JOB DESCRIPTION :
The Key Hospital Account Specialist will be responsible in driving hospital leadership and building the Abbott Nutrition's Medical / Adult franchise in key hospital accounts through brand equity building programs that will create awareness, trial and preference by physicians, nurses and dieticians that haloes to the community, build ties and relationship with hospital key personnel, leverage the hospital to build long-term patient relationships that will drive downstream community sales, and pioneer holistic nutrition solutions for transformation of key hospitals to nutrition centers of excellence.
Sensitive / confidential data handled : Hospital P&L, Pricing strategies, Abbott and Market information
Key Areas of Accountability :
1. Hospital Business Expansion
Drive hospital leadership through hospital expansion opportunity by offering nutrition management solutions that improve patient outcomes Drive usage of commercial formula and establish nutrition screening / assessment and nutrition care protocols Implement company and brand equity building activities that creates awareness, trial and preference by physicians, nurses and dieticians that haloes to the community Hospital malnutrition data gathering
2. Hospital Account Management
Analyze, propose and establish the most effective distribution and financial pathway between Abbott Nutrition and the customer.
Conduct profiling of accounts to determine strategic value of the hospital, profit potential and influence on community sales Understand the dynamics of each key hospital in terms of business processes, nutrition practice, business and personal needs of key decision makers, Conduct strategic planning and goal setting for each key account, develop a comprehensive hospital business plan (incorporating marketing strategies, SWOT / PEST analysis, resource allocation, etc) Collaborates with ANI marketing team to develop innovative and cut-through strategies and initiatives to be implemented in assigned hospitals Structure business partnerships through long term contracts with key hospitals and for ANI to be valued as a strategic partner Manage and develop strong ties with key decision makers of hospitals, foster strong partnerships with key customers (HCP or non-HCP)
3. Product & Services Portfolio
4. KOL Development
Development of new Nutrition Key Opinion Leaders to support new product launches Development of KOLs into full-fledged advocates of nutrition and ANI-MN brands
5. Patient Acquisition and Retention
New user acquisition through implementation of in-hospital programs such as admission and or discharge kits Initiate long term patient relationships via enrolment and monitoring of patient care through CRM Implementation of In-hospital patient education to create nutrition and product awareness and trial
Knowledge & Experience :
Competencies required :
Minimum Qualification :
The candidate for Key Hospital Account Specialist ideally has at least 5 to 8 years of relevant experience in sales, preferably account management.