Institution Account Lead

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Job Description / Role Profile: Institution Account Lead

Location : Chennai, India

OBJECTIVES/PURPOSE

The primary role of this position is to optimize business through public sector /Reimbursement sector tenders/Local purchases/Price quotations for all the Franchises. Incumbent shall work with internal and external customers (employees/customers) to ensure effective business management & creating competitive edge in the tender execution. He/she will act as an internal resource having Govt Institutional sales expertise to drive business across organizations in all tenders.

KEY ACCOUNTABILITIES

• Develop and track the annual calendar of all institutional tenders and contracts across assigned territory.
• Coordinate closely with Regional Institution Lead (RIL) in the region to gather and ensure up to date tracking and monitoring of all tenders. Prepare action plans jointly with RIL and guide the sales team (wherever required) about new business leads and prospects.
• Formulate and implement Prepare action plans jointly in collaboration with RILs for product inclusion, wherever required.
• Co-ordinate with authorized representatives and represent Takeda at the institutions/state level for inclusion of the Products or product specifications in the Essential Drug List (EDL).
• Drive differentiation and success of the product bids in various tenders/business opportunities.
• Maintain accurate records of all necessary details of, tenders, primary sales, and future sales plan.
• Coordinate with multiple internal stake holders to service the overall needs of the accounts/ customers.
• Provide timely intelligence and solutions which are necessary and important for strategy and planning to RIL & regional sales team.
• Strong collaborative mindset with CFT to deliver shared business outcomes.
• Work closely with Takeda Tender documentation team to ensure timely submissions of tenders & representation letters. Build relationship with all stakeholders.

Internal and External Contacts

External: All Govt Accounts, Distributors, Tendering Authorities, Finance Department ,Health & family bureaucrats.

Internal: Franchise Head, Business & Account Leads, Lead Tender & Documentation Management team, Medical/Marketing/Access Leads, Regulatory team, supply chain, Regional Institution Lead & Institution Business Head.

EDUCATION, BEHAVIOURAL COMPETENCIES AND SKILLS:

• Minimum 12 -15 years sales experience, out of which 5-6 years Institution business experience is must.
• Experience in developing strategies to shape up market share in Public Segment
• Demonstrated experience in achieving higher customer satisfaction in institutional business.
• Know-how of tender/Institutional business in assigned territories.
• Experience from tender submission till payment collection.

Qualification

• Requirements bachelor’s degree in Life Science or Master’s degree in management is preferred.

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