Key Account Manager Lombardia Est-Emilia Romagna Milano

Key Account Manager Lombardia Est-Emilia Romagna
Milano
Lombardia, Milano

Job Description Summary**: As a Key Account Manager (KAM) you will be responsible for the achievement of business objectives and for the creation and development of a Partnership and strong relationship with the stakeholders of the assigned area (Hospital Pharmacists, Nurses, Risk managers and Clinicians). You will report hierarchically to the Area Manager North/South Italy BIP. You will analyze the reference markets in terms of size, potential and market shares and study the organization and needs of the users or potential users, public and private, to identify the main stakeholders and decision makers in order to let them adopting BD BIP solutions. Moreover, you will define an action plan consistent with the strategic guidelines, the priorities and potential of the territory, having carried out a punctual segmentation and customer targeting.

Job Responsibilities: (Primary Duties, Roles, and/or Authorities)

- Responsible for the achievement of assigned business objectives.

- Timely communicate any deviations from assigned business and define any corrective business actions

- Update monthly sales forecast and actively participate in yearly sales target definition

- Ensure a timely and effective scientific updating of the latest clinical evidence related to BIP products, propose products and services to retain existing customers and to acquire new ones

- Support and train with proper information surgeons and HCPs (including OR)

- Keep trained about the products, prices and services of the competition and share the same information with the management and the team

- Participate when required in any local, national and international conferences

- Manage relationship with area KOLs

- Participate actively in meetings with colleagues by sharing successful and critical experiences, as well as contributing to cross-divisional projects and activities

- Responsible for tender process in the geographical area of responsibility

- Submit quotation for approval with price in line con current guidelines

- Implement pricing strategy

- Daily report activities in SFDC keeping it constantly updated

- Supporting end users in training and educational activities including operating room support ensuring correct usage of BIP product solutions

- Collaborate with local and EU Team in planning and execute local activities

- Collaborate with the whole Surgery BDI Team and BDx functions (i. e. MAGA, Legal, Finance, CCO etc. )

Education and Experience:

- Scientific degree according to Italian policies that allow drugs promotion

- Good knowledge of English language

- Full knowledge of Operating Room rules and willingness to support surgeons in OR when allowed and required

- Ability to transform product in solutions

- Knowledge of healthcare, including expertise in diseases, treatments, and medical procedures

- Strong focus on customer and an orientation to their needs

- Knowledge of the Italian healthcare market, including competitor activity and broad trends.

- Tactics to grow volume and market share

- Ability to implement sales strategy and tactical plans on the field

- Demonstrated success in developing relationships with colleagues, customers and industry KOLs

- Ability to manage multiple products / projects

- Understand market dynamics and business practices

- A successful track record of developing relationships with consumers, customers and key stakeholders is highly valued

Knowledge and Skills:

Business performance

- Drive for results

- Planning skills

- Priorities setting

- Problem solving

- Open to changes

- English proficiency is an asset

Customer interface

- Customer focus

- Deep clinical knowledge

- Presentation skills Interpersonal Savvy

**Required Skills**:

Optional Skills

Primary Work Location**: ITA Milano - Via Enrico Cialdini

**Additional Locations**:

**Work Shift**: