Key Account Manager-Tenders at GlaxoSmithKline Plc (GSK)

Job description

Basic Qualifications

• Bachelor’s degree preferably within life sciences

Preferred Qualifications

• Bachelor’s degree preferably within life sciences
• Five years experience in pharmaceutical sales
• Influence & impact

            i) Strong team-working skills – able to work collaboratively with colleagues and stakeholders.

           ii) The ability to align cross functional teams both internally and within accounts.

          iii) The ability to influence without direct authority i.e. outside of a line management responsibility

• Strong project management skills
• Analytical thinker
• Personal resilience
• Patient focused
• Business planning & execution

Details

Job Purpose - Key Account Management is a solutions driven approach which optimizes outcomes in complex patient, customer and GSK environments by building long term, collaborative business partnerships.

The Key Account Manager is responsible for delivering value to customers and GSK in their accounts and responsibly managing the relationship between GSK and the respective contacts in those accounts.

Key Responsibilities

• Develop and maintain competitive advantages for GSK in designated accounts.
• Leverage resources within GSK to deliver the best results in designated accounts.
• Understand and interpret the institutions policies and procurement procedures and translate this into business strategies for GSK.
• Be an expert on account decision making processes and stakeholders (and the structures behind these), which have an impact on GSK products and target the right stakeholders at the right time.
• Establish a clear partnership with the account (s) that delivers a win:win:win for the patients, the customers and GSK.
• Effectively gather market intelligence to enrich GSK business intelligence efforts. The KAM is the voice of GSK in their accounts and the voice of their accounts in GSK.
• Utilise value propositions to effectively drive commercial success of GSK and its brands.
• Identify and implement Market Access, Demand and Supply opportunities as required.
• Understands the wider healthcare system and leading practices and can anticipate future account and customer goals and communicate these effectively within GSK.
• Effectively aligns cross functional teams on key customer needs, account objectives and the resulting implementation plan.
• Assessing and quantifying the business opportunities within the institution and determining enablers for GSK to realise the identified business opportunities.
• Managing the supply chain and ensuring supply within the agreed timelines.
• Ensure prompt debt collection within the set GSK limits.
• Strictly abiding to the Code of Practice for Promotion and Customer Interactions