Key Account Manager

At Astellas, we believe that nurturing exceptional relationships with our employees delivers exceptional business results.

Everyone at Astellas has a responsibility for creating a brighter future for patients around the world. From the first moment, Astellas will inspire you to put this ethos into practice – with a positive, agile company culture and with well-defined ethical principles, values and systems.

Everything we do is led by our company values of integrity, being patient centric, taking ownership, delivering results and communicating openly. These values are essential to Astellas relationship with its employees and now is an exciting time to join us as we continue to evolve as a cutting-edge, value driven life sciences innovator.

Purpose of the Role

Responsible for setting and implementing the strategy and direction for the key hospital accounts of TAC BU and company, building long term relationships with key stakeholders in these key accounts through application of a strategic trade account plan. Serves as the strategic lead and representative for TAC and company for these targeted accounts. Plans and strategies to improve penetration of the accounts in accordance with the overall Business plan of TAC BU and company. Present and promote TAC and company by establishing and maintaining a good relationship with customers and implementing sales strategies in order to ensure product availability and standardization in target key accounts and institutions in accordance with company strategy and policies. Translates account data and insights into strategy for TAC and company; mobilizing company resources as required to capitalize from developing account trends.

What you will do includes:

• Trade Account Management
• Demonstrate understanding of Vietnam healthcare system and how it impacts on Company business.
• Develop key account strategies and provide input in terms of analysis, future potential and key programs required for the accounts.
• Regular visits to accounts to build better business relationship and to conduct business reviews
• Performs business review and deep-dive analysis on Key Accounts (opportunities, risk management, long-term plans etc.)
• Manages and coordinates execution of commercial account strategy in partnership with marketing and sales, together with BU Head and cross-function team in company.
• Develop and build stronger relationships with the key account and build stronger partnership with stakeholders and recommend plans and programs which will accelerate the business.
• Ensures knowledge of customer is appropriately shared with sales & marketing colleagues and other internal teams to create opportunities for commercial cross-functional peers to be successful and enable Astellas to align with high level needs of client
• Develop sales targets, examine growth opportunities, enable sales improvements, take responsibility for performance against targets as a leader.
• Analyze market situation including competitive intelligence activities on key accounts and key competitors.
• Comply with corporate policies and procedures as well as all applicable healthcare laws and regulations.
• Ensure adequate supply to accounts and product availability in all accounts by handling its listing/standardization requirements and building a good partnership with relevant stakeholders.
• Analyze sales development, setting potential sales target and estimation in the target institution.

Market Development

• Identifying and establishing new business with existing and potential new customers.
• Expand territory by creating new accounts.
• Analyze market trends to come up with breakthrough methods.

Other assigned tasks as per company requirement

Required Qualifications

• Bachelor's degree in Pharmacy, Medicine, or a relevant field.
• Minimum 5 years of relevant experience in the ethical pharmaceutical industry.
• Demonstrated ability to establish and nurture customer relationships.
• Strong negotiation skills, business acumen, and analytical ability.
• Ability to influence internal and external stakeholders at all seniority levels.
• Strong interpersonal, oral and written communication, and presentation skills.
• Strong project management skills with ability to multi-task and prioritize clear deliverables across multiple customers and tight timelines.
• Self-motivated with excellent organizational skills and ability to work independently and as a member of a team.
• Cross-functional capability across affiliate and regional stakeholders.
• Creative, innovative, proactive, and a driver of growth.
• Fluent in English

Preferred Qualifications

• Minimum 5 years of experience in marketing and sales.
• Experience in Specialty Pharma, Transplant, or relevant therapeutic areas.
• Key Account Management experience

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