Title:  Key Account Manager (KAM)

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We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. People who act with unwavering integrity and are deeply committed to making a tangible impact.

Working Environment and Location

• This position is based in Vietnam, Ho Chi Minh and requires regular engagement with key hospital accounts and healthcare institutions. Specific office/hybrid requirements, travel expectations, and other location details should be confirmed in accordance with local Astellas policy and company guidance.
• At Astellas we recognize the importance of work/life balance, and we are proud to offer a hybrid working solution allowing time to connect with colleagues at the office with the flexibility to also work from home. We believe this will optimize the most productive work environment for all employees to succeed and deliver. Hybrid work from certain locations may be permitted in accordance with Astellas’ Responsible Flexibility Guidelines.

Working Hours

Purpose and Scope

Responsible for setting and implementing the strategy and direction for the key hospital accounts of TAC BU and company, building long term relationships with key stakeholders in these key accounts through application of a strategic trade account plan. Serves as the strategic lead and representative for TAC and company for these targeted accounts. Plans and strategies to improve penetration of the accounts in accordance with the overall Business plan of TAC BU and company. Present and promote TAC and company by establishing and maintaining a good relationship with customers and implementing sales strategies in order to ensure product availability and standardization in target key accounts and institutions in accordance with company strategy and policies. Translates account data and insights into strategy for TAC and company; mobilizing company resources as required to capitalize from developing account trends

Role and Responsibilities

Trade Account Management

1. Demonstrate understanding of Vietnam healthcare system and how it impacts on Company business.
2. Develop key account strategies and provide input in terms of analysis, future potential and key programs required for the accounts.
3. Regular visits to accounts to build better business relationship and to conduct business reviews
4. Performs business review and deep-dive analysis on Key Accounts (opportunities, risk management, long-term plans etc.)
5. Manages and coordinates execution of commercial account strategy in partnership with marketing and sales, together with BU Head and cross-function team in company.
6. Develop and build stronger relationships with the key account and build stronger partnership with stakeholders and recommend plans and programs which will accelerate the business.
7. Ensures knowledge of customer is appropriately shared with sales & marketing colleagues and other internal teams to create opportunities for commercial cross-functional peers to be successful and enable Astellas to align with high level needs of client
8. Develop sales targets, examine growth opportunities, enable sales improvements, take responsibility for performance against targets as a leader.
9. Analyze market situation including competitive intelligence activities on key accounts and key competitors.
10. Comply with corporate policies and procedures as well as all applicable healthcare laws and regulations.
11. Ensure adequate supply to accounts and product availability in all accounts by handling its listing/standardization requirements and building a good partnership with relevant stakeholders.
12. Analyze sales development, setting potential sales target and estimation in the target institution.

Market Development

1. Identifying and establishing new business with existing and potential new customers.
2. Expand territory by creating new accounts.
3. Analyze market trends to come up with breakthrough methods.

Other assigned tasks as per company requirement

Continue:Role and Responsibilities

Essential Qualifications

1. Bachelor's degree in Pharmacy, Medicine, or a relevant field.
2. Minimum 5 years of relevant experience in the ethical pharmaceutical industry.
3. Demonstrated ability to establish and nurture customer relationships.
4. Strong negotiation skills, business acumen, and analytical ability.
5. Ability to influence internal and external stakeholders at all seniority levels.
6. Strong interpersonal, oral and written communication, and presentation skills.
7. Strong project management skills with ability to multi-task and prioritize clear deliverables across multiple customers and tight timelines.
8. Self-motivated with excellent organizational skills and ability to work independently and as a member of a team.
9. Cross-functional capability across affiliate and regional stakeholders.
10. Creative, innovative, proactive, and a driver of growth.
11. Fluent in English.

Preferred Qualifications

• Minimum 5 years of experience in marketing and sales.
• Experience in Specialty Pharma, Transplant, or relevant therapeutic areas.
• Key Account Management experience.

Benefits

Careers | Astellas

Salary Range

Why Astellas

• We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. 
• People who act with unwavering integrity and are deeply committed to making a tangible impact. 

Learn more at Astellas.com

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Skills and Capabilities