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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

Location: Zagreb, Rijeka, Istria

Contract: full time

 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 dermatologists, gastroenterologists, rheumatologists and psychiatrists, pharmacists and administrative leads within appointed institutions and surrounding hospital service areas and stakeholders.

Key Account Specialist possesses in-depth expertise in treatment of psoriasis, psoriatic arthritis, IBD, or demonstrates ability to learn appointed therapeutic area, demonstrates strong selling and proper relationship skills, broad knowledge of payer dynamics, competitors, and associated disease states.

Key Account Specialist is also responsible for all business management within their territory and cross-functional account management within J&J, 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 J&J position as a company with high reputation and credibility.

The responsibilities & the impact:

Sales

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

• Demonstrate deep knowledge of assigned J&J´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 target physicians and other HCP stakeholders and update them on regularly basis.

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

• Analyses 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 J&J's 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

  

Qualifications

 

• Education: University Degree in a relevant natural science/medical discipline

• Location and mobility: Whole country territory

• Excellent communication skills (oral, business writing, presenting and listening)

• Native local speaker and fluent English knowledge of both spoken and written

• Honest, trustworthy personality

• Multitasking approach

• Positive attitude, personal accountability

• Willing to learn/improve

• Courage to take action/responsibility for solutions/results; willing to be challenged

• Professional experience from pharmaceutical business environment

• Result-oriented thinking; strong customer focus and service-oriented personality; proactive attitude; sense of urgency; open for innovations; open for changes; good organizing skills; strong analytical and numerical skills; convincing communication skills; good presentation and business writing skills; ability to understand and interpret the market, customer and internal environment

• Compliant driver, B driving license

 

 

 

 

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

  

 

The anticipated base pay range for this position is:

€32,100.00 - €51,175.00

 

 

Benefits:

In addition to base pay, we offer the following benefits*: an annual bonus with set target (% of pay) depending on pay grade / location, where the actual amount is based on the employees’ and companies’ performance of the previous calendar year, or sales commissions. Moreover, we offer vacation days, parental leave for a minimum of 12 weeks, bereavement leave, caregiver leave, volunteer leave, well-being reimbursement, programs for financial, physical and mental health. We also offer service anniversary and recognition awards, and subject to the terms of their respective plans, employees - and in some location’s eligible dependents - can participate in several insurance plans. For more information, visit Employee benefits | Supporting well-being & career growth | Johnson & Johnson Careers.

 

*This is for informative purposes only. Amounts and actual benefits may vary by location and are subject to change.