How to become a medical representative Key Account Manager?

Continue the cycle of reviews about the career growth of medical representatives.
In this publication specialist our recruitment Agency will talk about the potential of medprep to achieve the position of Key Account Manager (KAM).

In the previous article (As medical representative and regional Manager to become), I talked about how to become a regional Manager where he said that on the way to the cherished goal is the so-called intermediate stage, i.e. the position of senior medical representative.

In working with key customers and the occupation of positions in the sales division, there are also «starter» position — Key Account Specialist. About it in more detail next.

as soon As medical/senior representative established itself as a highly effective employee and feels the need in their careers, the next stage could be the position of Key Account Specialist.

This position requires more advanced functionality.

What it does:

the

the
• Establishes communication with the target customers: doctors, clinics and hospitals, administrators, hospitals, regional opinion leaders, pharmacy chains, distributors

the

• , Together with the regional team of medical representatives and managers in the region involved in the organization of major promotional activities and events for professionals in the health sector.

the

• Helps representatives to work with KOLами on their territory.

Because clients AVICONN is a Western and European pharmaceutical companies, in most cases, they focus on employee development and growth within the company. But in order to get it, the employee should have to begin with two key features:

the
1. Active life position, to clearly identify and justify to his supervisor, as a rule, the regional Manager, the desire to grow.

the

2. Desire must be backed by results and achievements in current position.

most Often, on internal vacancies is informed or information portals – intranet, or email, where you can see the list of competencies required to perform the work. On your own or together with the Manager to analyze their activities, analysis of strengths and weaknesses and to begin work on their improvement.

for Example, one of the tasks CAA, it is the participation and organization of events for professionals. Therefore, whenever possible, to independently offer the user to organize or help a colleague to hold the event. Or even just to take part in any activity, because only practice can help in the development of this skill. Of course, it is important to have theoretical knowledge. You can sign up for training within the company, or to ask colleagues who are already occupying the post what books should study for the development of a particular expertise, and of course all the knowledge to underpin practice.

the Next step for KAS KAM is the position, t e Key Account Manager.

What it does:

the

the
• Affects sales in the region of responsibility, maintaining business communication with key customers, opinion leaders of the medical community of the region, it can be also large pharmacy chains, distributors, hospitals

the

• Establishes a business relationship with opinion leaders in the region, the main medical specialist of the area, region or city

the

• Organizes (and participates in the organization of events for the medical community – invites lecturers from among opinion leaders, helps the lecturers in the preparation of presentations

Rather, it is the strategist who knows step by step how to develop a client understands and can predict the level of sales. Knows what needs to be done to the level of sales was higher.

the Principle for obtaining the position of KAM, the same as I described Above:

the

the
• Develop your competence, and practice in the fields

the

• Handle additional projects

the

• Develop new

the

• collaborate with colleagues who already holds this position, learn from the experience, participate in projects together with them

the

• Read books, communicate with Department training and staff development in order not to miss important for the development of a particular learning competency.

But by starting to do at least some of the above, while still at the level of senior medical representative, I’m sure Your results will be better and there will be another point in Your favor, in the final participation in the competition for the position of KAM.

And finally, I’d like to summarize: no matter how large and well-known company You work for whatever money the company spent on famous trainers and new training programs. If You do not will constantly improve your skills and knowledge will be closed to the new, will be sorry to spend two hours after work reading professional literature taking such a position, I am more than sure that winning the contest for the position of Key Account Manager to win, it will be almost impossible.

Wish You success in Your endeavors!

All open jobs of medprep, KAS and KAM can look the «jobs» on our website.

Julia Ekimova

Head office

Recruitment company AVICON