Key Account Team Lead

Monroe Consulting Group Malaysia, an executive recruitment firm is partnering with leading pharmaceutical company specialising in oncology, rare diseases and gene therapy to hire a Key Account Team Lead. The Account Management Team Lead will be responsible for developing and executing strategic account plans to drive the success of the company's portfolio in Malaysia. This role requires strong customer engagement, cross-functional collaboration, and the ability to convert insights into impactful actions that exceed customer expectations and deliver business growth. Lead other KAMs, develops necessary processes to create an effective and efficient sales organization. Provides leadership through effective communication of vision, active coaching and development. The position is based in Penang.

Job Responsibilities :

• Lead the team in delivering Key Performance Indicators such as Detailing, Territorial Coverage, Territorial Planning and Execution according to brand strategy.
• Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
• Tracks performance of the sales team, immediately identifies and addresses issues as well as opportunities to keep the team on track in achieving organizational goals. Periodically appraises each individual subordinate personnel on their performance based on performance appraisal policies.
• Translates sales strategy into operational reality by breaking down the strategy into key tasks and identifying accountabilities; aligning people, resources, processes, and systems. Develops a sound understanding of all capabilities and processes to effectively sell the full range of products in his / her portfolio.
• Attracts, develops, and retains talented individuals; creates a sales culture that enables team members to realize their highest potential to allow the organization to meet current and future challenges.
• Makes day-to-day decisions required to manage the sales function, including deploying resources, allocating costs, and directing sales activities. Takes or initiates action to address an issue, prevent a problem from arising, or solve a problem.
• Provides supervision through field visits and offers guidance, instruction, positive models, and feedback to help strengthen specific knowledge / skill areas and optimize sales success. Provides opportunities for observation in order to help individuals develop the required sales skills and behaviors to progress in their roles.
• Identifies skill gaps within the sales team; plans and conducts development activities to enable the team to acquire required competencies for the job.
• Achieve or exceed sales targets for assigned products through effective territory management and strategic selling.
• Attain call coverage and frequency objectives, conducting pre-call planning to optimize field engagement with healthcare professionals (HCPs).
• Lead the execution of sales and marketing initiatives based on customer insights and aligned with brand strategies.
• Identify and act on business growth opportunities, aiming to improve patient access and outcomes.
• Establish and maintain long-term relationships with key opinion leaders (KOLs), hospital stakeholders, and decision-makers.
• Manage key accounts effectively, including participation in tender processes and maintaining in-depth knowledge of hospital protocols.
• Ensure all commercial activities are compliant with local regulatory requirements and internal company policies.
• Maintain accurate records of customer interactions and accounting activities and manage allocated budgets responsibly.

Job Requirements :

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