Key Account Manager

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development, and commercialisation of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.

ROLE SUMMARY

The Key account Manager: Support internal stakeholders with forecasting or expected orders from key accounts. Provide analysis, understanding of business potential and situation Vs competitors. Identifies risks & opportunities and work with X-functions to put plans to maximize AZ business accordingly including generic threats. Participate with the cross-functional team to drive early and accelerated access of AZ brands into formularies. Generate monthly analysis reports of stocks, demand sales Vs budget, performance opportunities & challenges & recommended actions. The Key account manager should have excellent negotiation skills, can easily handle difficult discussions and able to reach an agreement with all types stakeholders

What you’ll do

Key Accounts Management

• Stakeholder identification, mapping & management for major accounts and institutions.
• Able to develop strong contact/relationships with key stakeholders & influencers in Key Accounts.
• Collect information on trends, priorities, and needs of the accounts and institutions.
• Work with the commercial teams to identify & execute key activities to drive sales performance of brands.
• Work collaboratively with X-functions to ensure enlisting of our Strategic Brands on formularies.
• Provide analysis, understanding of business potential and situation Vs competitors.
• Identifies risks & opportunities and work with X-functions to put plans to maximize AZ business accordingly including generic threats.
• Able to communicate the value proposition for AZ Products to key Stakeholders.
• Follow up on the tender contract and all the related processes.

Stakeholder Management

• Support internal stakeholders with forecasting or expected orders from key accounts.
• Follow-on the stocks & orders levels to all AZ Brands on regular basis with purchasing & relevant departments to ensure the sustained supply of AZ Products to Patients.
• Generate monthly analysis reports of stocks, demand sales Vs budget, performance opportunities & challenges & recommended actions.
• Maintain and develop supply chain excellence: ensure uninterrupted stock availability of all AZ brands in medical stores/hospital pharmacies.
• Monitor the supply Vs actual demand, assist hospitals in proper forecast and ordering timelines.

Market Access

• Understand issues/ trends/ needs arising from Government/ key accounts/ and other policy makers/influencers and the impact on AZ.
• Support cross-functional team to execute market access plans for AZ portfolio.
• Can communicate a brand value story to relevant stakeholders.
• Participate with the cross-functional team to drive early and accelerated access of AZ brands into formularies.
• Build professional relationship with payer and SH that develop into collaborative partnerships.
• Able to follow-up and support in market access activities, and leverage on such strategies with relevant stakeholders.
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Supply and Stock Management

• Support internal stakeholders with forecasting or expected orders from key accounts.
• Follow-on the stocks & orders levels to all AZ Brands on regular basis with purchasing & relevant departments to ensure the sustained supply of AZ Products to Patients.
• Generate monthly analysis reports of stocks, demand sales Vs budget, performance opportunities & challenges & recommended actions.
• Maintain and develop supply chain excellence: ensure uninterrupted stock availability of all AZ brands in medical stores/hospital pharmacies.
• Monitor the supply Vs actual demand, assist hospitals in proper forecast and ordering timelines.

Negotiation

• Able to build solid relations with all types of internal and external stakeholders.
• Excellent negotiation skills, can easily handle difficult discussions and able to reach an agreement with all types stakeholders.
• Able to reach consensus and achieve win-win arguments.
• Have excellent presentation skills, highly influential in delivering the message.

Corporate Responsibilities:

• Maintain highest ethical standards and work in a spirit of AstraZeneca Code of Ethics, following rules & norms set by corporate policies
• Ensure that all conducted activities are done in accordance with local legislation and corporate standards.
• Timely report (as per respective procedures): health/environment/wellbeing related accidents; adverse events that you became aware about; change in status of your Conflict of Interest.

Only applications based in UAE will be considered.

Essential for the role

• Minimum of three years of experience in Pharmaceutical Sales, of which one year is required within AstraZeneca with a strong track record [‘Met Objectives’ or ‘valued performance’ for Sales & Non Sales performance]
• Well-developed communication skills. Good command of written and spoken English.
• Proven experience of KOL Management and Development
• Forecasting skills & experience
• Proven experience of managing purchasers/ important stakeholders
• Prior involvement in projects & major activities
• Proven experience of managing Key Accounts successfully
• UAE Pharma Market experience is an addition
• Eligible to obtain a UAE work permit
• Bachelors in Medical or Science related field

Desirable for the role

• Preferable prior experience in multi-national pharmaceutical/equivalent companies.
• Knowledge of AZ organizational structure and key internal customers.
• Effective use of key software products (Eg. Excel, PowerPoint, Word)

Why AstraZeneca?

At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s no better place to make a difference to medicine, patients, and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth, and development. We’re on an exciting journey to pioneer the future of healthcare.