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About Allergan Aesthetics

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit www.AllerganAesthetics.com.

Key Account Manager, Allergan Aesthetics

Primary Prague, Czechia Secondary Czechia Req ID 2212174 Category Sales Division Allergan Aesthetics

The development of sales of AA products at the assigned group of customer accounts through building and maintaining effective long-term relationship with key senior-level decision makers and influencers, as well as promoting AA portfolio and value proposition. In this capacity, the Account Manager will be responsible for building a strategic account plan for its assigned  account(s), as well as for organizing and deploying the appropriate resources within their local Allergan affiliate to establish long-term partnership, drive value co-creation with account(s) and meet/exceed Allergan revenue targets. The Account Manager identify and qualify value co-creation opportunities within its account(s) and deploy growth strategies, team-to-team alignment, and executive relationships together with cross-functional account team members.

KEY ACCOUNTABILITIES                                                                                                       

1.           Commercial Management                                                                        

•    Lead the development of effective account plans that are realistic, properly resourced and appropriately sponsored, by both Allergan Aesthetics and the customer.

•    Engage consultatively with customers and internal cross-functional team members to explore and develop new possibilities for value co-creation and mutual growth.

•    Develop and implement strategies that differentiate Allergan from other providers in our markets while evolving our engagement with key/strategic accounts to higher levels of effectiveness.

•    Responsible for the sales performance of the designated portfolio.

•    Achieve the quantitative objectives defined for designated geographic territory.

•    Development of sales strategies aligned with Allergan’s overall strategic plan.

•    Execute key account plans by developing and implementing action plans that enable account growth, with both a short-term/opportunity focus, as well as a longer-term focus on the “bigger picture” of Allergan Aesthetic’s future with the customer.

•    Proactively deploy tactics that support account strategies by setting realistic expectations and driving execution of action plans by the Allergan cross-functional team.

•    Assume accountability for keeping account plans current, focused and realistic, as well as for ensuring that tactics are properly executed to drive account growth.

•    Offering standardized solutions to assigned targeted accounts and customers.

•    Leverage portfolio and increase market share of Allergan Aesthetics products within the territory

•    Develop & manage relationships with Support team/medical affairs, decision makers, KOL´s, Allergan trainers, etc.

 

2.           Customer Relationship Management                                                                                     

•    Develop understanding of the customer’s business that includes their pressures and drivers, objectives and plans, as well as their related internal challenges and problems.

•    Maintain working knowledge of the customer’s business model, including their strategic goals and objectives, position within their markets and their most significant competitors.

•    Build a network of trust-based relationships with key customer stakeholders that go beyond the role of the clinician, including customer sponsors and supporters that are willing to partner with Allergan for the purpose of value co-creation and co-innovation.

•    Evaluate and assess customer needs and requirements on an ongoing basis and engage customer in collaborative discussions with cross-functional team members to explore possibilities and potential areas for value co-creation and co-innovation.

•    Ensure ongoing knowledge of Allergan Aesthetic’s account history with the customer, and further ensure that this knowledge is properly socialized across the Allergan Aesthetics cross-functional team.

•    Develops long-term customer relationship based on ethical principles.

•    Provide training and support about the proper use of Allergan Aesthetic’s products and advise on the best practices in patient and practice management, through training events, individual consultations.

•    Identify new opportunities in the territory for further strategic synergies.

 

3.           Planning                                                                                                    

•    Plans daily activities based on actual targeting in order to achieve assigned sales targets. 

•    Maximize time spent with the customer by correct monthly and daily call planning by using CRM system and reporting KPIs

•    Effectively use of the budget.

•    Constantly keep the business plan up to date and implement improvements.

•    Adhere to Company ethical code and promotional strategy.


Education and Experience

  • Experience in the commercial healthcare sector and/or medical aesthetics or similar business (2 – 3 years of KAM role) in delivering clinical support to Healthcare practitioners
  • Business acumen required
  • Medical/clinical qualifications an advantage, but not essential
  • Educated to degree level
  • Proven success in negotiating, consulting, and building relationships at the highest level, leading to over achievement of performance measurements

Essential Skills, Experience, and Competencies 

  • Effective Communication Approach - Collaborates with others on work tasks and presents information to others.
  • Receptivity to Feedback – Welcomes and acts on feedback, displays humility, and accepts constructive criticism.
  • Navigating Ambiguity – Positively and proactively reacts to and manages ambiguous or unclear situations.
  • Learning Orientation – Is curious. Seeks out new ways to do things and new approaches to issues.
  • Acting as an Owner – using resources and making decisions in the best interest of the company
  • Excellent skills in building relationships
  • Ability to work on your own initiative
  • Proven sales skills
  • Perfect planning and prioritization
  • Excellent communication skills, both written and oral
  • Ability to set high professional standards
  • Self-motivation, creativity, and innovation
  • Valid, preferably clean, driving license
  • Fluent English (written and spoken)
Travel: Yes, 100 % of the Time
Job Type: Experienced
Schedule: Full-time
ABBVIE

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