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Job Function:
Pharmaceutical Sales
Job Sub Function:
Sales – Neuroscience (Commission)
Job Category:
Professional
All Job Posting Locations:
Warsaw, Masovian, Poland
Job Description:
Product and Customer Value Manager (PCVM) - Neuroscience
Location.: Poland
Full time job
The Product and Customer Manager (PCVM) is responsible for the end-to-end assigned product’s performance including meeting the financial and non/financial targets. He/she plays a crucial role in managing key customers, ensuring their satisfaction, and maintaining strong relationships. He/She acts as the primary point of contact between the organization and its customers. In addition to the responsibility of brand performance planning and evaluation, commercial development, and implementation of the brand plan, Product and Customer Manager prioritizes key accounts management. This involves the strategic approach to key account planning and management, actively engaging with customers to understand their needs, addressing any concerns, and proactively seeking opportunities to enhance their experience. This function collaborates closely with local and regional colleagues on cross-functional level to safeguard the brand's integrity and protect our patients and business partners from any potential harm. Overall, this function serves as both an internal and external ambassador for the brand, fostering strong relationships with customers and representing the interconnection between the Country and the EMEA Strategy Organization.
Essential duties and responsibilities:
• Develop and execute a strategic Account Management roadmap/plan and build value-driven relationships with key customers enabling a long-term business relation and retention, thereby maximizing the sales potential.
• Build and maintain long-term relationships with the key stakeholders to successfully implement and execute strategic account plans. Their primary goal is to ensure customer satisfaction, deliver assigned sales targets, and foster client loyalty. Serve as their primary point of contact for all business-related matters.
• Closely monitors execution and success of account plans via defined KPIs: lead KPIs (coverage and frequency of visits, days in field etc) and lag-KPIs (sales performance, market share, customer satisfaction etc), and implementing strategies to enhance overall client experience and loyalty.
• Monitor market trends, industry developments, and competitor activities to stay abreast of changes that may impact key accounts and provide insights and recommendations accordingly.
• Leads the development and execution of the brand strategy for the assigned products.
• Collaborate with cross-functional teams to develop and execute account plans, focusing on revenue growth, customer retention, and long-term partnerships.
• Drives development and delivery of an optimized Brand Plan and national sales targets, identifying scenarios and growth opportunities.
•Give special attention to topics related to the product life cycle (such as investment level, generic competition, tenders, pricing)
•Shape and deliver the adequate customer interaction journeys embracing omnichannel aspects to maximize customer experience, including face-to-face, telephone and digital, working within an agreed budget, coordinating synergies to increase effectiveness and efficiency.
•Monitor the brand/portfolio performance at local level and provide standard KPIs and metrics in collaboration with all relevant stakeholders.
•Build partnership relation and engage the medical society, national KOLs and cooperate with key hospital decision-makers (hospital directors, medical directors, public orders departments, pharmacists, etc.) to deliver on key projects.
•Maintains high degree of collaboration with supply chain & customer service teams – control of the planning & utilization processes.
•The role is a filed-based role, commission-type, requiring in field presence on 70% of the working time. This requires ability to frequent travel, which may include overnight stays
Requirements (knowledge, education, skills):
- University degree
- 5 years of work experience in Sales and Commercial preferably in pharmaceutical industry
- Relevant functional experience in contracting and tendering, and key account management
- Track record in building strong relationships with external decision makers, particularly purchasers/ hospital administrators.
- Strong project management skills
- Flexibility and adaptability
- Strong influencing skills and the ability to create followership
- Native Polish and very good English knowledge
- Marketing experience will be a plus
