AbbVie

Company Description

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, 

body contouring, plastics, skin care, and more. Our goal is to consistently provide our 

customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.

Job Description

Job SUMMARY:

The Key Account Manager (KAM) assumes the leadership role within its assigned accounts, providing overall account leadership and coaching to the cross-functional account and sales team members as needed. In this capacity, the KAM will bear full responsibility for building a strategic account plan for its assigned account, as well as for organizing and deploying the appropriate resources within Allergan Aesthetics to drive value co-creation with customers and meet/exceed AA revenue targets for the strategical account as well as for total territory.

The Key Account Manager’s primary responsibility is to coordinate and develop Allergan’s relationships with the key customers and accounts in the assigned market and coach the subordinates. KAM works strategically to create and develop partnership, the awareness and appropriate use of designated products in settings such as dermatology/plastic surgeon practices, aesthetic practitioners in private aesthetic practice clinics and hospitals. Works with the local country sales management to define and implement the most effective approach and is responsible for the sales performance of the designated portfolio. Develops, manages, and implements business plans and programs in the assigned geographic region to ensure that not only growth targets are achieved but also to establish long term loyalty and commitment with the customers based on ethical principles. Also, role is about management of a subordinate team to ensure that promotional objectives are met, in line with the organization’s strategy.

The KAM will identify and qualify value co-creation opportunities within its account and deploy growth strategies, team-to-team alignment, and executive relationships together with cross-functional account team members. Accordingly, the KAM will facilitate coaching and strategy sessions as needed to facilitate value co-creation, ongoing team alignment and account growth. The KAM will function as the central focal point for communication and collaboration regarding account planning, strategy, resource allocation, customer engagement and account growth.

KEY DUTIES AND RESPONSIBILITIES:

Commercial Management 

• Lead the development of effective account plans that are realistic, properly resourced and appropriately sponsored, by both Allergan Aesthetics and the customer.
• Engage consultatively with customers and internal cross-functional team members to explore and develop new possibilities for value co-creation and mutual growth.
• Develop and implement strategies that differentiate Allergan from other providers in our markets while evolving our engagement with key/strategic accounts to higher levels of effectiveness.
• Responsible for the sales performance of the AA portfolio in assigned territory
• Achieve the quantitative objectives defined as SFE KPIs.
• Execute key account plans by developing and implementing action plans that enable account growth, with both a short-term/opportunity focus, as well as a longer-term focus on the “bigger picture” of Allergan Aesthetic’s future with the customer.
• Ensuring high levels of customer satisfaction by enforcing regularity and quality of medical appointments, building of personal relationships with customers and business partners
• Monitoring and analysis of the current market situation and sales performance
• Implementation of the company's sales plan in accordance with the internal “compliance” procedures
• Proactively deploy tactics that support account strategies by setting realistic expectations and driving execution of action plans by the Allergan cross-functional team.
• Assume accountability for keeping account plans current, focused and realistic, as well as for ensuring that tactics are properly executed to drive account growth.
• Offering standardized solutions to assigned targeted accounts and customers.
• Leverage portfolio and increase market share of Allergan Aesthetics products within the territory
• Organization and conduct of regional meetings.
• Lead, manage and develop the team to optimize their contribution to the business, enhance their work experience and develop their skills through “coaching” and “feedback” during double visits (sales talk, sales techniques, substantive/product knowledge, substantive argumentation).
• Develop & manage relationships with Support team/medical affairs, decision makers, KOL´s, Allergan trainers, etc.

Customer Relationship Management

• Develop understanding of the customer’s business that includes their pressures and drivers, objectives and plans, as well as their related internal challenges and problems.
• Maintain working knowledge of the customer’s business model, including their strategic goals and objectives, position within their markets and their most significant competitors.
• Build a network of trust-based relationships with key customer stakeholders that go beyond the role of the clinician, including customer sponsors and supporters that are willing to partner with Allergan for the purpose of value co-creation and co-innovation.
• Evaluate and assess customer needs and requirements on an ongoing basis and engage customer in collaborative discussions with cross-functional team members to explore possibilities and potential areas for value co-creation and co-innovation.
• Ensure ongoing knowledge of Allergan Aesthetic’s account history with the customer, and further ensure that this knowledge is properly socialized across the Allergan Aesthetics cross-functional team.
• Develops long-term customer relationship based on ethical principles.
• Provide training and support about the proper use of Allergan Aesthetic’s products and advise on the best practices in patient and practice management, through training events, individual consultations.
• Identify new opportunities in the territory for further strategic synergies.

Planning 

• Plans daily activities based on actual targeting in order to achieve assigned sales targets. 
• Maximize time spent with the customer by correct monthly and daily call planning by using CRM system and reporting KPIs
• Effectively use of the budget.
• Constantly keep the business plan up to date and implement improvements.
• Adhere to Company ethical code and promotional strategy.

Employee shall perform any additional tasks in line with the orders and instructions of Line Managers and other Superiors in accordance with the function and activity of the company.

Qualifications

job QUALIFICATIONS:

Education and Experience

• Experience in the commercial healthcare sector and/or medical aesthetics or similar business (2 – 3 years of KAM role) in delivering clinical support to Healthcare practitioners
• Strong business acumen and knowledge of sales and marketing aspects, brand and market dynamics
• Customer Understanding & Market Knowledge
• People leadership experience
• Medical/clinical qualifications an advantage, but not essential
• Preferably educated to degree level
• Demonstrable success in negotiating, consulting, and building relationships at the highest level, leading to over achievement of performance measurements

Essential Skills, Experience, and Competencies

• Effective Communication Approach - Collaborates with others on work tasks and presents information to others.
• Receptivity to Feedback – Welcomes and acts on feedback, displays humility, and accepts constructive criticism.
• Navigating Ambiguity – Positively and proactively reacts to and manages ambiguous or unclear situations.
• Learning Orientation – Is curious. Seeks out new ways to do things and new approaches to issues.
• Acting as an Owner – using resources and making decisions in the best interest of the company
• Excellent skills in building relationships
• Ability to work on your own initiative
• Perfect planning and prioritization
• Excellent communication skills, both written and oral
• Ability to set high professional standards
• Self-motivation, creativity, and innovation
• Fluent English (written and spoken)

Other requirement (i.e. travel)

• Field based role, willingness to travel on a regular basis
• Valid clean driving license

Additional Information

AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion. It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.