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Job Information

Key account Manager - South Italy

Information About this Role

Market and technical insights

  • Contribute to the definition of key value propositions by segment together with Marketing and CCM
  • Provide Marketing and CCM with market and field knowledge/ intelligence
  • Deliver selected Health Economics messages to customers

Market and customer development

  • Responsible for selected Tier I accounts and smaller buying groups as assigned by CCM
  • Contribute to the growth and profitability of the business by developing a strong relationship with senior economic buyers and C-level, promoting solutions and programs, and enabling pull-through
  • Provide inputs to develop innovative commercial deals including leverage of the complete portfolio of products, introduction of value-added services and specific pricing conditions
  • Responsible for integrating new products and services into existing deals
  • Engage and educate the economic customers and C-level toward equal partnership driven by sound economic, financial and reimbursement aspects and built on client commitment and contract compliance
  • Maximize contract compliance and market share (e.g: quarterly business reviews with the key customer stakeholders)
  • Contribute to Commercial Contracting-related input for AOP and Strat Plan
  • Share responsibility and collaborate with existing BSC sales roles in those accounts (eg: RSM, TM):
    • Share account knowledge
    • Conduct joint periodical business reviews to align on account planning and forecasts
    • Co-develop deals and pricing strategies; co-approve deals
    • Collaborates with the clinical selling organization in cascading of account strategies and agreements
  • Interface with GHSP and participate in cross-divisional deals

Enabling skills

  • Work closely with Sales Ops Specialist for the delivery of regular and ad-hoc analyses and reports and the identification of business opportunities
  • Interface Contract Manager during the contract development phases and for contract status, analysis or other information
  • Record customer information and activities in SalesCloud; use SalesCloud as an alignment tool with other Sales roles
  • Participate in pan-European, cross-functional and cross-divisional communication and team-work meetings

People skills

  • Work with customers with a high level of autonomy and some supervision from the CCM
  • Work to foster a continuous personal development and continuous knowledge sharing within the rest of the team