Key Account Specialist

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com.

As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

Pharmaceutical Sales

Job Sub Function:

Sales – Pharm (No Commission)

Job Category:

Professional

All Job Posting Locations:

Zagreb, Grad Zagreb, Croatia

Job Description:

KEY ACCOUNT SPECIALIST IMMUNOLOGY

Location: Croatia

Contract: full time

JOB DESCRIPTION

 

 Key Account Specialist handles commercial activities in the field in order to achieve the company’s objectives, to ensure attaining targets via an objective, balanced and fair presentation of the company’s medicines. They are charged with sales efforts and proper relationship development with therapeutic area specialists, pharmacists and administrative leads within appointed institutions and surrounding hospital service areas and stakeholders.

Key Account Specialist possesses in-depth expertise in therapeutic area, demonstrates ability to learn appointed therapeutic area, demonstrates strong selling and proper relationship skills, broad knowledge of payer dynamics, competitors, and

Key Account Specialist is also responsible for all business management within their territory and cross-functional account management within Johnson & Johnson, demonstrates transparent and constructive conversations to support or influence the creation of trustworthy and collaborative working environment internally during the team/company meetings and externally, to show behavior that helps to strengthen  Johnson & Johnson position as a company with high reputation and credibility.

 

The responsibilities & the impact:

Commercial

• Achieve sales target in assigned territory by highly ethical and compliant customer-oriented approach.

• Demonstrate deep knowledge of assigned Johnson & Johnson ´s products and competitors (testing on the meetings, feedback from managers and external customers)

• Prepare, follow-up and execute the visits in assigned territory based on cycle strategy (the adherence to Plan of Action in iCONNECT)

• Organize, plan and manage the daily number of expected visits, frequency of visits in line with the categorization

• Assess needs of targeted physicians and other HCP stakeholders and update them on regularly basis.

• Address needs with responsive approach, targeted skills, and appropriate resources.

• Analyse and use available reports and information to understand impact of past customer interactions, suggest new ways of communication to improve interactions with customers.

• Co-develop and execute territory business plans.

• Daily report obligation in the iCONNECT system.

• Follow and execute determined market specific and strategic marketing activities in the field.

• Look for new customers, new opportunities.

• Liaise with HCPs who work in the accounts in his/her area who belong to the prescribed target group and with the partners who play a part in realizing the commercial objectives (e.g. opinion leader, pharmacies, nurses)

• Make speeches, departmental presentations.

• Prepare and organize events, with full ownership.

• Represent the company at congresses.

• Regular maintenance of the database, targeting.

• Classify customers into accounts, organizing activities knowing the customer’s role within the account.

• Know the market and the activities of the competitors, forwarding this information to the managers.

• Financial discipline, settlements made accurately, precisely and on time.

• Knowledge of the products, knowledge of the therapeutic area (TA), knowledge of technical literature

• Safekeeping and maintenance of the assets entrusted.

• Active participation in the cycle and sales meetings.

• Active participation in the trainings.

• Compliance with deadlines and SOPs.

 

Business Relationships

• Build lasting proper relationships with HCPs and KOLs. Demonstrate deep knowledge of target physicians and other related and assigned stakeholders, understand the importance of market segmentation and maintain the iCONNECT application up to date. Maintain relationships throughout institutions within his/her territory (area). Manage all business dynamics within target accounts aligned to promotional areas.

 

Teamwork

• Coordinate efforts with territory partners (other functions) in a team environment. Assess account needs and bring relevant cross-functional skills into the plan as appropriate

• Work closely on a daily basis with relevant Medical Manager in order to target appropriately the customer’s need on the field of Medical Education / Information.

  

• Create trustworthy and collaborative working environment internally and externally with the main objective to strengthen Johnson & Johnson position as a company with high reputation and credibility

 

Access

• Use appropriate and compliant relationship skills to gain access to physicians and Institution’s in difficult situations

• Assess accounts and bring relevant cross functional skills/teams for solutions and business growth

• Fulfill other tasks or duties set by direct manager

 

 

Required Skills:

 

 

Preferred Skills:

Account Management, Analytical Reasoning, Business Behavior, Business Development, Business Savvy, Channel Management, Channel Partner Enablement, Coaching, Competitive Landscape Analysis, Customer Centricity, Customer Relationship Management (CRM), Data Analysis, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Problem Solving, Product Knowledge, Sales Channels, Sales Trend Analysis, Versatility