Key Account Manager
Merck Serono
Total years of experience :16 years, 9 Months
Promoting MerckSerono Biotechnology products for:
-Neurodegenerative Diseases: Rebif® (interferon beta-1a) is a disease modifying drug (DMD) used to treat relapsing forms of multiple sclerosis (MS).
-Fertility treatment: Every stage of the reproductive cycle from follicular development to early pregnancy.
•Recombinant human follicle stimulating hormone (GONAL-f®)
•Recombinant human chorionic gonadotropin (Ovidrel®/Ovitrelle®)
•Combined recombinant human follicle stimulating hormone and recombinant human luteinizing hormone (Pergoveris®)
•Progesterone gel (Crinone® 8%)
Main Responsibilites:
-Deliver marketing and sales goals in line with Brand plans
-Play an active part within brand and in-field teams and identify opportunities to work collaboratively with cross-functional colleagues to deliver on brand objectives
-Create appropriate marketing messages and campaigns from a market access perspective ensuring the brand management principles are considered.
-Support the Marketers with preparation of the Brand plan, in area of product responsibility.
-Working with Regional Management teams to develop agreed outcomes for healthcare development managers and Centre of Excellence principles
-Produce appropriate HDM support materials
-Support the Value Propositions created and ensure that new ones are created in conjunction with the Commercial Value Proposition Manager
-Support and drive the training of analysis, tools, evidence, actions and programmes to support and communicate the value propositions
-Understand stakeholder needs and requirements for demonstrating value
-Support the delivery of pricing strategies together with Commercial Value Proposition Manager and Associate Market Access Director
-Take an active role inputting as required during new product development
Promotion of the company pharmaceutical products to specific segment of customers using all the negotiation and persuasive skills through management of the appropriate product and promotional mix.
- Promoting the Diabetes (Glucovanse-Neurobion) line in Merck Serono pharma.
- Enlisting of the company pharmaceutical products in key accounts.
- Continuous prospection for new areas and customers for continuous business growth.
- Pre-planning for the activities and estimating the cost on weekly, monthly and annual basis.
- Consecutive sequential events involving healthcare providers with the objective of increasing product awareness and consumption.
- Continuous evaluation and monitoring of the external environment through communication, anticipation and gathering the essential market intelligence.
- Maintaining highest standards of customer service by maintaining a distinctive relationship with current customers and developing relationships with new customers with the objective of securing availability and consumption of my products.
In particular, typical work activities include:
■arranging appointments with doctors, pharmacists and hospital medical teams, which may include pre-arranged appointments or regular 'cold' calling;
■making presentations to doctors, practice staff and nurses in GP surgeries, hospital doctors, and pharmacists in the retail sector. Presentations may take place in medical settings during the day or may be conducted in the evenings at a local hotel or conference venue;
■organising conferences for doctors and other medical staff;
■building and maintaining positive working relationships with medical staff and supporting administration staff .
■managing budgets (for catering, outside speakers, conferences, hospitality, etc);
■keeping detailed records of all contacts and reaching (and if possible exceeding) annual sales targets;
■planning work schedules and weekly and monthly timetables. This may involve working with the area sales team or discussing future targets with the area sales manager. Generally, i should review my own regional area of responsibility and plan how and when to target health professions;
■regularly attending company meetings, technical data presentations and briefings;
■keeping up with the latest clinical data supplied by the company and interpreting, presenting and discussing this data with health professionals during presentations;
■monitoring competitor activity and competitors' products;
■maintaining knowledge of new developments in The National Health Service (NHS), anticipating potential negative and positive impacts on the business and adapting strategy accordingly;
■developing strategies for increasing opportunities to meet and talk to contacts in the medical and healthcare sector;
■staying informed about the activities of health services in a particular area;
■working with team managers to plan how to approach contacts and creating effective business plans for making sales in a particular area.
- Promotion of the company pharmaceutical products to specific segment of customers ( internist, cardiologist, Endocrinologist and General practitioner)using all the negotiation and persuasive skills through management of the appropriate product and promotional mix.
- Promoting the Diabetes-Cardiovascular line (Amaryl-Amaryl M-Tritace-Tricore) line in Sanofi-Aventis pharma.
- Enlisting of the company pharmaceutical products in key accounts (Egypt MOH tender, Vacsera and Eastern Company)
- Continuous prospection for new areas and customers for continuous business growth.
- Pre-planning for the activities and estimating the cost on weekly, monthly and annual basis.
- Consecutive sequential events involving healthcare providers with the objective of increasing product awareness and consumption.
- Continuous evaluation and monitoring of the external environment through communication, anticipation and gathering the essential market intelligence.
- Maintaining highest standards of customer service by maintaining a distinctive relationship with current customers and developing relationships with new customers with the objective of securing availability and consumption of my products to reach Win-Win Situation.
- Reporting (accurate and up to date both vertically and horizontally) all about business to my managers
Arab Academy for Science, Technology and Maritime Transport Post Graduate Diploma (PGDM), Marketing Management, from 2009 – 2010 Holding PGDM- Post Graduate Diploma in Marketing Management from Arab Academy Graduate School of Business (AAGSB) Activities and Societies: 1.Marketing Management 2.Consumer Behavior 3.International Marketing 4.Marketing Research 5.Promotion and Personal Selling 6.Channels of Distribution 7.MIS and E-Business 8.Seminar in Marketing Management