Job Purpose
- Establish long-term relationships with key stakeholders in hospital channel, master government and hospital policies to develop optimal bargaining and bidding strategies to keep product selling prices and accounts.
- Work across functions to execute account plans to achieve optimal synergy and build partnerships with key account.
- Lead and accelerate the new drugs listing and optimize product life cycle.
- Maintain stability and fairness transactions across channels and solve related supply and procurement issues.
Responsibilities
Bargaining strategy formulation and implementation
- Analyze and integrate the hospital policies, industry information, bargaining objectives and historical information and finalize the best bargaining strategy and action plan.
- Demonstrate professional bargaining and negotiation skills and knowledge to complete negotiation objective.
- Monitor and analysis the discount rate change to protect price and the price cut impact
ONEKAM planning and execution
- To assist the KAM Lead in the creation and delivery of key account plans under the ONE KAM strategy.
- Gather and analyze account data and develop business scenarios and strategies and lead execution.
- Executing account plans for assigned products, customers or therapeutic area, uncovering and developing new business opportunities
Accelerate new product listing
- Lead the listing project by master the latest listing regulations and cross function cooperation to develop listing plan.
- Monitor listing status and solving listing problem in advance to accelerate listing result.
- Deploy cooperative pharmacies in the self-pay market to maintain the accessibility of drugs for patients before listing in hospitals.
Key customer relationship strengthening
- Establish a long-term trust relationship with key stakeholders and align products and services to their needs.
- Maintain a good relationship with key stakeholders, know and understand the hospital's bargaining policy to protect account and selling price.
- Develop relationships with decision makers, create connections and maximize the influence
Communication of hospital policy
- Join the pharma association or use the relationship network to establish a communication channel with the bidding procurement unit and negotiate the procurement bidding policy and contract specifications.
- Analyze the impact of hospital policies on the company and propose corresponding solutions
Against the erosion of generics
- Regularly collect and analysis generic drug information, erosion strategies and target hospitals to come out defense strategy.
- Leading generic defense meetings and develop countermeasure.
- Lead and review the progress of action plan and adjust as needed
Orders control
- Regularly inspect the orders of each channel to avoid fleeing goods.
- Orders management and control when out of stock
Qualifications
Education
- Bachelor's degree
- Skill and knowledge
- Window Office, Excel, Word, PowerPoint
- Development and implementation of negotiation strategies
- Good communication and negotiation skills
- Cross function cooperation and problem solving
- Knowledge of NHI reimbursement, hospital listing and price negotiation policy
Experience
- Experience in the pharmaceutical industry as medical representative over 5 years or key account manager over 1 year
Work Relations
Internal
Develop strategies such as bargaining and preventing the generics erosion and new drugs listing and implement the action plan after discussing with the KAM lead
External
Execute account plan and listing plan.
Cooperate with the sales team to ensure drug price negotiation success and speed up listing plan.
Cooperate with the logistic team to handle drug supply issues
External of Company
Build a good relationship with key stakeholder, decision maker, procurement, pharmacy department and drug committee members.
Participate in the pharma association to understand industry information and express opinions
