Regional Account Lead, Genetic DiseaseApply Now Email Me Job ID SR0034981 Date posted 07/29/2019 Location: Delhi, India
Primary Role Purpose
The position is required to drives Sales/Financial objectives (meet/exceed targets) at Corporate, Government Accounts by developing KOL relationships and managing other stakeholders in the region (cluster of states) covered. Incumbent shall be responsible for executing the region/account-level strategy with a focus on quality and rigor of execution leading to favourable business outcomes.
Essential Functions Responsibilities
50% Business Planning & Management
Business Planning and management of key accounts.
Track & leverage product consumption patterns based on potential and competitive intelligence etc. Managing relationships with HCP/KOLs, purchase and nursing heads.
Provide weekly/fortnightly/monthly/quarterly sales outlook to Frachise Head so as to facilitate (1) planning process at the national level and (2) to track and manage alignment of territory-wise sales objectives with national franchise sales objectives. (3). Lead region/cluster-level forecasts for all brands
Drive Sales/Financial objectives (meet/exceed targets) & key Business metrics (Sales Force Effectiveness parameters such as account coverage, frequency, field working days, execution of medical & marketing activities) on a monthly/quarterly basis to meet budgets set for the year in line with growth plans of the business.
Engage KOLs/Purchase Heads with a view to secure and enhance existing business stakes in each account.
50% Channel & Crossfunctional Execution
Execute newly launched campaigns and strategies in region from time to time with a view to drive KPIs.
Collaborate with Marketing & Medical teams to execute CMEs, Expert group meetings/workshops/RTMs/NEPs etc in line with the needs of the account.
Engage purchase/channel partner fraternity across the region to drive price negotiations.
Closely tracks the tender/rate contract-related developments of each account to make tactical plans to achieve favorable business outcomes.
Gather competitor intelligence in given region – gather and analyze competitor pricing, sales data, changes in product messaging/promotional strategy/any other launch/pre-launch activities.
Liaisioning Agent (Channel Partner in govt. accounts) management & ensuring compliance to Shire policies (product handling & service accounts as per set guidelines, operate within Shire code of Ethics & other Compliance guidelines, etc)
Ensure continuity of product supply in the accounts
Other Job Components
Internal and External Contacts
External: HCPs/KOLs, HODs, Heads of Nursing, Purchase, Liaisoning Agents, Distributors
Internal: Franchise Head, Marketing / Medical teams & SPOCs in support functions viz., SC, Finance, Legal, HR, Commercial Excellence (Training & SFE) Supply Chain, PR & Communications
Key Performance Indicators
Monthly/Quarterly/Yearly achievement of budgets
Account coverage, Frequency, Field working days, Execution of medical & marketing activities
Sales development in focus states SFE parameters such as call avg., customer/account coverage, frequency, reporting compliance, avg.
FWDs Quarterly activities such as RTMs/CMEs/NEPs in alignment with region/account strategy
Direct contracting in potential corporate chain hospitals/big accounts
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Employment / Recruitment agents may only submit candidates for vacancies only if they have written authorization to do so from Shire, a wholly-owned subsidiary of Takeda’s Talent Acquisition department. Any agency candidate submission may only be submitted to positions opened to the agency through the specific Agency Portal. Shire, a wholly-owned subsidiary of Takeda will only pay a fee for candidates submitted or presented where there is a fully executed contract in place between the Employment / Recruitment agents and Shire, a wholly-owned subsidiary of Takeda and only if the candidate is submitted via the Agency Portal. Candidates submitted or presented by Employment / Recruitment Agents without a fully executed contract or submitted through this site shall not be deemed to form part of any Engagement for which the Agency may claim remuneration.