KAM, Lead

Abbvie Therapeutics; Bengaluru; Remote; INR 1,800,000 - 3,000,000; Full time

Job summary

AbbVie Therapeutics in Bengaluru is seeking a seasoned Key Account Manager to drive payer/provider engagement, strategize access plans, and lead cross-functional teams to optimize product access and contracting opportunities.

The role requires proven leadership, strong negotiation skills, and deep knowledge of payer/provider decision processes, with a focus on long-term portfolio value and national market access.

Qualifications

• Bachelor degree in life sciences, pharmacy, business or related field.
• Proven sales/consultative selling experience in biotech/pharma.
• Demonstrated leadership and talent development in biotech/pharma.
• Ability to translate strategies into actionable key account plans.
• Experience leading cross-functional in-field teams and negotiating deals.
• Strong analytic, business planning and financial acumen.
• Knowledge of payer/provider decision-making process and stakeholders.
• English proficiency; writing and speaking.

Responsibilities

• Understand payer/provider decision drivers and unmet needs to inform brand teams.
• Highlight impact of payer/provider environment changes to cross-functional teams.
• Build strategic relationships with payers/providers to anticipate access barriers.
• Identify opportunities and collaborate across functions for win-win contracting.
• Develop accounts engagement plans to optimize access and funding of AbbVie products.
• Support contracting and tendering processes to meet profit targets.
• Track execution and impact of KAM activities and KPIs.
• Coach KAM team and manage resources and incentives; update skill sets.

Skills

Key account management

Leadership

Negotiation

Strategic thinking

Analytical skills

Payer/provider knowledge

Communication

Cross-functional collaboration

Education

Bachelor degree

Job description

Job Summary

Purpose: Describes the primary goals, objective or function or outputs of this position. Champion payer/provider perspective, share payer/provider insights, anticipate payer/provider changes, recognize unmet needs and propose key account strategies for the respective stakeholder within country (on full and/or regional levels) to optimize brand and AbbVie value for all relevant affiliate brands placing the patient into the centre of any efforts and operating within AbbVie business code of conduct, policies and all applicable laws and regulations.

Responsibilities

• Achieve a deep understanding of the complexities, pressures and opportunities associated with the decision-making matrix within each account. Based on that deep understanding articulate predicted payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in order to ensure key account situation analysis is holistic.
• Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the IFTs and brand teams in order to further enrich the BT s anticipation of the future.
• Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account.
• Identify opportunities and collaborate cross-functionally to engage in win : win partnerships with key accounts in order to positively influence contracting and tendering opportunities for product access.
• Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, funding and access of AbbVie products considering long-term goals of the entire product portfolio.
• Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets.
• Regularly track the execution and impact of activities and performance of key accounts in order to constantly improve impact on bottom line.
• Optimize resource utilization by leading, developing and coaching Key Account Management Team performance including setting account targets and incentive schemes, managing Key Account Management Systems and KPIs in order to continuously improve national key account performance. Ensure regular updates on Key Account Team skills in terms of medical, technical and special In-Field knowledge areas.

Qualifications

• Bachelor degree, biological sciences, pharmacy, business related field, or equivalent.
• Relevant experience with demonstrated track record of success in sales or consultative selling role within biotech/pharmaceutical industry.
• Proven track record of successful leadership, management and coaching of teams and individuals, and in having developed talent and performance managed low performers; recognized as talent developer in national biotech/pharma environment.
• Ability to translate strategies into actionable and realistic key account engagement plans.
• Ability to lead, motivate and coordinate cross-functional teams (in-field); negotiate, close and sign C&T deals with key accounts and with complex customer networks.
• Solid analytic, business planning and financial acumen skills.
• Solid working knowledge of pharmaco-economic principles.
• Solid knowledge of payer/provider decision making process and who the key stakeholder/influencers are.
• English language proficiency verbally and in writing (for all non-English speaking countries).
• Preferred: Demonstrated track record of success on specific key account (payer/provider) experience strategically and long term as well as tactical within relevant local context; Leadership experience within specific key account based on being part of key account decision making process within C&T situations (if relevant).

Work Location

Role is not performed at a site or office and requires limited or no travel to a site or office.