The Key Account Executive will develop market insights and understand influences on the market and Accounts/Hospitals. (S)He will identify, develop and pull through potential (long-term) partnership opportunities between Pfizer and the Accounts/Hospitals. The Key Account Executive is responsible for managing Accounts, the overall commercial performance of an Account, and developing key C-Suite/Administrative relationships. Key Account Executive would work hand-in-hand with our Field Force (Sales) team to ensure growth for our Hospital business.
Key Account Executive role has three key focus areas: Customer Engagement, Account Management and Business and People Leadership.
To identify key Customers including the decision making and influencing network (within and those impacting on the Account and local health economy)
To maintain relationships with a selected group of Accounts to enable adequate assessment of the Account environment for future consideration as a key Account
To seek out opportunities for synergy and collaboration to achieve both Pfizer and Customer goals through active and transparent Customer/Account Planning
To develop effective Customer relationships within prioritized Accounts
To understand and seek to influence key local and national healthcare issues, Customer issues/trends and best practices (political and advocacy organization engagements to be led by Political Affairs colleagues.)
To ensure that sales opportunities are maximized across the total product portfolio
To align budgets and resources to Customer/Account opportunities and business potential to optimize return on investment
To take a long term view of Pfizer business within Key Customers/Accounts to deliver on-going opportunities for Pfizer’s portfolio and to align across all Pfizer Business Units when appropriate
To identify market growth opportunities through the optimization of improved and timely diagnosis, treatment, and adherence in aligned disease priority areas
To implement business development opportunities within the local health economy, using sales resources as appropriate
Business and People Leadership:
To be instrumental in the development of Account and strategic planning priorities
To utilize organizational awareness skills and alignment of Pfizer’s priorities to include appropriate Pfizer colleagues with an Account to optimize value provided to the Customer and to Pfizer
To coordinate with cross functional teams to deploy offers and/or value propositions with Customers
To be able to take a short, mid and long term view of Pfizer business with Key Accounts, delivering ongoing opportunities for Pfizer portfolio, aligning across all Pfizer Business Units when appropriate
Bachelor’s degree is required.
Understand the Business-to-Business sales model and be able to develop one.
Good communication skills and stakeholder management.
Result-oriented, ambitious, and eager to work with sales targets set by the company.
Proficient in English, both written and verbal.
Bachelor’s in science (Pharmacy), Commerce (Business), Management, or in a related field preferred.
Have 3 – 5 years’ experience working as Product Specialist / Senior / Executive Representative or 2 – 3 years’ experience working as Key Account Executive.
Have experience in managing Account Hospital.
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