Key Account Manager - Established Pharmaceuticals

Job Summary
Key Account Manager to lead and grow our HMO (Health Maintenance Organization) channel in Hong Kong. This role is pivotal in driving sustainable business growth through strong partnerships with healthcare providers, private hospitals, and clinic networks. The ideal candidate will have a deep understanding of the pharmaceutical landscape and a proven track record in account management in the HK private Clinic/HMO and Hospital market.

Job Responsibilities

1. Build enduring relationship with HMOs
2. Understand accurately HMO’s needs and expectations, opportunities and threats for Abbott, competition’s practices, document and share this insight internally across divisions
3. Play an active part within Commercial team, define priority HMOs, contribute to the commercial strategy and policy
4. Develop strategy and engagement plans with the HMOs with projects that will create value for both parties. Formalize this within an HMO Account Plan
5. Sell Value to the HMO, negotiate long term agreements ensuring a profitable growth
6. Identify additional opportunities (especially at product portfolio level), monitor environment to find new accounts, assess and capture the most relevant
7. Develop solutions to solve claims or specific issues raised by the HMOs
8. Lead private market project management and activity execution, coordinating Sales and Marketing efforts towards HMOs and Private Hospitals
9. Collaborate with Sales managers and Commercial Excellence to develop optimized account targeting and coverage plans
10. Manage contacts, ensure strategic alliance between Abbott functional teams (Sales, Marketing, Supply, Finance), coordinate and lead internal Abbott interactions, thereby building a strong internal network and provide business rationale, reach consensus, resolve conflicts, escalate issues
11. Execute the engagement plan and facilitate interactions with all in-field functions interacting with Sales Reps and ensure consistency

Requirements: Education and Experience

• 5-10 years of commercial/sales experience that involved working closely with customers in the private market, preferably HMOs and Private Hospitals, to deliver results
• Consultative selling skills – Negotiation skills – Strong analytical skills (i.e., ROI calculation, forecasting and planning) – Capacity to manage P&L
• Hybrid profile Sales/Marketing background preferred - Strong collaboration with Marketing - Must be able to work cross-functionally with Field Sales Teams
• Experience in HK private insurance and/or market access environment will be beneficial

Interested parties, please send your profile with present and expected salary to us by clicking the Apply Nowbutton.
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