Key Account Manager

Scope of the territory: 50% of Croatia.

Therapeutic Areas: Gastroenterology and Dermatology.

The role purpose:

Execute brand strategy and tactics in field, sales performance, effectively manage assigned territory and targeted accounts, build strong customer relationships and stakeholder needs solving capability to maximize short- and long-term sales performance placing the patient into the center of any efforts and operating within AbbVie’s business code of conduct, policies and all applicable laws and regulations.

Key Responsibilities:

• Understand accurately KA’s needs and expectations, opportunities and threats for AbbVie, competition’s practices, document and share this insight internally.
• Highlight the cross-functional impacts of anticipated changes in the account to whole brand teams in order to further enrich the BT’s anticipation of the future. Develop solutions to solve claims or specific issues raised by the KA.
• Build trusted and strategic relationships with stakeholders in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account.
• Develop strategy and engagement plans with the KA with projects that will create value for both parties. Formalize this within a Key Account Plan (KAP).
• Deliver sales performance, brand KPIs, financial targets, marketing objectives, etc. in order to meet or exceed on those objectives.
• Maintain sales call frequencies and number of professional public visits as per plan.
• Explore and identify areas for own development and progress.

• Fluency in English, both spoken and written are a must, good command of local language.
• University degree (doctor, pharmacist, dentist, veterinarian, biologist, nutritionist).
• Proven track record of success in selling and solid presentation skills.
• Demonstrates in depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by all relevant stakeholders.
• Strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities.
• Proactively identifies customer style / behavior and adapts quickly all aspects of selling approach
• Operates effectively in a matrix environment.
• Proven track record of success in sales performance within respective therapeutic areas preferred.
• Commercial pharmaceutical industry experiences such as physician/account-based selling preferred.

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community.  Equal Opportunity Employer/Veterans/Disabled. 

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