关键客户经理 | Osvita Biologics | 班加罗尔
Key Account Manager | Osvita Biologics | Bangalore
职位描述：
作为关键客户经理，您将负责所分配市场的所有销售策略的开发与执行。同时，您将推动主要销售、次要销售，并确保品牌在指定市场的存在感。您将监督/管理分销商网络以实现理想的销售目标，从而确保部门财务和道德目标的达成，符合业务战略。
为实现这一目标，您有权制定客户管理计划，批准受您控制的分销商的过期产品信用凭证，推荐分销商的任命和信用额度，制定、执行并规划资源利用，并参与战略执行评审会议以确保对齐。
您在部门的成功中扮演着非常重要的角色。
经验要求 – 2-5年处理KOLs及管理机构的经验
详细职责
市场业务规划：
- 制定月度和季度业务计划。
• 制定需求生成和满足计划
- 监控实际销售并进行中期调整，以减少与预期的差异
- 对Abbott品牌及其他竞争对手品牌的处方审计
- 根据治疗或产品需求创建并更新包含指定数量医生/药房（贸易）的客户列表，并以纸质或电子格式维护
- 识别潜在城镇，并根据业务理念任命分销商和客户（贸易）
业务生成与发展：
- 通过按业务计划向客户伦理化推广公司产品，实现月度、季度、半年度和年度销售目标
- 与医生和药房进行基于科学的讨论，以在诊所和药店推广产品
- 根据部门战略和客户需求组织研讨会（CME）
- 通过正确识别和定位新产品的客户，按预定时间间隔与客户会面，有效开展诊所/贸易推广，并向公司反馈，以促进新产品的成功上市
- 执行客户管理计划，确保所有客户按计划覆盖，并达到以下最低KPI：
a. 医生100%覆盖率。
b. 客户拜访次数平均值按部门/治疗的客户管理计划。
c. 市场情报
查看英文原文
JOB DESCRIPTION:
As a Key Accounts Manager you will be responsible for the development and performance of all sales strategies in assigned market. Further you will drive primary sales, secondary sales and ensuring brand presence in defined markets. You will supervise/manage the distributor network to achieve desired sales objectives thereby ensuring achievement of financial and ethical objectives of the division as per the business strategy.
To achieve this you will have authority to develop your customer management plan, approve expiry products issue credit note for distributors under your control, recommending appointment and credit limits of distributors, develop, execute & plan your resource utilization and participate in Strategy Execution review meetings to ensure alignment.
You have a very important role to play in Division's success.
Experience – 2 – 5 Yrs experience of handling KOLs with managing institutions experience
Roles and Responsibilities in detail
Area Business Planning:
- Plan for monthly and quarterly business.
• Plan demand generation and fulfilment
- Monitor actual Sales and mid-course corrections and inputs to reduce variance against expectations
- Prescription audit for Abbott brands and other competitors brands
- To create and update customer list having specified number of doctors / chemist (Trade) as per the therapy / product requirement and maintain the same in physical / electronic format.
- Identifying potential town and appointing distributor and customers (trade) in line with business philosophy
Business generation & development:
- Achieve monthly, quarterly, half yearly and yearly Sales target by promoting companies product ethically to customers as per the business plan
- Having science base discussion with Doctor and chemist for promotion of product in clinic and at chemist place
- Organizing Camps (CME) as per the division strategy and customers need
- Facilitate the process of successful new product / products launch in the territory by undertaking correct identification and targeting customers for the new product, meet them at pre- determined intervals, effective in clinic / trade promotion and feed back to the company
- Execute the customer management plan to ensure that all the customers are covered as per the plan and meet minimum KPIs as follows:
a. 100% coverage of Doctors.
b. Customer Call average as per the customer management plan of the division / therapy.
c. Market intelligence collection, retailer level inventory management calls as per the product profile and marketing strategy of the therapy / division.
The base pay for this position is
N/AIn specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales ForceDIVISION:
EPD Established PharmaLOCATION:
INDIA > KARNATAKA > BANGALORE : RemoteADDITIONAL LOCATIONS:
WORK SHIFT:
StandardTRAVEL:
Yes, 100 % of the TimeMEDICAL SURVEILLANCE:
Not ApplicableSIGNIFICANT WORK ACTIVITIES:
Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)Originally posted on Himalayas