Key Account Manager

Acino Pharma

The position is based in the UAE and will report directly to the Commercial Head. The role is a primary contact to buying customers and is responsible for building and maintaining strong business partnerships with accounts that ensure mutual and profitable growth with excellent levels of service.

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.