MISSION
The Key Account Manager (KAM) main responsibility is to maximize territory sales and profits
of Zentiva’s products. The KAM is accountable for the success of Zentiva’s products in Spain
and for managing the territory in alignment with Zentiva’s code of conduct and the strictest
ethical, compliance and legal standards.
Territory: North of Spain (Galicia, Cantabria, País Vasco, Navarra, Asturias y Castilla León - except Ávila y Segovia
RESPONSIBILITIES
· Developing and executing an effective business plan for maximizing sales and profits
· Identifying, segmenting, profiling and defining key accounts
· Build intimate knowledge of the accounts stakeholders’ priorities, processes, business
needs, drivers and barriers for biosimilars utilization.
· Building up, strengthening and ensuring a long-term customer relationship with the
accounts’ key stakeholders (payers, consultants, pharmacist, nurses and providers),
ensuring formulary pull through via regular visits with key stakeholders and relevant
healthcare professionals.
· Monitor relevant procurement cycles and processes
· Drive the tender management process, including pre-tender focused activity and tender
submission
· Lead submission and negotiation process on access to Zentiva’s products
SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS
· 7+ years of experience in pharmaceutical sales
· 5 to 7 years of Hospital Representative experience working within key institutions.
· High level of negotiation skills and extensive record of negotiation success.
· Good knowledge of English language is considered a plus.
COMPETENCY REQUIREMENTS
· Solid negotiation and decision making skills
· Solid analytical and numerical abilities
· Results-oriented attitude
· Ability to work under pressure, with autonomy and sense of responsibility
· Good interpersonal relationships and team spirit
· Business and customer orientation, determination to drive growth
· Ability to think “outside of the box” and suggest new approaches, always trying to bring additional value to the company