Kam - Public Channel Bbu - Chennai

**About AstraZeneca**:
**At AstraZeneca we are guided in our work by a strong set of values, and we’re resetting expectations of what a biopharmaceutical company can be. By truly following the science, we pioneer new methods, new thinking and bring unexpected teams together. From scientists to sales, lab techs to legal, we’re on a mission to turn ideas into life changing medicines that transform lives. We need great people who share our passion for science and have the drive and determination to meet the unmet needs of patients around the world. If you’re swift to action, confident to lead, willing to collaborate, and curious about what science can do, then you’re our kind of person**:
**Drive AZ - Institutional Business Strategy for Area / Account**
- Define & Drive Institutional Business Strategy for respective accounts
- Explores account opportunities, challenges and priorities with internal/external stakeholders, in order to gain their commitment & deliver business goals
- Map out the total opportunity size for AZ products in these institutions / accounts and define the aspiration
- Work closely with Account's Stakeholders and Key Decision makers - Business and medical teams for facilitating
- Formulary inclusions of new products
- Facilitate Tender Process for the accounts / areas by working closely with Central Teams

**Account Planning & Management -Maximize Account Potential**
- Drive account objectives by forecasting requirements; preparing an annual budget; analyzing variances; initiating corrective actions.
- Leads the account and project decision making process with cross-functional team to deliver IB Targets.
- Ensures the right account team members visit the right customer stakeholders with the right inputs to maximize Account Potential
- Effectively prioritizes account objectives using data and tools available
- Regularly reviews progress of account actions to ensure that expected outcomes are on target
- Leads regular internal AstraZeneca project meetings to drive account objectives
- Work with Region trade teams to drive TA sales & liquidate stocks

**Expand AZ Footprint - New Account Acquisition**
- Identify further opportunities within/outside the top key reimbursement institutions (ESIC, CGHS, Armed Forces and Railways) to expand opportunities for AZ to expand footprints.
- Bring up proposals and mobilize resources from CFT for driving the initiative for gaining listing in these institutions / accounts

**Drive Market & Business Intelligence around IB Initiatives and Priorities**
- Provide regular feedback /Insights on the need gaps, competitive intensity in the accounts handled / IB space to trade teams.
- Roll-out and execute Market access and other projects in the accounts.
- Organize and coordinate Medico-Marketing activities with the CFT

**Supervisory responsibilities**:

- Build & Drive a team of High performing KAMs.
- Mentoring role for newly joined KAMs

**Education, Qualifications, Skills, and Experience**
- MBA from reputed Premier B-School. Experience in Reimbursed Institutions Mandatory (2-3 years in RACE) - 8+ Years total experience.
- Strong time-management and organizational skills.
- Ability to coordinate several tasks at the same time.
- Well-developed negotiation skills

**Key Skills**
- Excellent Communication Skills.
- Deep understanding of the patient pathway and the role of the institution.
- Collaborative & cross-functional team working skills to coordinate with multiple BU's.
- Scientific bent of mind to understand & communicate basics of AZ's products.
- Interpersonal skills to develop relationships with external stakeholders.
- Negotiating & Influencing skills.
- Self-motivated and individually driven.

**Why AstraZeneca?**:
**At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth and development. We’re on an exciting journey to pioneer the future of healthcare.**:
**Where can I find out more?**: