Purpose:
• Describes the primary goals, objective or function or outputs of this position.
• Champion payer/provider perspective, share payer/provider insights, anticipate payer/provider changes, recognize unmet needs and propose key account strategies for the respective stakeholder within country (on full and/or regional levels) to optimize brand and AbbVie value for all relevant affiliate brands placing the patient into the centre of any efforts and operating within AbbVie business code of conduct, policies and all applicable laws and regulations.
Responsibilities:
•Achieve a deep understanding of the complexities, pressures and opportunities associated with the decision-making matrix within each account. Based on that deep understanding articulate predicted payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in order to ensure key account situation analysis is holistic.
•Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the IFTs and brand teams in order to further enrich the BT’s anticipation of the future.
•Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account.
•Identify opportunities and collaborate cross-functionally to engage in “win : win” partnerships with key accounts in order to positively influence contracting and tendering opportunities for product access.
•Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, funding and access of AbbVie products considering long-term goals of the entire product portfolio.
•Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets.
•Regularly track the execution and impact of activities and performance of key accounts in order to constantly improve impact on bottom line.
•Optimize resource utilization by leading, developing and coaching Key Account Management Team performance including setting account targets and incentive schemes, managing Key Account Management Systems and KPIs in order to continuously improve national key account performance. Ensure regular updates
on Key Account Team skills in terms of medical, technical
and special In-Field knowledge areas.
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