**JOB SUMMARY**:
The Strategic Account Manager (SAM) is intended to be the face of Allergan to identified strategic accounts to continue to build on and develop the long-term customer relationship; be the customer expert and manager of the Allergan relationship with a Top Customer.
The role has, and maintains, a macro view of the customer relationship and works cross-functionally within Allergan to maximise effectiveness and outcomes; works closely with multiple stakeholders to ensure internal team members understand and effectively execute against the customer strategy; acts in the best interests of Allergan looking for areas of mutual interest to Allergan and the Strategic Account, and identifies predictive and responsive opportunities to co-develop solutions with the Strategic Account.
The incumbent will proactively identify challenges to effective customer interactions and ensure that the right internal mechanisms are in place to overcome or mitigate them; is the core customer advocate within Allergan (e.g. identifies customer's issues, concerns and priorities); builds deep and broad engagements within the Strategic Account's organisation and develops an understanding of their key priorities, structure and business environment.
They are also responsible for developing a customer strategy and customer business plan based on the priorities and opportunities in areas of mutual interest identified with the Strategic Account; and is accountable for ensuring a broad, superior customer experience in the Strategic Account's interactions and collaboration with Allergan through coordination with all stakeholders driving the experience.
**key duties & responsibilities**:
- Develop trusting relationships with strategic accounts and growing those relationships to ensure maximum share and mínimal competition intrusion
- Develop account specific strategy in accordance with Allergan's guidelines and strategies
- Collaborate with the Allergan Medical team in the field to optimise product knowledge and business training acumen
- Work with the Regional Sales Managers and Business Excellence to segment the key account clinics and profile as appropriate to ensure appropriate coverage and call frequency
- Provide business consulting expertise
- Ensure governance structures are in place with internal resources
- Collaborate with the Clinical Specialist Trainers to optimise clinical training programs
- Develop business plans covering revenue, market share, product and sample mix
- Conduct regular reviews of business performance externally and internally
- Develop national marketing programs collaborating with internal cross-functional teams
- Identify new collaboration and growth opportunities within existing strategic accounts
- Manage collaborative planning efforts with strategic accounts to drive accurate forecast and maximize operational efficiencies
- Manage overall budget and resource allocations
- 50% travel is required for this role across Australia and New Zealand.
Quality
- Report any adverse event within 24 hours as per Allergan Aesthetics' (AA) policies and procedures
- Support AA's Quality Management System and internal auditing processes.
- Adhere to Medicines Australia Code of Conduct.
Workplace Health & Safety
- Proactively participate in AA's WHS programs, adhere to policies and promote a safe work environment at all times.
General
- Adhere to AA's internal codes of conduct and compliance processes.
**Qualifications**:
- Successful completion of relevant tertiary qualifications within business, science or healthcare.
Skills & Abilities
- A minimum of 7 years of sales and marketing experience
- Key and/or Strategic Account Management experience
- Experience in medical sales is required
- A thorough understanding of the private healthcare sector
- Demonstrated track record of achieving and exceeding business results
- Strong analytical, negotiating and critical thinking skills
- Strong business acumen and self-starter
- Demonstrated presentation, communication, listening and adaptability skills
- Proven ability to effectively communicate cross-functionally within the company
- Ability to effectively communicate with senior leaders both with customers & internally
- High customer-centric mindset
- Intermediate Excel and PowerPoint skills
**professional skills**:
Joint Solution & Value Co Creation - Maintains a working knowledge of the customers business model and applies specific customer knowledge and experience of the account when making decisions. Navigates complex situations with ease and demonstrates flexibility in order to develop sound decisions and solutions which meets the needs of all stakeholders and interested parties. Developing and implementing effective and creative solutions to business problems and opportunities that enhance Allergan partnerships and experiences.
Account Strategy Development and Differentiation - Drives the development of effective account plans to d