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Location:
, Abu Dhabi, United Arab Emirates
Job reference: R-040678
Posted date: Dec. 11, 2018
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At AstraZeneca, every one of our employees makes a difference to patient lives everyday.

We lead our industry in our development of a strong and varied pipeline. This means our people are here to win, we give you a breadth of opportunities to be curious and do cutting edge, unique work that has big impact on science and medicine.

The role will be based in Abu Dhabi, UAE and the Key Account Manager will report to the Head of Retail and Market Access - Gulf.

The key priorities / responsibilities for this role are:

Key Account 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.

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.

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.

Necessary Knowledge and Experience:

For External Candidates

  • Minimum of three (3) years of experience in Pharmaceutical Sales
  • 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
  • Abu Dhabi Pharma Market experience is a plus
  • Eligible to obtain a UAE work permit

For Internal Candidates

  • Minimum two (2) years’ experienceis required within AstraZeneca with strong performance track record

Job-Specific Technical Skills

  • Microsoft Office Skills, work, excel & PowerPoint
  • High level of using MS Excel

Education and Certification Requirement

  • Bachelors in Medical or Science related field

Competency Requirements

  • Strategic thinking and influencing – able to identify strategic issues and use skills to effectively influence across a wide range of levels and functions internally and externally
  • Ability to set and focus on priorities & drive performance, Persistent despite obstacles and opposition
  • High ability to work in a team, collaboratively & cross functionally
  • Strong communication skills, especially active listening
  • Demonstrable influence and negotiation skills especially with difficult and/or key stakeholders
  • Relationship management, strong rapport building and interpersonal skills
  • Analytical and reporting skills
  • Excellent planning and organisation skills
  • Experienced in delivering presentations to key internal and/or external stakeholders

Next Steps – Apply today!

To be considered for this exciting opportunity, please complete the full application on our website at your earliest convenience – it is the only way that our Recruiter and Hiring Manager can know that you feel well qualified for this opportunity.  If you know someone who would be a great fit, please share this posting with them.

AstraZeneca is an equal opportunity employer. AstraZeneca will consider all qualified applicants for employment without discrimination on grounds of disability, sex or sexual orientation, pregnancy or maternity leave status, race or national or ethnic origin, age, religion or belief, gender identity or re-assignment, marital or civil partnership status, protected veteran status (if applicable) or any other characteristic protected by law.

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Key Account Manager
Sales

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