Key Account Representative
hace 1 mes
Representante senior de oncología Instruye a otros miembros del personal y tiene un impacto regional más allá de su propia área geográfica de responsabilidad. Presenta las prácticas recomendadas a sus compañeros. Debe tener un nível de desempeño alto de manera constante.
1. Crear y fortalecer las relaciones con Hematólogos y especialidades relacionadas, así como con Enfermeras y Farmacéuticos para crear promotores de la marca.
2. Identificar áreas de oportunidad para las marcas asignadas basándose en un fuerte entendimiento del área terapéutica asignada y del manejo de la enfermedad en las diferentes cuentas claves.
3. Identificar las necesidades del cliente que tengan relación con la necesidad de los pacientes.
4. Asegurar la entrega de mensajes claves al target correcto y adaptar de manera regular el perfil de los clientes y su priorización.
5. Realizar actividades promocionales de impacto para los médicos asignados de acuerdo con las necesidades identificadas.
6. Promover los productos de AZ de acuerdo con el código de conducta, todas las políticas de AZ y que se cumplan las reglas de seguridad de la empresa.
7. Lograr los objetivos de venta establecidos por marca y buscar oportunidades de negocio en cada cuenta clave.
8. Cumplir con los objetivos de cobertura y frecuencia de visitas de sus clientes según el plan de vistas de cada ciclo promocional, así como el uso efectivo de la herramienta de CRM para desarrollar e implementar el plan de visitas.
9. Constante autoeducación y disciplina, puntualidad y compromiso para desarrollar cada cuenta clave.
10. Ejecución adecuada y estratégica del plan de inversiones (BOP) mediante un robusto análisis del potencial y oportunidades.
11. Análisis y recolección de información relevante de mercado para el apoyo en la toma de decisiones.
12. Apoyo para el desarrollo cross-funcional del mapeo de las cuentas claves con el fin de tener un amplio conocimiento de los tomadores de decisión, redes de Influencia, roles en cada cuenta clave (cuando hay algún cambio)
13. Trabajo cross-funcional con otras áreas de la compañía para asegurar la consecución de objetivos de venta.
**Requisitos**:
- Conocimiento robusto de los productos de AZ, la estrategia y los competidores.
- Fuerte capacidad de comunicación y negociación
- Conocimiento de cada contacto cargado en su BD
- Comprender la estrategia de mercadeo de cada marca de AZ.
- Capacidad de análisis numéricos de venta.
- Capacidad de trabajar de forma no supervisada (compromiso y puntualidad)
- Ser altamente organizado y tener excelentes habilidades de implementación, ejecución y responsabilidad.
- Debe ser capaz de interactuar eficazmente con los diferentes clientes.
- Conocimientos básicos de la Ley de compras y contrataciones del estado y sus modificaciones
- Amplio conocimiento en Manejo de Hojas de Cálculo y Presentaciones (Excel y Power Point)
- Habilidades de negociación y excelentes relaciones interpersonales (internas y externas)
Formal Education
Educación mínima requerida:
- Grado Universitario en ciencias de la salud o licenciatura (Farmacéutico
Experience
- 2-3 años de experiência en la industria farmacéutica
- Experiência en el área institucional, preferible Hematología
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