AbbVie  Plovdiv, Bulgaria

Full-time · Associate

About the job

Reports to

Sales Manager

Core Job Responsibilities

Performing all core job responsibilities of Key Account Specialist at an expert level, plus:

Identifies all key account direct and indirect stakeholders, including internal ones like administrators, advocates, influencers, decision makers, buyers, end-users, technical and juridical personnel, etc and external ones like health authorities, payors, patient organizations, etc for each agreed with BUM account.

Creates database of stakeholder maps for the assigned accounts describing the respective stakeholder’s significance for the business.

Creates annual business plan for the respective territory including the distribution of sales & investments between the products under KAM responsibility in order to achieve required sales and division margin.

Creates annual & quarterly action plan for the territory (tactic management) complying with the respective brand strategies.

Proactive management of investments – negotiating with SMM for optimizing investment amount, timing and split in order to achieve the required results.

Proactive management of visuals, scientific information and other promotional tools in cooperation with the respective SMM in order to adapt them to territory specifics and improve promotional mix.

Basic knowledge of English sufficient to participate in international company events (for company staff or clients) and to deal with scientific/training information.

Develops assigned accounts by development of account specific sales programs

Maintains current assigned key accounts. Improves customer relationship management.

Is responsible for key customers strategic for the company and is focused on maintain and expand sales.

Works with high levels of health care organization. Has the purpose to build strategic long-term partnerships. Works as a bridge between user and administration within public customer.

Understands market dynamics and adjust activities accordingly.

Is responsible to achieve sales plan for the assigned sales territory.

Maintains and expands business, visiting customers.

Collects information on competitors’ sales, prices, products.

Maintains good customer relationships even when there are no new contracts to be signed and visits key customers on a regular basis.

Prepares proposal for tender and customer’s contracts.

Establishes concepts for customers including detailed information and calculations on different strategies. Points out costs and benefits of the alternatives.

Works with other AbbVie departments/divisions and distributors to find most effective way of increasing sales and/or improving productivity through cooperation

Provides feedback to manager on important marketing and sales topics through monthly reports (highlights, forecast, activity plans)

Effectively handles objections or concerns. Consistently gains a logical, reasonable call to action/close on every sales call.

Differentiates AbbVie’s value proposition to all health providers assigned

Proactively and continuously aspires to serve customer needs in a win-win approach

Description of Work (typical %)

75% Sales calls, including travel time

5 % Stakeholder mapping and business, investment and action plans creating, updating and maintenance.

5% Sales and marketing plan inputs, execution and reports, market analysis and respective reports (all reports on monthly and quarterly basis) , work with distributors

5% Identification and execution of plans / projects for additional short and long term business growth (with finance, regulatory, outside resources)

5% Proactively identifying and assessing areas for potential future problems and create solutions

3% Attendance at AbbVie and outside industry meetings, education programs

2% Administration (expense and other reports, approvals, marketing budget review)

Expected Performance Standards

Achieving quarterly Sales Plan within delegated budget

Demonstrating thorough, in-depth understanding of market and drivers

Understanding and adhering to AbbVie corporate (not merely local) standards and serve as an example for others

Maintaining sales call frequency and number of doctor and pharmacy visits as per plan

Providing annual and quarterly (if needed) business, investment and action plans.

Creating and maintaining database of accounts’ stakeholder maps.

Providing timely daily call reports, weekly call planning, activity reports, reports of competitor activities

Organizing and coordinating presentations as required

Generally demonstrating a desire to continuously improve the status quo

Complying with FCPA and AbbVie ethical standards and Code of business practices

Complying with expense reporting practices

Minimum Qualifications

1 years as high performing Key Account Specialist

Good and improving English language skills

Computer literacy

Driving License

Preferred Qualifications/Experience

2 years as high performing Key Account Specialist

Leadership potential formally assessed

SPECIFIC PERSONAL QUALITIES

Service and results orientation

Excellent listening and communication abilities

Coaching style – not “controlling” mentality