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Purpose

You will manage the end-to-end key accounts in Central Asia while ensuring effective stakeholder and customer engagement. You ensure a customer centric approach, by being clear on customer needs, promoting customer propositions at all levels. 

Critical to the success of this role is effective project management and ability to spot and create sales opportunities.

Challenges

​Account Management/ Customer Relationship Management:

Develop and implement the account and portfolio strategy by understanding customer requirements, working with marketing to develop product strategies, implementing strategies in market segments and securing new clients and/or expanding footprint in existing clients as required

Identify sales opportunities by engaging with customers to understand new product or opportunities, analyzing the opportunity, developing proposals and presenting to customers monthly and as required

Respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients as required

Report on sales performance by understanding KPIs, analyzing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports monthly and as required

Achieve sales targets by managing sales opportunities, loading onto the CRM system, engaging with customers, preparing and presenting proposals, securing deals, monitoring customer satisfaction in implementation, identifying risks and implementing corrective action daily

Administer the sales process by loading all sales information into the CRM system, updating information, tracking pipeline progress, identifying areas of risk and opportunity and implementing appropriate actions daily

Manage of current and find of new distributors

Customer Relationship Development / Prospecting:

Develop a growth strategy focused on both financial gain and customer satisfaction

Identify and map business strengths and customer needs

Conduct research to identify new markets and customer needs to expand client base and viable income streams

Have an in-depth knowledge of business products and value proposition.

Addressor predict clients’ objectives

Provide trustworthy feedback and after-sales support

Build long-term relationships with new and existing customers

Report on successes and areas needing improvements.

Sales Opportunities Creation:

Ensure a continuous feed of the sales funnel pipeline as per opportunities identified

Track and monitor the opportunity pipeline to ensure success

Understand win/loss opportunities and potential reasons in order to provide needed improvements

Ensure collaboration across all departments

Commit for a promised annual added business to derive the business growth in the managed Accounts.

Build country level strategies;

Who You Are

You hold Medicine/Biology/Chemistry degree or similar

Minimum 3 years’ experience in the pharmaceutical/diagnostics industry

Minimum 1 year experience as a key account manager

You possess a commercial experience in the medical industry with a demonstrated account management experience

You possess a high strategic mindset

You are able to communicate effectively with high negotiation skills

You have the ability of managing complexity and adapting to different situations

You have excellent presentation skills (solution selling)

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.