Key Account Representative

hace 3 semanas


San José, Costa Rica Astrazeneca A tiempo completo

**OBJETIVO**

Responsable del manejo y gestión de cuentas claves con el fin de maximizar la venta (Rotación y ventas incrementales) de los productos de AstraZeneca, además debe construir y mantener una relación sólida con el cliente.
Será el punto de contacto principal para todos los asuntos clave del cliente, se anticiparán a las necesidades del cliente y será responsable de atraer nuevos negocios del clientes o contactos existentes y desarrollará nuevas relaciones con clientes potenciales.
**RESPONSABILIDADES**

1.
Conocer y establecer relaciones con los KBP de las principales cuentas CLAVE

2.
Conocer proceso de asignación de presupuestos de compras de las principales cuentas clave

3.
Conocer los productos de la competencia de AZ, dentro de los cuadros básicos y listas de medicamentos.
4.
Manejo con detalle de precios de referencia, indicaciones del producto, cantidades y presupuestos asignados por producto.
5.
Conocer a detalle el proceso de logística para de entrega de productos, inventarios y rotación a cada cuenta clave.
6.
Identificar las necesidades del cliente que tengan relación con la necesidad de los pacientes.
7.
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)

8.
Elaborar e implementar un Plan de Cuenta estratégico que permita el desarrollo y mejora del proceso de rotación de los productos

9.
Realizar actividades promocionales con los KOL, KBP y grupos destinatarios que tenga como objetivo la promoción de los productos de AZ en la lista básica.
10.
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.
11.
Lograr los objetivos de venta establecidos por marca y buscar oportunidades de negocio en cada cuenta clave con todos los productos de AZ.
12.
Cumplir con los objetivos de cobertura y frecuencia de visitas de sus clientes según el plan de vistas de cada ciclo promocional

13.
Analizar los datos del cliente para proporcionar una gestión de relaciones con el cliente

14.
Ejecución adecuada y estratégica del plan de inversiones (BOP).
15.
Planificar y presentar informes sobre el progreso de la cuenta, los objetivos y las iniciativas trimestrales para compartir con los miembros del equipo.
16.
Manejo de la Metología OneKam

EDUCACIÓN, CALIFICACIONES, HABILIDADES Y EXPERIENCIA

**Esenciales**
- Grado Universitario en ciencias de la salud o licenciatura
- Conocimiento robusto de los productos de AZ, la estrategia y los competidores.
- Fuerte capacidad de comunicación y negociación
- Comprender la estrategia de mercadeo de cada marca de AZ.
- Capacidad de análisis numéricos de venta, Inventarios, rotaciones y estimación de pedidos en cada unidad
- La 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 KOL, KBP y Farmacéuticos

**Deseables**

Grado Universitario en ciencias de la salud o licenciatura (Farmacéutico para Costa Rica, Honduras y Nicaragua) 2-3 años de experiência en la industria farmacéutica Experiência laboral previa de cuatro a cinco años en ventas, administración de cuentas clave o experiência relevante



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