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Key Account Manager
About the job
The Position
Purpose
You will manage the end-to-end Key Accounts while ensuring effective stakeholder and customer engagement. You ensure customer centric approach, by being clear on customer needs, promoting customer propositions at all levels.
Critical to the success of this role is effective project management and ability to spot and create sales opportunities, while being conscious of organizational compliance and health and safety requirements. Propagate the opportunity in the sales funnel with a proactive approach until the closure of the opportunity.
This position reports to the Head of Sales, Marketing and Application.
Challenges
Account Management/ Customer Relationship Management:
Develop and implement the account and portfolio strategy by understanding customer requirements, working with marketing to develop product strategies, implementing strategies in market segments and securing new clients and/or expanding footprint in existing clients as required
Identify sales opportunities by engaging with customers to understand new product or opportunities, analyzing the opportunity, developing proposals and presenting to customers monthly and as required
Respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients as required
Report on sales performance by understanding KPIs, analysing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports monthly and as required
Achieve sales targets by managing sales opportunities, loading onto the CRM system, engaging with customers, preparing and presenting proposals, securing deals, monitoring customer satisfaction in implementation, identifying risks and implementing corrective action daily
Administer the sales process by loading all sales information into the CRM system, updating information, tracking pipeline progress, identifying areas of risk and opportunity and implementing appropriate actions daily
Customer Relationship Development / Prospecting:
Develop a growth strategy focused on both financial gain and customer satisfaction
Identify and map business strengths and customer needs
Conduct research to identify new markets and customer needs to expand client base and viable income streams
Have an in-depth knowledge of business products and value proposition
Addressor predict clients’ objectives
Provide trustworthy feedback and after-sales support
Build long-term relationships with new and existing customers
Report on successes and areas needing improvements
Sales Opportunities Creation:
Ensure a continuous feed of the sales funnel pipeline as per opportunities identified
Track and monitor the opportunity pipeline to ensure success
Understand win/loss opportunities and potential reasons in order to provide needed improvements
Ensure collaboration across all departments by reviewing bluesheets regularly
Commit for a promised annual added business to derive the business growth in the managed Accounts
Who You Are
You hold a BSc in Medical Science, Biomedical Engineering or similar
You preferably have a Business Management qualification
You possess a commercial experience in the medical industry with a demonstrated account management experience
You possess a high strategic mindset
You are able to communicate effectively with high negotiation skills
You have the ability of managing complexity and adapting to different situations
You possess excellent financial skills
You have excellent presentation skills (solution selling)
You also have the following skills:
Customer Relationship Management (Rexis)
Miller Heiman Selling Methodologies
Conceptual selling – MH Green sheet
Strategic selling – MH Blue sheet
Who we are
At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.
Roche is an Equal Opportunity Employer.
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Regulatory Affairs Specialist (Kuwait)
About the job
The Position
The Regulatory Affairs Specialist supports the Regional Regulatory agenda by providing support on any regulatory affairs matters required for commercial operations, with a focus on supporting the ongoing Kuwait Regulatory activities. The below job description is not intended to be exhaustive, additional responsibilities include supporting the department to establish robust work processes and assess for continuous improvement opportunities.
Your Responsibilities
Governance of the Kuwait regulatory landscape and requirements for local registration: preparing, submitting and negotiating with regional regulatory bodies to obtain approval or clearance of premarket registration as well as post market compliance
Provides expertise in translating regulatory requirements into practice, workable plans
Collaborate with the regional regulatory team and local regulatory lead to ensure compliance to local market regulations and technical file submissions
Collaborate with Product Managers and Marketing teams: Assures timely regulatory clearances and registrations for new product launches, renewals to ensure timely market access, continuous product availability and compliance
Performs the coordination and preparation of document packages for regulatory submissions for new and mature products to ensure alignment and compliance with local and regional registration requirements
Compiles all materials required in submissions, license renewal and annual registrations
Identifies the regulatory impact : changes of labelling, manufacturing, marketing for regulatory compliance, submitting the required change notifications
Monitors and improves tracking/control systems. Keeps abreast of regulatory procedures and changes
Directing interactions with regulatory agencies on defined matters, working with advocacy principles to ensure rapid and optimal registration for new products and indications, as well as line extensions and ensuring the effective and compliant regulatory maintenance of existing products
Delivering regulatory focus within the region with the team of regional regulatory responsible. Ensuring communication, disseminating relevant information to key stakeholders Building capacity across the organisation for regulatory topics using community forums, emails and face to face meetings
Educates internal and external customers regarding submissions issues regarding products. Acts as subject matter expert to management and project teams on critical regulatory issues
May serve as a contact with affiliates to achieve regulatory compliance through regional regulatory network
To collaborate with the Product Quality and Safety lead regarding the requirements for Adverse event reporting and recall management ensuring compliance to regional regulations
To actively support local organizations and marketing, sales and logistic departments to obtain documents related with regulatory affairs such as certificates, declarations, etc., needed ad required for tender processes, contracts and /or any commercial activity
To support audit activities, ensuring compliance to the divisional requirements
Check/approve promotional materials as routed through internal tools for compliance to promotional practice regulations and the external necessary approvals
Compliance
You are expected to adhere through your conduct to all applicable laws and regulations as well as to the high integrity standards as set forth by Roche.
Who You Are
Kuwaiti national will be preferred for this role
You hold a BSc/MSc degree in Pharmacy, Medical, Biomedical, Biochemistry, Biotechnology or related. Being a Qualified Pharmacist is preferred
You have at least 2 to 3 years work experience in Regulatory Affairs within the healthcare industry. Having experience in Regulatory Affairs in Medical device is preferred
You have proven knowledge with Regulations of FDA, CE, ISO 9001 / 13485
You built experience dealing with business leaders, business units and regulatory authorities
You have a tactical mindset and are able to connect the dots
You have advanced interpersonal skills and are able to understand individual needs and motivation
You are able to work both independently and in a team environment (team player)
You have advanced collaboration and negotiation skills, and are able to communicate clearly and professionally
You are a self-starter, creativity, have advanced organizational skills, and are able to manage projects independently from start to finish
You are fluent in English and Arabic, both verbally and in writing. Mastering an additional language is considered a plus
Who we are
At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.
Roche is an Equal Opportunity Employer.
