Key Account Manager - Kuwait

Location: Kuwait - Kuwait

Division: Commercial

Company: Vifor Pharma

Seniority Level: Specialist

Benoit Girard

Talent Acquisition Specialist

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About You

We are currently looking for a Key Account Manager to consolidate our presence in Kuwait. You will report to the Area Manager and in this role you will be a key player to act as the day-to-day manager and central point of contact with the assigned accounts. Moreover, you will be in charge to ensure that the strategy is fully implemented and that we deliver added value to our accounts through managing internal and external stakeholders.

Your responsibilities are the following :
  • Establishing and managing trusted relationships with relevant account stakeholders, HCPs, key decision makers and influencers. 
  • Creating and maintaining partnerships and novel ways of interaction with stakeholders.
  • Define Key Accounts, lead and own the account management. Keep updated key account plans and lead account reviews.
  • To support and comply with company’s duty of care obligations, in pharmacovigilance, medical information and compliance to the Code of Practice.

Your tasks will include, but not be limited to:
  • To ensure achievement of personal objectives, including sales and market growth. 
  • To identify key stakeholders (internal & external) and partner with them to ensure availability of products.
  • To prepare a robust account plan for each account to achieve business objectives, including specifying how time and personal resources would be best deployed. 
  • To segment local accounts according to potential and propensity (i.e. likelihood of securing business) and to use such analysis to inform territory/account planning.
  • To maintain accurate customer records and complete administration in a timely manner in compliance with company minimum standards. This includes CRM input. 
  • To monitor and critically review implementation of tactical plans against key performance indicators/critical success factors and to take corrective action as required in agreement with relevant sales managers.
  • To ensure maximum leverage is achieved from available budget and that expenditure is kept within set limits. 
  • To develop/propose commercial strategies within area (e.g. hospital pricing) to optimize sales growth and profitability. 
  • To facilitate customer education in relevant disease areas to increase awareness of best practice and clinical advantages of products. 
  • Secure hospital formulary status and usage in key accounts and where relevant primary care support for promoted products in accordance with account plan. 
  • Facilitate and negotiate contracts. 
  • To remain up to date with changes in the national health system to ensure that account plans develop in line with customers.
  • To develop therapeutic and market expertise within designated therapy areas. 
  • To ensure compliance with company standards.
  • Use of wider resources from Head Office, such as Medical, Outcomes models, marketing.
  • Liaise with corporate contacts, build and develop relationships 
  • Working with the direct manager, devise a detailed tailored plan that maximizes sales in the short and long term. 
  • Effectively solve problems and manage risk to ensure achievement of targets 
  • Prepare presentations, proposals, plans, contact reports as necessary 
  • Evaluate and document partnership, ensuring all activity is recorded accurately on database 
  • Input creative solutions to maximize opportunity 
  • Ensure that all income is efficiently recorded and provide analysis using the organizational database 
For this position, we are looking for a self-aspired, dynamic and proactive person with good communication skills on all levels of the organization. The knowledge and skills necessary to perform the duties of this position are typically acquired through the following combination of education, experience and knowledge, or the equivalent.

Minimum requirements:
  • Experience in a reputable multinational pharmaceutical company 
  • Bachelor’s Degree in Pharmaceutical science or equivalent 
  • 3+ years’ experience in Kuwait market with strong Key Account Management related skills
  • 3+ years of successful pharmaceutical institutional (including formulary responsibility) or account based selling experience is mandatory
  • Ability to build solid medical knowledge in relevant Therapeutic Areas 
  • Has knowledge and understanding of relevant protocols and compliance guidelines.
  • Computer skills and ability to use the company data-base, Microsoft Word, Excel, PowerPoint
  • A valid driver's license is required

Preferred requirements:
  • Entrepreneurial mindset, solution oriented and agile.
  • Able to influence / persuade and be credible to senior managers and external opinion leaders / influencers.
  • Experience within Kuwait MOH. 
  • Experience in working with cross-functional teams.
  • Ability to determine the appropriate course of business action to achieve company goals within diverse stakeholder agendas.
  • Strong networking and stakeholder management skills.
  • Strong communication skills in English, with ability to efficiently and productively communicate orally and in writing.
  • Broad scientific, pharmacoeconomic and medical knowledge, with continuous expansion and learning ability.
  • Strong customer orientation with the ability to continuously expand market knowledge.
  • Demonstrates business acumen, which is a keenness and quickness in understanding, and dealing with a business situation in a manner that is likely to lead to a good outcome for the organization. 
  • Examines and understands issues from multiple perspectives or points of view, readily sees inter-relationships and cause-and-effect relationships; takes a systematic approach to successfully resolving all issues.
  • Acts as a role model for others in line with Vifor Pharma values, setting a positive image.
  • Able to demonstrate capability to prioritize, show initiative & operate under pressure. 
  • Results oriented and yet flexible and sensitive to the needs of others in handling conflicting priorities. 

About Us

Vifor Pharma Group is a global pharmaceuticals company. It holds a leading position in all its core business activities and consists of the following companies: Vifor Pharma and Vifor Fresenius Medical Care Renal Pharma (a joint company with Fresenius Medical Care). Vifor Pharma Group is listed on the Swiss Stock Exchange (SIX Swiss Exchange, VIFN, ISIN: CH0364749348).

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