Key Account Manager

2 weeks ago

United Arab Emirates Bristol Myers Squibb Full time
Key Account Manager - Gulf

Apply locations Field - United Arab Emirates - AE time type Full time posted on Posted 5 Days Ago job requisition id R

Working with Us
Challenging. Meaningful. Life-changing. Those aren't words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You'll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams rich in diversity. Take your career farther than you thought possible.

Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives.

The Key Account Manager – Gulf will be responsible for:

Scientific Engagement and Product-related Communication
  • Prepare and successfully implement a comprehensive territory engagement plan as per the agreed metrics and KPIs.
  • Effectively prepare for presentation and discussion of information to HCPs and be able to respond to questions, while ensuring medical accuracy.
  • Proactive communications with physicians and other HCPs in support of approved indications.
  • Collect and provide meaningful medical insights back to the internal team to be actioned in support of the strategy development.
  • Maintain high level of working expertise on emerging data covering BMS products.
Product Enlistment and Field Value Communication
  • Develop hospital mapping to enable customized plans per hospital.
  • Understand & develop Patient Journey per hospital to identify access barriers and facilitate the formulary enlisting at the hospital level.
  • Work closely with key HCPs across different hospitals and institutions to expedite access and formulary enlistment of approved indications and products.
  • Communicate scientific and economic value of BMS products to HCPs (clinical pharmacists, treating physicians, other relevant stakeholders).
  • Discuss and deliver Health Economics and Outcomes Research (HEOR) evidence-based information to relevant stakeholders (i.e., to government agencies, healthcare organizations), as appropriate.
Cross-functional Collaboration and Execution
  • Build strong working relationships with key external and internal stakeholders to fully understand HCPs challenges and concerns in a complex access environment.
  • Develop and deliver plans aligned with the cross-functional team and product objectives.
  • Deliver scientifically meaningful programs regarding the diseases and ensure flawless execution of activities to support overarching plan.
  • Build and maintain strong business partnerships with key stakeholders/Key decision makers at national level.
Account Management
  • Develop effective tailored strategies per account to meet business goals.
  • Track and monitor performance per account.
  • Oversee the account's ordering cycle.
  • Liaise with Local distributor and internal departments to ensure stock availability, supplying to accounts, quotations & POs submission in a timely manner.
  • Analyze data to identify growth opportunities and achieve accurate forecast.
  • Advise on price in order to maintain and grow business, assess and mitigate risks on business in terms of price cuts, competitors' threat and alternative source of supply.
Compliance
  • Endorse and implement a culture of compliance.
  • Adhere to all internal and external rules and regulations.
  • Alert management or the Compliance Department to any possible compliance issues.
  • Act as a role model who demonstrates consistent ethical and professional behavior.
Degree Requirements
  • Holds a Pharmacy or Medicine Degree.
Experience Requirements
  • At least 3 years of recent experience in a multinational pharmaceutical company.
  • Specialty Cardiovascular experience is strongly preferred.
  • UAE and other Gulf countries experience is a must. Kuwait experience is strongly preferred.
Key Competency Requirements
  • Excellent communication and interpersonal skills.
  • Capacity to acquire scientific information and the ability to interpret and present clinical data and effectively draw out clinical insights during dialogue with HCPs.
  • Very good knowledge of customer segmentation and targeting process.
  • Ability to develop and effectively manage new and existing HCPs relationships, ideally including key opinion leaders.
  • Has the know-how to plan and execute effective and successful Learning Programs for HCPs.
  • Ability to work effectively cross-functionally and independently.
  • Resources allocation expertise working with multiple customer segments.
  • Excellent command of English Language.
  • Basic knowledge of MS Office (Word, Excel, PowerPoint) and familiar with internet and e-mail.
Travel
  • Travel required (varies by geography), approx. 50% travel.
Other
  • Located in Dubai, UAE.

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