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AstraZeneca Pharmaceuticals LP Key Accounts Manager -Kolkata in India

AstraZeneca is an exciting global, innovation-driven biopharmaceutical company. We’re inspired by what science can do. Driven by the desire to meet unmet patient needs in our core therapeutic areas. Bold in our thinking. Proactive in pursuing discoveries beyond imagination. At sites across the world, we bring teams together in a spirit of collaboration to turn great ideas into life-changing medicines – strengthening our product portfolio and harnessing the potential of a pipeline across all stages of the drug development process.

You’ll be part of a team that’s rolling back the frontiers of science to turn yesterday’s impossible into the normal of tomorrow. So, if you share our focus and passion, join us and make a difference to patients – and in return, we’ll help you develop way beyond what you thought possible

Drive AZ - Institutional Business Strategy for Area / Account

• Define & Drive Institutional Business Strategy for respective accounts

• Explores account opportunities, challenges and priorities with internal/external stakeholders, in order to gain their commitment & deliver business goals

• Map out the total opportunity size for AZ products in these institutions / accounts and define the aspiration

• Work closely with Account's Stakeholders and Key Decision makers - Business and medical teams for facilitating Formulary inclusions of new products

• Facilitate Tender Process for the accounts / areas by working closely with Central Teams

Account Planning & Management -Maximise Account Potential

• Drive account objectives by forecasting requirements; preparing an annual budget; analyzing variances; initiating corrective actions.

• Leads the account and project decision making process with cross-functional team to deliver IB Targets

• Ensures the right account team members visit the right customer stakeholders with the right inputs to maximize Account Potential

• Effectively prioritizes account objectives using data and tools available

• Regularly reviews progress of account actions to ensure that expected outcomes are on target

• Leads regular internal AstraZeneca project meetings to drive account objectives

• Work with Region trade teams to drive TA sales & liquidate stocks

Expand AZ Footprint - New Account Acquisition

• Identify further opportunities within/outside the top key reimbursement institutions (ESIC, CGHS, Armed Forces and Railways) to expand opportunities for AZ to expand footprints.

• Bring up proposals and mobilize resources from CFT for driving the initiative for gaining listing in these institutions / accounts

Drive Market & Business Intelligence around IB Initiatives and Priorities

• Provide regular feedback /Insights on the need gaps, competitive intensity in the accounts handled / IB space to trade teams

• Roll-out and execute Market access and other projects in the accounts

• Organise and coordinate Medico-Marketing activities with the CFT

Supervisory responsibilities

• Build & Drive a team of High performing KAMs

• Mentoring role for newly joined KAMs

Education, Qualifications, Skills and Experience

• MBA from reputed Premier B-School. Experience in Reimbursed Institutions Mandatory (2-3 years in RACE) - 8+ Years total experience

• Strong time-management and organizational skills

• Ability to coordinate several tasks at the same time

• Well-developed negotiation skills

Key Skills

• Excellent Communication Skills.

• Deep understanding of the patient pathway and the role of the institution

• Collaborative & cross-functional team working skills to coordinate with multiple BU's

• Scientific bent of mind to understand & communicate basics of AZ's products

• Interpersonal skills to develop relationships with external stakeholders

• Negotiating & Influencing skills

• Self-motivated and individually driven

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