Key Account Manager

**Company Description**

The Key Account Manager (KAM) assumes the role within the assigned account, providing overall account leadership, coaching and strategic engagement to the assigned cross-functional account team members as needed. In this capacity, the KAM will bear full responsibility for building a strategic account plan that maximises commercial value within the strategic partnership for their assigned accounts, as well as organizing and deploying the appropriate resources within Allergan to drive value co-creation with customers and meet/exceed Allergan revenue targets. The KAM will identify and qualify value co-creation opportunities within their accounts and deploy growth strategies, team-to-team alignment ensuring horizontal and vertical cross functional teams are fully integrated and networked. The KAM will function as the central focal point for communication and collaboration regarding account planning, strategy, resource allocation, customer engagement and account growth.

**Key Responsibilities**:

- ** Customer Focus**
Develop and maintain understanding of the customer’s business that includes their internal and external SWOT & PEST analyses, objectives, plans and competitor landscape. Build a network of trust-based relationships with key customer stakeholders that go beyond the role of the clinician, including customer sponsors and supporters that are willing to partner with Allergan for the purpose of value co-creation and co-innovation. Establish relationships with Senior Board members where appropriate and create an environment for a healthy partnership aligned with the business strategies of both organisations. Evaluate and assess customer needs and requirements on an ongoing basis and engage customer in collaborative discussions with cross-functional team members to explore possibilities and potential areas for value co-creation and co-innovation underpinned by delivering commercial value. Ensure ongoing knowledge of Allergan’s account history with the customer, and further ensure that this knowledge is properly socialized across the Allergan cross-functional team.
- **Account strategy and tactical execution**
Lead the development and ongoing review of an account strategy and effective account plans that are realistic, properly resourced and appropriately sponsored, by both Allergan and the customer. Ensure the strategy and plans enable account growth, with both a short-term and long-term focus on the “bigger picture” of Allergan’s future with the customer. Engage consultatively with customers and internal cross-functional team members to explore and develop new opportunities for value co-creation and mutual growth, that differentiate Allergan from other providers in our markets. Ensure KPIs are agreed alongside joint business plans driving actions on both sides to ensure successful implementation Conduct and facilitate ongoing collaborative strategy and visioning sessions with the customer to drive co-discovery of new opportunities. Champion the customer within Allergan as appropriate to ensure appropriate Executive sponsorship, resource allocation, prioritisation and delivery of agreed account plans.
- **Partnership and Leadership**
Build and grow strong trust-based relationships with customer stakeholders, sponsors and supporters by understanding what matters most to them and engaging in ways that positively influence Allergan’s overall relationship and credibility. Engage collaboratively with customer stakeholders, sponsors and supporters and facilitate appropriate inclusion of Allergan cross-functional team members for the purpose of understanding what matters most to them and pursuing value co-creation and co-innovation together. Develop and grow a network of customer relationships with Allergan by effectively aligning the cross-functional team with the customer’s team and ensuring that each side has adequate understanding of the goals and objectives of the other. Provide leadership in communicating, brainstorming and presenting account strategies with members of the Allergan cross-functional team. Lead the cross-functional team in developing and communicating effective strategies based on compelling customer-specific value propositions that result in value co-creation and co-innovation with strategic customers.

**Qualifications** Requirements**:

- University degree
- Solid previous experience in the role within medical devices, OTC, or FMCG industries
- Significant experience in high-level key account management and business planning, including expertise in data-driven methods for setting and monitoring objectives and evaluating results
- Proven track record of sales success
- Strong skills in profitability analysis
- A previous experience in marketing and consulting is desirable

**Additional Information**

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportuni