Previous job - Key Account Manager

TERRITORY: North West ( Cumbria down to Salford/Bolton areas. Exact territory still being defined.)

PRODUCTS: Gaviscon Advance (Gastro) & E45 (Derma)

CUSTOMERS: Key Accounts in NHS healthcare economy (including PCO's / StHA's / Hospitals / PBC's & target GP's)

ROLE:
The main focus within the NHS team at Reckitt Benckiser is to implement the business strategy, objectives and KPI's.

The role of the Key Account Manager (KAM) is to become an experienced practitioner of consultative promotional selling, building customer relationships that are built on trust.

All KAM's will need a thorough understanding of their products & their customers so that they can target & tailor their messages in the right way.

The KAM will interact with KOL's across the whole healthcare economy within the NHS, delivering information about Gaviscon Advance & E45 and any other NHS products deemed necessary. This information will influence these customers positively.

Additionally, the role requires effective communication and team skills.

SCOPE / DIMENSIONS OF ROLE

" Deliver against agreed territory Gaviscon Advance & E45 targets set
" Project & maintain Gaviscon Advance from national or locally driven threats within the local NHS healthcare economy (including PCO's / StHA's / Hospitals / PBC's & target GP's)
" Work as part of the regional team to achieve the above goals.

RESPONSIBILITIES / ACCOUNTABILITIES

" Have a thorough understanding of the changing NHS environment and its impact on the customer base within a given geography, knowing the objectives and drivers of each region of the country.

" To proactively seek, co-ordinate & record all intelligence relating to Gaviscon Advance & E45 and the respective disease areas across the whole Healthcare Economy, in a given geography.

" Have a thorough understanding of RB NHS products, competitor products, and the disease areas that they fit into, so that the KAM can target & tailor their messages in the right way.

" Develop and implement a Strategic Account Management plan in conjunction with the Regional Business or Regional Sales Managers and the Healthcare Development Managers aligned to national strategy, which includes short and long term objectives to achieving success

" Build relationships at key customer levels to gain endorsement of RB products within local formularies and/or prescribing guidelines by the differentiation Gaviscon Advance and E45.

" Develop and maintain a comprehensive database of all contacts and develop a KOL database to be shared nationally, within tight deadlines.

" Assist in the development of appropriate tools and materials to support all NHS products as appropriate.

" Must have the ability to drive relevant communication at all levels, helping to achieve a more holistic approach to the NHS.

KEY CHALLENGES

Becoming an adaptable opportunistic key account manager who can:-
" Build good relationships
" Establish customers real needs
" Gain specific commitment to the products
" Sell to groups
" Seek and create business opportunities
" Being entrepreneurial
" Demonstrate business responsibility & accountability, whilst remaining focused on Core deliverables in an environment within a changing NHS environment.



Paquete Trabajo

Bonus 5% on target, 7.5% exceeding
PHI
Car list (Mid range 3 series, A4s, C Class Mercs)
Lunch £5.75
Pension 10% company contribution
25 days holiday



Perfil Personal

PROFESSIONAL QUALIFICATIONS/ EXPERIENCE

Experience
" Experience in a key account management role within the NHS
" Have good networking skills
" Proven hospital selling experience
" Demonstrable track record of achieving formulary status & developing guidelines & protocols.
" Demonstrable track record of generating & mobilising 3rd party endorsement
" Have at least three years experience of selling with the NHS

Attributes
" Clarity of thought in evaluating the local healthcare economy within a particular geography.
" Clarity of thought when identifying the issues and opportunities within the NHS.
" Clear and concise data analysis of the market place within the particular geography.
" Clear and concise written and verbal skills.
" Entrepreneurial skills
" Demonstrated interpersonal and team skills.
" Fluency in English is essential.

SKILLS AND COMPETENCIES
For most positions there is a competency matrix developed. The required functional skills are defined and should be used for the evaluation of candidates for this role

" See attached competency matrix

PERSONAL ATTRIBUTES

" Ideally a Science graduate and / or RCN qualification equivalent.
" Experience in ethical and /or pharmacy sales
" Must have passed the ABPI.
" Knowledge of key drivers within the NHS & Pharmacy sectors
" Enthusiastic and tenacious
" Excellent communication skills
" The business language in RB is English, therefore fluency in English is essential.
" Flexible to travel, if required
" In line with RB core values, the candidate will be achievement focussed and able to work in a direct and often pressurised environment. Entrepreneurial skills in terms of innovation and problem solving are key along with tenacity, tough-mindedness and ability to influence and demonstrate strong team working abilities and commitment


Proceso de Entrevista

1st Interview

See more jobs from Reckitt Benckiser
Reckitt Benckiser
* Guía Salario
£40,000-£48,000
North West
Job Ref: 42024

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