关键客户专员，艾尔建美学
Key Account Specialist, Allergan Aesthetics
关于艾伯维
在艾尔建美学（Allergan Aesthetics），艾伯维公司旗下，我们开发、制造并推广一系列领先的美学品牌和产品。我们的美学产品组合包括面部注射剂、身体塑形、整形外科、护肤产品等。我们的目标是持续为客户提供创新、教育、优质服务以及对卓越的承诺，同时保持个性化的服务。更多信息，请访问 https://global.allerganaesthetics.com/。关注艾尔建美学的领英账号。
主要职责和工作内容：
• 深入理解每个客户账户中决策矩阵相关的复杂性、压力和机遇。基于这种深入理解，向品牌团队阐述预测的支付方/提供方及支付方/提供方影响者的决策驱动因素和未满足的需求，以确保关键客户情况分析全面。
• 强调预期的支付方/提供方环境变化对IFTs和品牌团队的跨职能影响，以进一步丰富品牌团队对未来趋势的预判。
• 与支付方/提供方建立信任且战略性的关系，以预见准入障碍，更好地满足各自关键客户的议程、计划和目标。
• 识别机会并跨职能协作，与关键客户开展“双赢”合作，以积极影响产品准入的合同和招标机会。
• 制定针对特定客户的策略和简洁的参与计划，明确目标和活动，以优化使用、资金和获取艾伯维产品的效果，考虑整个产品组合的长期目标。
• 谈判、完成并签署交易和/或支持/领导合同和招标流程，并推动提案的制定和交付，以实现盈利目标。
• 定期跟踪活动的执行和关键客户的绩效影响，以持续提升对利润的影响。
职位要求
• 本科及以上学历，生物科学、药学、商业相关领域或同等学历
• 在生物科技/制药行业具有销售或咨询销售岗位的相关经验，并有成功记录
• 能够将策略转化为可操作且现实的关键客户参与计划
• 能够领导、激励并协调跨职能团队（现场）
• 能够谈判、完成并签署交易
查看英文原文
About AbbVie
At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.
Key Duties and Responsibilities:
• Achieve a deep understanding of the complexities, pressures and opportunities associated with the decision-making matrix within each account. Based on that deep understanding articulate predicted payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in order to ensure key account situation analysis is holistic.
• Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the IFTs and brand teams in order to further enrich the BT’s anticipation of the future.
• Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account.
• Identify opportunities and collaborate cross-functionally to engage in “win : win” partnerships with key accounts in order to positively influence contracting and tendering opportunities for product access.
• Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, funding and access of AbbVie products considering long-term goals of the entire product portfolio.
• Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets.
• Regularly track the execution and impact of activities and performance of key accounts in order to constantly improve impact on bottom line.
Job Qualifications
• Bachelor's degree, biological sciences, pharmacy, business related field, or equivalent
• Relevant experience with demonstrated track record of success in sales or consultative selling role within biotech/pharmaceutical industry.
• Ability to translate strategies into actionable and realistic key account engagement plans
• Ability to lead, motivate and coordinate cross functional teams (in-field)
• Ability to negotiate, close and sign C&T deals with key accounts and with complex customer networks.
• Solid analytic, business planning and financial acumen skills and solid working knowledge of pharmaco-economic principles
• Solid knowledge of payer/provider mindset and motivation in relevant local context
• Solid knowledge of payer/provider decision making process and who the key stakeholder/influencers are plus English language proficiency verbally and in writing (for all non-English speaking countries)
• Demonstrated track record of success on specific key account (payer/provider) experience strategically and long term as well as tactical within relevant local context is preferred.
• Leadership experience within specific key account based on being part of key account decision making process within C&T situations (if relevant) is preferred.
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