The Opportunity:
Reporting to the Sr. Government Sales Manager, as the Regional Key Account Manager (KAM), you will promote CSL Behring’s products throughout Mexico in government hospitals, contacting specialty physicians and key administrative customers. You will be in charge of generating the process to increase the demand of products, positioning the products in line with the established strategy. This is a hybrid role, which offers a combination of an onsite and remote work schedule. #LI-hybrid
The Role:
- Build strong relationships with key account management, procurement staff, purchasing and key decision makers, develop and execute sales strategies and tactics to increase market penetration of CSL products.
- Develop and maintain business relationships with the accounts. Manage implementation of the sales activities necessary to meet the objectives of the company.
- Create, develop, and stablish a sharp forecast of every institution according to the region below the responsibility of the role. Planning commercial tender requirements ensuring the inventories for every account.
- Work closely with the National Sales Manager and KAM Central to follow up on financial accounts receivables.
- Assist sales support/marketing staff members in activities such as sales strategy and market research in planning and executing special projects to all the institutions that are responsible to be the link between CSL and the government regional institutions.
- Create regional action plans to trigger the strategy for every institution where CSL is focused, identifying sales opportunities. Presenting to the National Manager the analysis to improve the performance of our products.
- Recognize regional problems in the institution and communicate actions to Sales teams to solve them and achieve goals.
- Identify and monitor the main competitor actions at the government market.
- Guarantee compliance of all policies, procedures, and the Quality System in CSL Behring, making sure that all contacts to clients and activities related to promotion of products are in line with our Code of Responsible Commercial Practices. Track the Pharmacovigilance program with all clients.
Your Skills and Experience:
- University degree in Business Administration, Marketing, Medicine, or related areas.
- 3+ years of experience in sales within the pharmaceutical industry, knowledge of government (IMSS, ISSSTE, OPD)
- High level of ethics and integrity in your work handling of continuous changes, focused on results learnability negotiation abilities, planning abilities organized and control, focused on the client adaptability, agility, effective communication skill, emotional self-control.
- English abilities strongly preferred but not required.
Expert in communicating:
- The main skill that any KAM should have is excellent communication skills. Anyone in this sales role should have ability for verbal and nonverbal communication to interpret how the conversation with the customer is going.
- KAMs should also feel comfortable addressing all levels and have confidence in their company and demonstrate it in their behavior, as they often work directly with other business executives.
- Because key account management is a process that doesn't just include sales, KAMs will need to link up with other departments to meet customer expectations.
Market expert:
- Must dominate your industry. Overall, make sure you know the ins and outs of your company and your customers to help maintain these accounts for the long term. Since key accounts are often custom customers, it's essential to know what it's all about. That way, you can offer products that are better suited to your needs
Strategic perspective:
- The ability to strategize is where the responsibilities of key account managers and account managers differ. Account managers focus on short-term gains. In comparison, key account managers create strategies. Those who promote long-term revenue by retaining customers. KAMs juggle many moving parts to orchestrate deals with long-term plans. They do this by identifying beneficial agreements between their company and customers. While sales skills are essential, KAMs should prioritize long-term relationships. Instead of prioritizing opportunities over short-term gains.
Leader:
- KAMs must be visionary. They don't just imagine different products and services for their customers. They keep everyone in the organization excited about what's possible. That's why people in these roles need to create an environment of respect between their company, customers, and staff. To do this, they must have impeccable leadership skills.
Master of negotiation:
- The goal of any successful KAM is to build the lifetime value of its customers. To accomplish this, they must have honed negotiation tactics and know the ins and outs of closing a deal. An important detail, since you will need to make sure that your KAM can close deals that benefit both parties. In general, this requires understanding the importance of an offer at the right time, persuasive presentation skills inside and outside the company. High level of confidence to move forward or backward with a sale.
Smart Engagement:
The primary focus of key account managers is to build a strong network of relationships. One between the customer's people and your company. Therefore, they are incredibly socially adept at understanding when to lead relationship development. They must know when to leave it in the hands of another professional. KAM understands that partnership is the highest quality selling relationship and knows that success depends on:
- A relationship born of shared values.
- Everyone clearly understands the purpose of the partnership and is committed to the vision.
- Shifting your focus from selling to supporting
Value Providers:
- Customers want to know they're getting the best deal possible. Therefore, it is crucial to offer them a deal they cannot refuse. Statistically, customers you can sell to by value are 25% more likely to be repeat customers. Therefore, KAMs must understand their industry and their business. Otherwise, they will not be able to communicate why the product they offer is the best deal. More so, to be able to back it up with facts and statistics to take your point home.
Great Learners:
- Must have a great appetite for learning. KAMs understand that markets, industries, and trends are constantly changing. As a result, becoming more complex and creating a competitive landscape that requires learning a constant flow of knowledge to keep up. In addition to their regular learning, KAM seek new sources of learning and enjoy sharing knowledge with others with the aim of enriching the team's knowledge.
Results-oriented:
Successful KAMs focus on the end goal:
- Get results for the client. For this reason, they often possess a "fail fast" mentality to ensure they are always ahead of customer expectations.
- To achieve their goals, they must coordinate multiple resources to achieve the decided outcome, and they will often take the blame for failures and give credit to their peers for successes.
Our Benefits
We encourage you to make your well-being a priority. It’s important and so are you. Learn more about at CSL.
About CSL Behring
CSL Behring is a global leader in developing and delivering high-quality medicines that treat people with rare and serious diseases. Our treatments offer promise for people in more than 100 countries living with conditions in the immunology, hematology, cardiovascular and metabolic, respiratory, and transplant therapeutic areas. Learn more about .
We want CSL to reflect the world around us
As a global organization with employees in 35+ countries, CSL embraces diversity and inclusion. Learn more about at CSL.
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