Key Account Manager (KWT)

Acino Pharma

Your Responsibilities will be:

• Understand the account structure and dynamics to help define with the sales leadership the optimum go-to-market with appropriate level of commercial, trade and promotional investments.
• Map account organizations and build strong relationships with key stakeholders and decision makers.
• Evaluate accounts revenue potential (linked with consumption capacity) and competitive landscapes using internal data and external intelligence to define the right offer in terms of volume and price.
• Forecast accurately and realistically monthly / quarterly and yearly sales objectives at product > account level.
• Know the company processes for efficient customer service (expiry & returns, credit note, etc).
• Build, present and agree with leadership on successful strategies to maximize growth (KA yearly plans).
• Engage in yearly agreement discussions to present, negotiate and sign agreed offers (in line with the commercial policy) and ensure implementation through distributors.
• Drive execution of the KA yearly plan and ensure the defined performance objectives (KPIs*) are met.
• Ensure regular and appropriate sales orders (to ensure product availability) in line with strategy, sales team expectations while maintaining reasonable inventory levels in line with account practices.
• Support sales and marketing teams in driving implementation of ad-hoc activities in account: marketing campaigns, new product enlisting, trade activations as per business requirements.
• Closely collaborate with sales and marketing teams in sharing valuable insights (i.e. new entrants, new / closed branches, account dynamics, changes in purchase patterns, slow-moving products, etc.).
• Closely collaborate with other strategic partners (i.e. distributors) to ensure one voice to customer.
• Maintain a strong monitoring of the account performance (in terms of IMS, consumption and inventory).
• Organize and drive quarterly / bi-annually business partnership meetings with accounts and sales leadership.
• Present regular business updates (as per sales yearly calendar) on accounts with requested content.
• Propose ways to enhance partnerships and new business opportunities that the business can benefit from.
  

Your Profile:

• Bachelor Degree in Pharmacy or related field. MBA or equivalent preferred.
• 7 Years of experience in pharmaceutical sales.
• Outstanding sales acumen and business aptitude.
• Excellent communication skills and influencing ability.
• High degree of customer focus.
• Ethical mindset and commitment to complying with industry regulations and company policies.
  
• Stakeholders focused; strong networking is preferable.
• Excellent communication and interpersonal skills.
• Strong analytical and problem-solving abilities to identify customer needs and recommend appropriate solutions.
• Demonstrated ability to adapt quickly in a fast-paced, ever-changing environment.