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As guided by Our Credo, Johnson & Johnson is responsible to our employees who work with us throughout the world. We provide an inclusive work environment where each person is considered as an individual. At Johnson & Johnson, we respect the diversity and dignity of our employees and recognize their merit.

Job Function:

Pharmaceutical Sales

Job Sub Function:

Key Account Management – Pharm (No Commission)

Job Category:

Professional

All Job Posting Locations:

Sofia, Bulgaria

Job Description:

KEY ACCOUNT SPECIALIST IMMUNOLOGY

Based in Sofia, Bulgaria

Overall purpose of job:

He/She handle sales (marketing/commercial) tasks in order to achieve the company’s objectives, to ensure attaining targets via an objective, balanced and fair presentation of the company’s medicines.

Essential duties and responsibilities:

· Preparation and follow-up of visits

· Develop and maintain trust relationships with a portfolio of major KOLs

· Serve as the link of communication between key KOLs and internal teams

· Resolve any issues and problems faced by customers and deal with complaints to maintain trust

· Play an integral part in generating new relationships with HCPs

· Double visits with company employees in other positions to all events and physicians, where medicines may need to be presented because of the subject-matter

· Organizing, planning and managing the daily number of expected visits, frequency of visits in line with the categorization

· Daily reporting obligation in the iCONNECT system

· Looking for new customers, new opportunities

· Liaise with HCPs who work in the accounts in his area who belong to the prescribed target group and with the partners who play a part in realizing the sales objectives (e.g. opinion leader, pharmacies, nurses)

· Making speeches, departmental presentations

· Organizing events, representing the company at congresses

· Regular maintenance of the database, targeting

· Classifying customers into accounts, organizing activities knowing the customer’s role within the account while relying on it

· Knowing the market and the activities of the competitors, forwarding information to the managers

· Drawing up written reports specified by the Sales Manager on time and making oral reports

· Financial discipline, settlements made accurately and precisely on time

· Knowledge of the product, knowledge of TA, knowledge of technical literature

· Knowledge of therapeutic and financing protocols in connection with the TA

· Rational investment of the financial assets – promotional budget – entrusted to him, compliance with this limit and appropriate administrative records

· Safekeeping and maintenance of the assets entrusted to him

· Active participation in the cycle and sales meetings after sufficient preparation

· Active participation in the trainings

· Compliance with deadlines and SOPs

Other features of the job:

· accurate, timely, compliant work and task follow up;

· ethical behaviour in line with J&J’s Credo values is required;

· he/she should have up-to-date knowledge and keep existing company procedures and related rules; detailed knowledge of HCBI SOPs is a must.

· Ensuring safety reporting requirements (timely AE/PQC reporting) as set out in company policies and SOPs (Standard Operating Procedures) are met

· Ensuring HCC and Legal requirements are fully understood, appropriately managed and complied with when planning and executing daily duties / projects

· Ensuring inspection readiness with respect to personal training compliance, and availability of a recent CV and individualized job

Job Requirements:

Requirements (knowledge, education, skills):

· Education: University / Bachelor’s Degree or Equivalent, preferably in a relevant medical discipline

· Experienced in ethical promotion of innovative treatment options (min. 2 years)

• Experience in sales and providing solutions based on customer needs

· Location and mobility: 10% office/home based and 90% travels

· Positive attitude to change if needed, ability to challenge "status quo"

· Excellent communication skills (oral, business writing, presenting and listening)

· Native local speaker and fluent English knowledge of both spoken and written,

· High level of ethical standards in business

· Honest, trustworthy personality

· Professional experience from pharmaceutical business environment

· result-oriented thinking; strong customer focus and service-oriented personality; proactive attitude; sense of urgency; open for innovations; open for changes; good organizing skills; strong analytical and numerical skills; convincing communication skills; good presentation and business writing skills; ability to understand and interpret the market, customer and internal environment

· high level of ethical standards in business; conformity to the rules; compliance with healthcare related laws and regulations

· good computer skills

· compliant driver

Organisational Behaviours:

In addition to individual role responsibilities employees are expected to deliver against key organisational behaviours. These are:

LIVING OUR CREDO

· Demonstrate and inspire the behaviours that reinforce Our Credo.

· Serve as a role model for making Credo-based decisions

· Create a trusting, collaborative, and ethical work environment

· Maintain the highest standards of quality, compliance and accountability

· Champion programmes and initiatives that support our environment and communities

CONNECT

· Develop deep insights into the needs of our patients, customers, markets and communities.

· Cultivate external relationships and partnerships

· Be insight-driven to uncover unmet needs

· Forge internal collaboration across the company

SHAPE

· Drive innovation; anticipate and shape industry and market changes to advance health care.

· Translate insights into viable products and solutions that create value

· Challenge the status-quo; lead and adapt to change

· Take and manage appropriate risks

DELIVER

· Deliver results by taking personal accountability and inspiring and mobilising others

· Empowering people to act with speed, agility, and accountability

· Demonstrate a global and company-wide mindset

· Balance short and long-term strategic choices

LEAD

· Create an environment where leadership and talent development is top priority.

· Take ownership for talent acquisition, performance and development of self and others

· Maximise the power of diversity and inclusion

· Engage in transparent and constructive conversations

Core competencies required for this role:

The employee is obliged to become familiar with and master the working practices adopted by the company and perform his/her work accordingly. Based on the instructions of his/her supervisor, the employee shall perform all tasks not included in this job specification according to the best of his/her knowledge which fall within his/her scope of activities in view of their nature or which he/she can be expected to perform regarding his/her capabilities. The employee agrees that the tasks and expectations stated either orally or in writing by his/her supervisors constitute part of his/her position.

Required Skills:

Preferred Skills:

Account Management, Analytical Reasoning, Coaching, Communication, Competitive Landscape Analysis, Cross-Functional Collaboration, Customer Centricity, Customer Experience Management, Customer Satisfaction, Personalized Services, Pharmaceutical Sales Marketing, Presentation Design, Problem Solving, Relationship Building, Revenue Management, Sales Presentations, Sales Trend Analysis, Solutions Selling