Independent Key Account Manager at Aspen Pharma Group

Objective: 

The overall responsibility of this position is to ensure the effective implementation of commercial strategies in the Independent Wholesaler and Customer Group sales channels, to drive Total company Net sales revenue and operating income, within the trade spend budget.

Main Duties:

• Effective management of Independent Key Accounts, including Wholesalers and selected Customer Groups while establishing an environment and foundation for current & future selected sales growth.
• Execute SLA’s and Logistics agreement as agreed upon and accepted by both parties. Ensure monthly services are received as per the SLA and remediated back for Audit.
• To lead the analyses, development, implementation, and measurement of all commercial initiatives linked to increasing market share at an Independent Key Account level. 
• To combine strategic, analytic and core key independent customer management skills across a variety of therapeutic areas and baskets, to improve and maintain Aspen market share at an Independent Key Account level.
• Conducting monthly sales analysis with Wholesalers / Independent groups and monitoring orders.
• Timeous submission of SLA Invoices for payment or SLA’s Promotions, claims etc
• Approve and manage short-dated stock claims.
• Listings of new product launches and submission of product codes to be loaded on Repwise

Accurate Sales forecasting through monthly sales assumption/prediction vs budget to be achieved and used as cornerstone for stock replenishment.

• Timeous submission of Stack up forecasts & related demand numbers.  

Manage stock levels at wholesalers to an optimum level.

• Ensure adequate stock levels are kept at optimal levels in the Key Independent Wholesaler Accounts in order supply generated on an Independent pharmacy level. 
• Communicate & manage excess and insufficient stock levels, by implementing commercial drives to reduce excess stock levels. 
• Communicate and collaborate with the wholesale buyer to replenish insufficient stock.
• Close co-operation and communication with Supply Chain.

Effective management of resources

• To manage allocated Sales & Commercial budgets, through effective co-ordination of sales activities and commercial behaviours against an allocated budget, on a national level

Develop and maintain excellent relationships with Key Customers.

• Conduct detailed business reviews and offer solutions in line with a customer’s objectives and environment. Maintaining a deep understanding of customer needs and monitor their preferences.
• Resolve escalated customer queries in line with company policies.
• Develop manage, and maintain industry contacts with decision makers and influencers, building strong customer relationships to ensure maximum satisfaction, and increased market share

Requirements

Qualification & Experience:

• Matric/Grade 12 Certificate
• Sales or Marketing qualification will be an advantage.
• Min 5 years Key Account Management experience obtained from Independent Pharmacy and / or Wholesale channel.
• Sales management experience will be an advantage.
• Must be proficient in MS Office: Excel, PowerPoint, outlook, and Word 
• Valid code 8 license and own transport
• Exposure & knowledge of local pharma markets (including policies & processes).

Knowledge:

• High level of Computer literacy
• Proficient on Qlikview and Power BI reporting.
• Proficient on Excel and Microsoft applications.
• Deep working knowledge of Commercial models
• Financial modelling 
• Proven sales experience
• A solid understanding and comprehensive knowledge on the Independent Wholesale Channel

Skills and Attributes: 

• High level of Commercial and strategic awareness
• Ability to think strategically and innovatively around commercial initiatives
• Effective planning, organising and co-ordinating
• The ability to communicate effectively (written and verbal) is essential
• Strong capabilities in logical reasoning & negotiation skills
• Highly numerate
• Results driven
• Effective problem solving and decision making
• Independent and self-directed individual that can drive execution
• Influencing capabilities
• Effective interpersonal skills
• Attention to detail
• Project management skills
• Analytical Skills
• Technology & System driven Skills
• Planning Skills
• Time management
• Analyzing trends
• Decision making skills
• Report writing skills
• Service orientation