Overview
The Account Management Team Lead will be responsible for developing and executing strategic account plans to drive the success of Juniper Biologics portfolio in Malaysia. This role requires strong customer engagement, cross-functional collaboration, and the ability to convert insights into impactful actions that exceed customer expectations and deliver business growth. Lead other KAMs, develops necessary processes to create an effective and efficient sales organization. Provides leadership through effective communication of vision, active coaching and development.
Key Responsibilities
- Lead the team in delivering Key Performance Indicators such as Detailing, Territorial Coverage, Territorial Planning and Execution according to company / brand strategy.
- Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
- Tracks performance of the sales team immediately identifies and addresses issues as well as opportunities to keep the team on-track in achieving the company goals. Periodically appraise each individual subordinate personnel on their performance based on the Company Performance Appraisal Policy.
- Translates sales strategy into operational reality by breaking down the strategy into key tasks and identifying accountabilities; aligning people, resources, processes, and system Develops a sound understanding of all capabilities and processes to effectively sell full range of products in his/her portfolio.
- Attracts, develops, and retains talented individuals; creates a sales culture that enables his/her team members to realize their highest potentials to allow the organization to meet current and future challenges.
- Making the day-to-day decisions required to manage the sales function including deploying resources, allocating costs and direct sales activities. Takes or initiates action to address an issue, prevent a problem from arising or solve a problem.
- Provides supervision through field visits and provides guidance, instruction, positive models, and feedback to help strengthen specific knowledge/skill areas and optimize sales success and opportunities for observation in order to help individual develop required sales skills and behaviours to progress in his/her role.
- Identifies skill gaps of the sales team; plans and conducts development activities to enable the team to acquire required competencies of the job.
- Achieve or exceed sales targets for Juniper Biologics products through effective territory management and strategic selling.
- Attain call coverage and frequency objectives, conducting pre-call planning to optimize field engagement with healthcare professionals (HCPs).
- Lead the execution of sales and marketing initiatives based on customer insights and aligned with brand strategies.
- Identify and act on business growth opportunities, aiming to improve patient access and outcomes.
- Establish and maintain long-term relationships with key opinion leaders (KOLs), hospital stakeholders, and decision-makers.
- Manage key accounts effectively, including participation in tender processes and maintaining in-depth knowledge of hospital protocols.
- Ensure all commercial activities are compliant with local regulatory requirements and Juniper Biologics internal policies.
- Maintain accurate records of customer interactions and accounting activities and manage allocated budgets responsibly.
Qualifications & Requirements
- Bachelor's degree in Life Sciences, Pharmacy, Medicine, or related disciplines.
- Minimum 8-10 years of pharmaceutical sales experience, preferably in Oncology.
- Demonstrated experience working with a wide range of healthcare customers, including prescribers, payers, providers, and hospital administrators.
- Strong selling skills and confidence in delivering scientific information to diverse audiences.
- Solid understanding of account management principles, including tendering processes and institutional engagement.
- Excellent communication, interpersonal, and organizational skills.
- Strategic thinker with strong business acumen and entrepreneurial mindset.
- Passionate, self-motivated, and results-oriented with a high level of personal integrity and professionalism.
