About the role
Position: Key Account Manager
Location: Silesia
Full-time, field based, on commission
Key Account Manager (KAM) is accountable for planning and delivering the agreed business plan objectives and targets to specific accounts (hospitals) by identifying needs and opportunities, management of multiple stakeholders, promotion of brand messages, and cross-functional work at account level. KAM is responsible for promotion of assigned products to physicians and engagement with other stakeholders at account (hospital) level in assigned territories, in compliance with ethical rules and according to the approved marketing and sales strategies, with the objective of treating more patients with the J&J products.
Essential duties and responsibilities
•Achieve the allocated performance targets in a specific period of time, such as: product sales, market share, coverage and frequency of visits to customers, usage of multichannel activities, brand perception indicators (e.g. IGNITE, Message Recalls etc).
•Develops robust key account plans and objectives based on the analysis of available data sources, in collaboration with colleagues from other functions (Marketing, Medical, Access), in order to achieve the business objectives.
•Identifies and builds relationships with key decision makers and influencers in the assigned accounts and develops effective network. Identify and anticipate future customer need and deliver solutions through mobilizing right internal resources and stakeholders.
•Promotes to the HCPs the messages of the J&J products in accordance with the marketing strategy and with compliance rules, aiming to increase the number of patients treated with J&J products.
•Reports the customer interactions in a timely manner in the designated systems (e.g iConnect).
•Builds a professional image of the company, identifies, develops, finalizes new promotional opportunities, builds, and maintains trustful relationships with customers and collaborators.
•Identifies and analyzes opportunities and problems and makes proposals for appropriate improvements.
•Organises promotional events, in accordance with approved marketing strategy and respecting the compliance and ethical rules.
•Acts as a subject area expert and creates awareness of patient journeys, unmet needs and therapeutic area-related topics.
•Territory Management - including strategic planning based on the analysis of available data sources, adjusting tools and activities to the local market, which will allow to achieve business goals.
•Evaluates progress vs plan monthly; makes tactical, strategic and longer-term course corrections in collaboration with manager.
•Analyzing and drawing conclusions from reports provided by organizations regarding sales of own products and market shares (e.g. use of PowerBI tools).
•Regularly provides input to product/sales management on strategy implementation and competitor activity in the accounts.
•Learns from new experiences. Shows personal commitment and takes action to continuously improve, share best practices, drive innovation for the customers.
•Investing the entrusted budget in compliant and impactful way.
Other features of the job
•Compliance with HCC and HCBI Procedures - timely and compliant with internal procedures reporting of activities and quality defects, compliance of expenses with the expenditure settlement procedure.
•Collaborate and communicate in a proactive, solution-oriented way with the team members and with other colleagues from other teams or other functions.
•Maintain in the highest standards of ethics, quality, compliance and accountability: promote only approved products, based on approved marketing strategy; respect all the internal rules and SOPs of the company; compulsory training must be completed on time; act in accordance with the Quality & Compliance Core Objective, and help others do the same when there is an opportunity.
•Timeliness: implementation of training, online training, reporting all activities.
•Taking care of the employer's property and proper technical condition of the company's equipment (e.g. car, telephone, computer...).
•Quality and effectiveness of visits and other promotional activities.
•Applying open communication using the principles of feedback.
•Involvement in work through active participation in various forms of meetings.
•Optimism, openness to the point of others views, showing respect, positive attitude to work. Taking the initiative, striving for the goal.
•Entrepreneurship expressed in quick reaction to market situations, proactive search for solutions. Make decisions and take responsibility for them.
Requirements (knowledge, education, skills)
•University Degree
•Min. 3 years experience in pharmaceutical sales
•Experience with speciality care, hospitals market with NFZ drug programs
•Team worker with strong communication and negotiation skills
•Make decisions and take responsibility for them
•Openness and readiness to implement new business solutions
•Customer and action oriented
•High organizational skills
•Good English knowledge in speaking and reading and native level of Polish
•Fluent use of MS Office
•Conduct virtual meetings (Zoom, Teams)
•Active driving license type B
•Availability to travel on a daily basis in the allocated territory of Silesia
Organisational Behaviours
In addition to individual responsibilities, employees are expected to deliver against key behaviours and leadership expectations:
1.Compete
•Set ambitious goals and prioritize the levers that drive real business
•Connect with customers to learn and challenge, aiming to shape and develop the market instead of serving the market. Bring the "voice of the customer" in the discussions with colleagues
•Ensure cross-functional alignment of goals and priorities
2.Execute
•Give proactive, honest, ongoing and direct feedback — be J&J Direct
•Shape proactively the mindset of the organization towards a growth mindset, execution discipline and ambitious thinking
•Adhere to constant learning, training and rehearsal
3.Optimise
•Implement After Action Reviews (AAR) to learn and to improve to generate impact
•Bring the solution to the problem with a bold mindset: How can I get this done? What is the solution?
•Empower our teams
4.Our Credo
•Lead by creating the right environment to enable prioritization and achieve organizational outcomes
•Lead with integrity and role-model compliant practices and discipline in execution
•Operate with a WE ARE ONE mindset and deliver together: Local Company / Regional Teams / Global Functions
•Cultivate a learning organization for talent growth
Pay and benefits
The anticipated base pay range for this position is: zł163,000.00 - zł262,200.00
In addition to base pay, we offer the following benefits: an annual bonus with set target (% of pay) depending on pay grade / location, where the actual amount is based on the employees' and companies' performance of the previous calendar year, or sales commissions. Moreover, we offer vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well-being reimbursement, programs for financial, physical and mental health. We also offer service anniversary and recognition awards, and subject to the terms of their respective plans, employees - and in some locations eligible dependents - can participate in several insurance plans.
