KAM Lead (JHB North) at Aspen Pharma Group

OBJECTIVE OF ROLE

• Will be responsible for managing and leading Key Account Managers via driving and implementing Key Account Operational Plans aligned to the Strategic and Tactical Business Portfolio Plans. The successful incumbent will have Key Account Managers and Divisional Assistant. Drive achievement of sales budget for total Consumer division across all accounts, managing net revenue, operating income, stock cover and trade expenditure. You will be required to collaborate and work cross-functionally and inter-departmentally with Marketing, Sales, Finance, Supply Chain and 3rd Party Logistics. Ensure the adherence to Aspen policies, systems and procedures 

KEY RESPONSIBILITIES

• Ensure all financial and non-financial objectives are achieved for Key Accounts as set by the Consumer Head 

Financial 

• Plan, implement, execute and monitors sales activities to drive performance on a national and local level.
• Be accountable and drive goals and objectives that are channel specific that include and not limited to FMCG Corporates, Cash & Carry, and Pharma Wholesaler customers whilst leading Key Accounts team
• Work closely with Finance and Debtors Team managing Operating Expenses and Debtors’ Management
• Liaise with finance and legal department in coordinating and negotiation of trading agreements and expenditure tracking and management

New Business Opportunities

• Identify and develop new business opportunities in both sales channel and product portfolio

Management of Customer Accounts

• Ensuring all strategic negotiations become operationally visible through daily interaction and communication with sales, marketing teams and management.
• Prepare and manage budgets according to operational requirements and robust expenditure management
• Control/review trade expenditure against budgets. Ensure optimal output on sales force & merchandising investments
• Monthly achievement & reporting on budgets
• Methods for improving customer services are proposed, developed and continuously updated

Maximizing product sales, profitability and stock supply mix

• Ensure entire product range is maximised, ensuring achievement through implementation and management of numerous contracts and letters of agreement
• Ensure Aspen remains partner of choice in key product categories
• Conduct environment scanning, organizational effectiveness, competitor and market analysis to ensure KAM strategic focus and direction are aligned and relevant to business opportunities
• Provide critical feedback towards the commercial strategy and tactics. Feedback to include successes, barriers, market opportunities, issues and highlight key stakeholders
• Implement improvement in services and products

Collaborating across teams and functional areas

• Opportunities for system and process improvements are enhanced and implemented
• Team effectiveness is facilitated and assessed against standards and contingencies applied when required
• Liaise with demand planning to ensure continuous and un-interrupted supply key FMCG line items
• Explore new key account opportunities
• Manage KAM’s – lead them to deliver on promo’s, short-dated stock, returns and write-off’s together with inventory management and customer days cover
• Lead KAM’s – drive collaboration and teamwork, high performance culture, with rewards, recognition and clear expectations and goal settings
• Ensuring adherence to legislations, the Self-Care Association marketing Code and Aspen’s values, policies and procedures

Requirements
EDUCATIONAL REQUIREMENTS

• Matric / Grade 12
• A degree/ diploma in relevant commercial/ healthcare environment (advantageous)

KNOWLEDGE & EXPERIENCE REQUIREMENTS 

• Min 5 years Sales / Marketing / Key Accounts experience at a management level
• Experience in setting and strategizing of departmental budgets incl. Forecasting
• Experience in customer negotiations i.e., Trade Agreements / Contracts etc
• Strategic Market understanding and knowledge – essential
• Computer literate
• Knowledge of FMCG landscape across various key account channels
• Knowledge of processes
• Recruitment and Selection
• Policy and procedure
• Finance knowledge
• System knowledge
• Product knowledge
• Industry knowledge
• Future trend analysis
• Strategic marketing
• Pharmaceutical Laws i.e. Pricing / Marketing

SOFT SKILLS REQUIREMENTS 

• Planning skills
• Time management
• Problem solving
• Budgeting
• Forecasting
• Analysing trends
• Service orientation
• Decision making skills
• Interpersonal skills
• Strong Customer Relationship Management
• Communication skills
• Self-Motivated
• Negotiation skills
• Leadership skills
• Initiative
• Accuracy
• Confidentiality
• Customer focused
• Interpersonal sensitivity
• Logical thinking
• Information seeking
• Enquiring mind
• Self-development orientation
• Cultural sensitivity
• Vision
• Integrity
• Planning and organizing
• Analytical
• Decision making
• Commercial astuteness
• Ability to handle pressure
• Negotiation skills
• Entrepreneurial spirit
• Persuasive
• Ability to delegate
• Flexible and strategic thinker