Key Accounts Lead

Key Accounts Lead

Roche
Not Specified
Not Specified

Job Description


Job Location: Can be either in Kolkata/Bangalore
Role and Responsibilities:
Develop & nurture relationships with key stakeholders, interfacing with Key Opinion Leaders (Govt. & Pvt.), collaboration with Medical, Marketing and Commercial teams developing strategies to address market access opportunities. Able to identify and analyze customer needs and invest in their long-term satisfaction developing business. Meeting the commercial profitability for the organization through effective planning and budgeting. Accountable for the achievement of the department's assigned commercial profitability and achievement of the business's overall objectives.
  • Responsible for Sales and creating market access, pricing and reimbursement/tender strategy.
  • Lead the Key Accounts team and establish effective tender management tools and process for end to end follow up for timely submission of tenders.
  • Collaborate with Business Development, Marketing and MSA, to develop and deploy tools that co-creates value for our customers; move the discussion to long term benefits and patient outcomes rather than only focusing on price.
  • Develop and maintain a comprehensive understanding of central and State/ Public and Private reimbursement coverage issues through, face-to-face meetings, KOL's interviews and interaction with higher officials of government or corporate hospitals.
  • Develop Market Access plans for Govt. & Private Hospitals of assigned territory.
  • Provide input into evidence generation strategy for new product development and identify local opportunities for Health Economic evidence generation.
  • Responsible for the execution of Health Economic training activities internally and externally, providing the local context to regional training initiatives.
  • Responsible for the adaptation and local approval of regionally developed tools, translating complex messages into simple statements that can easily be articulated by sales force.
  • Plays an analytical role where he conducts research and gathers data on the consumers, the market, and competitive environment in order to identify key improvement areas in account maintenance and management.
  • Developing and implementing consumer growth plans, measurement, performance benchmarking, troubleshooting performance gaps, formulating and nurturing outstanding initiatives

Education & Experience :
Education: Minimum Bachelor Degree
Preferred: MBA/ PGDM
Experience: Good experience in sales in Govt. & Private Key Accounts & Market Access
Preferred: Sound experience in developing in Key Accounts (Public and Private) & Market Access.
Experience in medical device/ Pharma Industry is an added advantage.
Skills & Competencies
  • Roche Leadership Commitments
  • Visionary, Architect, Catalyst & Coach (VACC)
  • Capabilities: Customer Centricity, Innovative Thinking, Managing Ambiguity, Analysis and Decision-making, Entrepreneurial Thinking, Shared & Servant Leadership

Technical Competencies
  • Have a strategic perspective that goes beyond short-term gains. Must be able to juggle many moving parts and orchestrate deals and long-term plans that align with a mutually beneficial strategy.
  • The strategic nature of the role means the KA Lead acts as a visionary. Therefore, they will be expected to lead both customers and internal executives and managers on key initiatives and provide timely solutions to management for business growth.
  • Liasion with Govt. institutions, Private institutions for business growth outcomes.
  • Consultative value based selling and demonstrate value to customers.
  • Excellent written and verbal communications skills, Tender management skills, negotiation skills

People Management
Direct reportees: 4-5 team members

Job Details

About Roche

At Roche, 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.Roche is an equal opportunity employer.

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