Hospital Key Account Manager

Job description

  Job facts

JOB PURPOSE
Cross functional work across all departments to maximize and ensure the patients access to ROCHE products
Coordination of activities in given area and across teams
Responsibility for preparation of plans and strategies for Key Customers and centres
Building the network of effective, working and professional strategic relationships with Key
Customers and Influencers in designated Key Accounts
Implement local pricing policy and its alignment with pricing reimbursement model
Tenders coordination and ensuring preparation of all tender's materials according to
requirements in close cooperation with tender manager
Implementing AVM strategy on hospital management level and maximize patient access to
strategic or selected products at the Key Customers

MAJOR ACCOUNTABILITIES
Responsibility for implementation of market access strategy and business goals
Ensure of achieving annual territory sales budget for allocated products and Key Customers
Contribute to developing database of key customers and customer's segmentation
Leading negotiations with the KA according to ROCHE rules
Identifying and networking with the key hospital decision makers (e.g. financial management,
purchasing, Head of Pharmacy, law dpt. , insurance dpt., tender committee, LPP)
Identifying areas where strategy and activity will be beneficial for ROCHE and the KA,
creating new approach to the KA
Discussing and coordinating key account activities together with responsible teams
Cooperating with other colleagues across all other departments to ensure the efficient use of
company resources for the overall success of the sector
Maintaining of accurate and up to date info in the CRM system
Developing territory plans and implementing marketing and sales strategies for selected
products and KA
Coordination of tenders and other special sales offers with the aim to maximize number of
ROCHE products on the Hospital's positive list
Identify and evaluate customer's needs
Ensure that all the business activities are processed according to ROCHE compliance rules
Analysing, maintaining and updating knowledge of competitive information (e.g. market
tactics, activities, strengths and weaknesses)
Submit regularly activity reports as required by Head of HKAMs and Head of Market Access

·  Who we are

At Roche, 94,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we've become one of the world's leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche is an equal opportunity employer.

Desired profile

Who you are

You're someone who wants to influence your own development. You're looking for a company where you have the opportunity to pursue your interests across functions and geographies. Where a job title is not considered the final definition of who you are, but the starting point.

Requirements
- University degree
- previous experience (2 years at least) in hospital segment from similar HKAM position preferably incl. KA contact points in given area
- excellent communication and presentation skills
- very good analytical and sales skills, sales thinking
- persistence, result orientation and drive
- positive and pro-client attitude, flexibility and ability to learn new things and develop skills
- english language – communicative level
- time flexibility, and willingnes to travel – valid driving licence (active driver)
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