Business Account Manager

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Job Description / Role Profile

Job/Position: Business Account Manager – PDT Private

BU/Organization: Plasma Derived therapies (PDT)

Department: Commercial

OBJECTIVES/PURPOSE

• Responsible for maximizing utilization in key Therapy Areas and patient outcomes of the Takeda offering in designated territories/accounts
• Drive account stakeholder relationships; develop and monitor long-term relationships between Takeda, the account, and its key stakeholders
• Responsible for driving and achieving business objectives through insights and analytics to prepare VB-KAM (Value Based - Key Account Management) plans within the allocated budget

ACCOUNTABILITIES

Account Management

• Understand the accounting situation, challenges, and needs
• Formulate comprehensive, robust, and insight-driven key account plans
• Deliver agreed objectives and tactics within the key accounts to drive Takeda performance in defined Therapy Areas
• Ensure account plans, objectives, and KPIs are transparent captured in CRM and planned
• Manage the account plan execution according to agreed timelines and budget
• Conduct market surveillance and communicate in-field intelligence on customer insights, external stakeholder activities, and trends to key internal stakeholders (including commercial, medical, market access)
• Drive penetration in the nursing home and smaller accounts across Southern states by building strong distribution channel
• In coordination with supply chain, ensure Takeda product(s) are available at the account level
• Operate in a manner that aligns with compliance and legal requirements and according to marketing and sales strategies
• Act as an ambassador of the Takeda brand, its vision, and values

Stakeholder Engagement

• Develop long-term relationships between Takeda and key strategic accounts and their stakeholders
• Identify key external stakeholders and develop an understanding of their needs, collaborating on initiatives and co-creating mutually beneficial solutions that add value to them and the patients
• Drive the implementation of innovative offerings with key stakeholders and help differentiate Takeda from its competitors
• Support and advise Healthcare professionals on the correct use of Takeda products and services portfolio
• Work along with the distributors to ensure timely availability of allocated products and SKU in the account , extended reach and penetration in the area allocated

Cross-Functional Team Leadership

• Proactively coordinate collaboration with Marketing, Medical, and Market Access (and other internal stakeholders) to align objectives and activities with accounts and external stakeholders
• Monitor account plan progress and hold collaborators, and self, accountable as agreed
• Lead the core account team meetings and present account plans and progress at relevant local meetings to the management
• Identify and address any collaboration misalignments

Operational Excellence

• Prioritize and manage accounts within assigned territory by assessing appropriate business opportunities through contacts with key decision-makers and important local stakeholders
• Systematically analyze success of plans (e.g. sales, market developments, competitors) and propose mitigating actions as needed
• Use learnings to further improve planning and execution
• Make changes as needed based on new business opportunities and changes in the marketplace to achieve financial objectives
• Ensure all reports are submitted to the Head office on a regular basis
• Maintain sufficient inventory to ensure availability of products and services
• Build distribution channel to drive Nursing home and Mid to small size accounts

EDUCATION, BEHAVIOURAL COMPETENCIES AND SKILLS

Critical Skills and Competencies

• Strategic Approach: Balances the long-term vision while driving short-term goals
• Collaboration: Establishes productive relationships and partners with others across the organization to ensure common understanding of objectives and to achieve shared goals
• Drive for Results: Holds self and others accountable for delivering on commitments that align with our short- and long-term goals, focused on helping patients through innovation in medicine
• Engage Others – Communicate with Impact: Motivates and influences others to gain support for ideas, strategies, and actions in service of providing superior pharmaceutical products to patients; provides appropriate background so messages are meaningful
• Customer & Patient Centricity: Focuses on customer satisfaction and delivers a quality service or product to the agreed standards; understands the unmet needs of patients

Experience and Education

• Bachelor's degree in science/pharmacy ; PGDBA/MBA desirable but not necessary
• Minimum of 5 years of industry experience, with at least 3 years within specialty care environment (Pharma/Medical Device)
• Experience in managing customer relationships across the full spectrum of customer types in healthcare industry; Account management experience desirable
• Gastro/Hepatology /Critical Care
• Healthcare environment knowledge
• Experience of working across stakeholders like Procurement, HCP in OPD and IPD setting , Nursing etc within the key accounts