account Stakeholders and understanding their perspectives on MSD, our competitors and the healthcare environment related to product listing and purchasing
• Completing a competitor analysis for the account
• Obtaining an in-depth understanding of the account’s unmet and evolving needs in the purchase or listing process.
• Understanding the internal Brand situation and needs relative to this account
Account Plan Development (15% - Weight out of 100%)
• Identifying short and long-term business opportunities.
• Defining objectives for the account
• Developing a plan for the Account that contains the account needs and perspectives as well as considers competitive hazards and business threats.
• Determining how to leverage cross-functional internal resources to achieve listing or purchase decisions in the account
• Obtaining a thorough understanding of MSD’s negotiation position relative to eachproduct in their portfolio
• Defining account metrics and a tracking plan
Account Plan Implementation and Tracking (45% - Weight out of 100%)
• Developing and maintaining long-term relationships with customers/stakeholders within the Accounts that are responsible for the “business” side of the account (e.g. Directors of Pharmacy, Senior Procurement Managers, Tender Managers and Hospital Management)
• Serving as primary MSD interface for the designated products to the business-end of the Account
• Coordinating the efforts of other functions/divisions towards the account when negotiating contracts/tenders or working to achieve product listings.
• Conducting product and value-based negotiation
• Utilizing strong business acumen and financial skills to develop compelling value-based offers for the designated products
• Monitoring metrics according to the tracking plan and re-shaping operational activities based on learnings.
Support for Sales Management (20% - Weight out of 100% depending on the type of account)
• Sales Orders collection and fulfillment.
المهارات
Desired Experience/Education:
• Pharmacy degree (BSC)
• 3+ years of experience working in a customer-facing / Account management role
• Strong knowledge of customer/business strategy
• Understanding of local healthcare and reimbursement systems
• Language: Excellent in English spoken and written
• Computer Skills : Excellent in Word , Excel & Power Point
Professional Competencies-Required:
• Business & Financial Acumen: Understands and intelligently applies economic, financial, and industry data to make business decisions
• Working Across Boundaries: Thinks and acts beyond one’s silo – bridges team, functional, divisional and/or geographical boundaries
• Strategic Thinking: Visualizes the way forward, identifying opportunities that add value to the work and to the business
• Project Management: Organizes work efforts by prioritizing tasks, using resources optimally, establishing appropriate deadlines and ensuring on-time delivery
• Productive Communication: Plans and delivers ideas and information to others in an impactful manner
• Problem solving: Gathers and analyzes data and effectively responds to new, complex or problematic situations; Creates solutions that drive value for MSD and our customers, incorporating innovative approaches where relevant.
• Influencing/Negotiation skills: Ability to understand both internal and customer perspectives so as to be able to build a strategy for financial and value-based Negotiation.
Commercial Competencies-Required:
• Customer & Market Insights: Ability to develop a deep understanding of customer needs, behaviors and goals, as well as market dynamics, competitor analysis and trends to improve overall business outcomes.
• Customer Engagement: Ability to identify and appropriately build and maintain long- term, sustainable relationships with customers, external stakeholders and key influencers through a variety of relationship-building approaches.
• Strategic Business Management: Ability to set strategic plans, manage profitability (P&L;), consider execution tradeoffs and continuously adjust approaches to maximize business performance and increase sales and profitability.
• Product knowledge and portfolio management: Ability to apply understanding of MSD’s large portfolio of products and services, including product lifecycle stages and new product launches, to create an optimal plan in matching individual offerings to customer needs and interests.
• Regulatory and compliance knowledge: Ability to comply with legal and regulatory requirements in the pharmaceutical and/or consumer products industry and adhere to internal compliance controls.
• Account Management: Ability to understand multiple interdependencies within an account, consider customer goals and needs maximize account performance and provide value-based offerings by building long-term relationships through collaborative business planning processes and approaches.
• Lifecycle Management: The ability to create, maintain and extend brand value in marketplace.
Sales & Account Management Competencies-Required:
• Sales Acumen: Ability to build trust with customers (pharmacist, purchase managers, etc…) and demonstrate value in selling situations to deliver high-quality engagements or interactions that deliver products/solutions with the common goal of improving health outcomes.
• Customer segmentation and targeting: Ability to divide customer population into groups of individuals who share similar characteristics and buying behaviors (based in the current MSD portfolio sales) and apply this information to target groups effectively, allocate promotional resources and drive execution of commercial plans.
• Market Management: Ability to understand customer’s business climate, assess overall market potential, identify and prioritize unique opportunities and risks i
تفاصيل الوظيفة
منطقة الوظيفة أبوظبي, الإمارات العربية المتحدة
قطاع الشركة الأدوية
طبيعة عمل الشركة صاحب عمل (القطاع الخاص)
الدور الوظيفي المبيعات
نوع التوظيف دوام كامل
الراتب الشهري غير محدد
عدد الوظائف الشاغرة غير محدد
الرقم المرجعي للوظيفة JB3767028
المرشح المفضل
المستوى المهني متوسط الخبرة
https://www.bayt.com/ar/uae/jobs/ctc-account-representative-3767028/