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B2b Strategic Account Leader

4 weeks ago

Jakarta, Indonesia BD Full time

**Job Description Summary**: You are expected to work closely with the Country Lead and play a strategic role in identifying and managing high impact opportunities (B2B Key Accounts) within the sales channel vertical.

The success of this role will rely largely on your ability to shape sales strategies and initiatives to lead the sales process, drive account conversions and develop key relationships within priority accounts through Key Stakeholders and C-Suites engagement.

**Who We Are**

**Main Responsibilities**

Build and Maintain Strategic Relationships with B2B Accounts and Government Institutions.
- Develop and maintain a strong Senior/C-Suite level relationships with assigned accounts and work with them to identify and qualify new business opportunities
- Identify and develop ongoing mutual opportunities for sales growth with assigned accounts
- Actively seek to understand the assigned account’s strategic priorities and develop appropriate value-added programs for them with a focus on holistic solution selling (i.e., packaging complementary products across business units as a holistic solution)
- Develop B2B and Government Institution Strategic plan in collaboration with other functions within the organization (ie. Marketing, Comm Ops, Channel)

Opportunity Conversion
- Manage the Sales Budget and improve Profitability for the designated Key Accounts through better product portfolio management
- Lead all aspects of the sales process across the sales funnel, including demand generation, conversion, and after-sales
- Maintains an updated sales funnel and participates in regular sales reviews and also maintains data and information relevant to key accounts for the purpose of conducting analyses that influence account-specific decision making.
- Effectively drive growth within assigned accounts (e.g., selling new or additional products or services to current buyers; and/or finding additional buyers within the existing customer location; and/or selling additional customer locations)
- Effectively use data to drive strategic decision making on sales pursuits

Sales Strategy Development (inclusive of sales forecasts)
- Develop B2B and Government Institution Strategy in collaboration with other functions within the organization (ie. Marketing, Comm Ops, Channel)
- Refine and implement sales improvement initiatives at the country level in collaboration with Business Excellence
- Develop sales forecast, monitor performance, and actively work towards addressing any gaps

Strengthening Sales Teams
- Manage a team of Account Manager for B2B Industrial and Government Institution
- Manage Commercial Aspect of Distributor for Industrial and Government Institution
- Leverage on the BD Way of Selling to ensure teams are engaging customers in a standardized way
- Act as a change leader to shape customer centric teams of the future

**Preferred Experience and Qualifications**
- Bachelor’s Degree in the field of Business/Marketing or Biological/ Medical Sciences/ Medical technology is required, MBA preferred.
- Minimum of 7+ years of relevant sales and/or key account management experience and 5+ years of managerial experience, preferably in a multinational pharmaceutical or healthcare company
- Minimum of 5+ years of relevant experience with advanced degree

**Expected Capabilities and Behaviours**
- Determined individuals with proven track record in Biosimilar/Vaccines Commercial Sales & Marketing, leading Sales and Marketing strategies across pipelines, strategic partnerships, and teams supported by a good track record of negotiation skills in a complex environment
- Excellent management competencies including leadership and team building.
- Excellent financial and customer acumen. Great strategic influencers at all levels in the customer and internally across all functions.
- Experience with Biosimilar/Vaccines/Diagnostics industry as Sr. Manager in Sales/Marketing/Business Development
- Established network among key industry players (e.g., industry affiliate) that can be leveraged on to build strategic partnerships
- Strong commercial background and aptitude with the ability to build collaborative relationships and influence with good communicaton skills
- Strong analytical, problem solving and critical thinking skills
- Exemplifies entrepreneurial growth mindset to support teams in the field and nurture fast growing customer bases
- Delivers a clear, compelling, and shared vision focused on delighting our customers
- Cultivates and nurtures an open, transparent, and psychologically safe environment
- Empowers teams through targeted coaching, delegation of responsibilities and actively removing barriers to high performance
- Self-motivated individual who is customer-focused and results-oriented through value add selling
- Self-driven, seeks continuous improvement and proactively thinks ahead
- Excellent command of Bahasa and English (i.e., written and spoken)

**Why Join Us?**

A career in BD means being part of