PRIMARY OBJECTIVES:
- To ensure consistent sales growth and achievement of sales goals and targets in assigned territories and key accounts by identifying new business opportunities, expanding the customer base, executing projects, and concurrently preserving existing business relationships.
- To develop and establish strategic partnerships with key stakeholders, facilitating the expansion and penetration of AbbVie product range within designated key accounts through sales and marketing strategies and tactics.
- Collect insights from the field, initiate discussion on new initiatives, align internal stakeholders and managing internal process; take proactive action to arrange & with quality execution.
CORE JOB RESPONSIBILITIES:
Product Knowledge & Strategic Landscape Understanding
- Possess good knowledge of the industry, products, business environment and best practices and represent AbbVie in a professional manner that aligns with company image.
- Proficient in articulating product features, benefits, and clinical applications of assigned portfolio to address customer inquiries and concerns effectively.
- Being active in the assigned territories to consolidate field observations and actively sharing this knowledge with internal stakeholders to inform key decisions.
Strategic Relationships and Customer Engagement
- Ability to cultivate strategic relationships by nurturing long-term connections with customers, establishing influential relationships with Key Opinion Leaders (KOLs), Therapy Area Experts (TAEs) and Subject Matter Experts (SMEs) in the designated therapeutic area, across the various departments, institutions, societies, and Academy of Medicine, Malaysia and facilitating the development of company product speakers at the national or regional level.
- Maintain long-term customer relationships and think ahead of ways to develop superior competitive strategies to support growth and productivity priorities.
- Embody “The Challenger Sale” mindset and skillsets to drive strategic conversations, challenge conventional thinking, and deliver exceptional customer engagement results.
Key Account Management
- Ability to generate insights from field visits to develop effective activities. Propose action plan with strategy and flawless implementation. Initiate & lead discussions with relevant internal & external stakeholders to align on budget, objective with measurable outcome and lead team to execute flawless implementation.
- Ability to provide insights from specific market situations, competitive environment during internal team discussion for national & hospital level listing.
- Understand and execute hospital account/ network management (such as Formulary Listings, sample listing, purchasing/dispensing pharmacists, head of departments, Tenders, price change request) and territorial account management through sales report analysis and market intelligence such as
- Facilitate and identify individuals in the buying decisions (Advocates, Endorsers, Gatekeepers).
- Build and maintain close business relationships with hospital stakeholders and specialists.
- To make in-depth understanding of account-level specific needs, challenges, and objectives, which includes evaluating patient demographics, treatment preferences, and market trends within key accounts.
- Responsible to follow through with the internal Master Approval Process for third-party promotional activities in the assigned territories/ accounts such as Department Journal Club support, CME RTM, HCP individual sponsorship, Medical Journal subscription support, and other account-level CME supports that aligned with marketing goals and strategies.
Business Development
- Expanding product usage within key accounts by identifying and developing new business opportunities, working closely with brand team and other internal stakeholders to develop approach tailored to the HCPs’ needs.
- Ability to establish assigned programs to ensure the maximum effectiveness of the organization’s efforts in achieving strategic goals. Develop solutions to problems within budgetary constraints.
Field Work
- Involved frequent travel to meet with HCPs and stakeholders; check in regularly with key accounts; handle objections or concerns raised by HCPs and provide information and address any issues in a timely and professional manner.
- Effectively use tools and resources (Veeva CRM and VAE) to enhance business reach to key customers and to improve customer engagement experience.
- Conduct market intelligence, monitor competitors’ strategies, provide analysis and formulate retaliatory strategy and tactics target.
Data Analyzing & Optimizing
- Ability to generate insights from sales & market data to apply to national / key account specific situation to generate strategy & action for growth or provide solution to foreseeable issues.
- Ability to leverage sales and marketing data (Infrared/ IMS/ IQVIA data) to inform and enhance account management strategies for key accounts and stakeholders.
- Utilize historical data and market trends to forecast product demand and sales; to develop a clear, actional and measurable key account sales plan/ tactics including monthly/ quarterly forecast accuracy and ensure implementation of sales tactics within allocated operational budget.
Other responsibilities
- Submitting sales reports on Veeva Systems in a timely manner and meeting established core Veeva Customer Relationship Management (CRM) Key Performance Indicators (KPIs) for the assigned portfolio.
- Engaging in special projects as required for professional growth and development.
- Participating in pricing discussion, contract extensions/amendments, forecasting, periodic business review meetings, and other customer service relates issues.