Key Account Manager at Cipla

ob Purpose
Interface and responsible for management of sales and relationships with key customers & major accounts and planning and implementing sales to cultivate existing relationships and identify opportunities with respect to major accounts.

Accountabilities-1
Drive and implement Cipla Medpro Key Accounts Strategy and Policy to meet the revenue and profit plans of the company:

• Identify and facilitate local sales opportunities within the respective region with the Sales Managers
• Collaborate to establish and recommend the most realistic sales goals for the company
• Provide active input into new business development strategies and how opportunities will impact sales for Cipla Medpro within the specific regions
• Construct detailed customer business plans aligning with marketing, distribution, and logistic capabilities
• Translate company priorities into sales priorities, identifying implications of pricing strategies, marketing strategies, etc. on both individual customers and overall customer base

Accountabilities-2
Manage each key account to achieve business objectives:

• Segment accounts by potential and propensity and maintain accurate customer records and complete administration in a timely manner
• Monitor and critically review implementation of tactical plans against key performance indicators/critical success factors and to take corrective action with relevant sales managers
• Develop/propose commercial strategies within area (e.g. Corporates) to optimise sales growth and profitability
• Review sales results to determine problem areas and recommend actions versus planned result analysis
• Plan and initiate changes to the use of existing resources and forecast changing requirements for resources in the medium and long term, initiating and recommending the necessary changes
• Liaise with customers on their specific requirements and adjust account plans accordingly and ensure related SLA's are in place, adhered to and refined
• Advise and guide key customers on the benefits and advantages relating to Cipla products and negotiate mutually beneficial pricing agreements with the customers

Accountabilities-2 continued

• Conduct field visits with decision making customers and advise them on current scripting data and account goals for the future
• Conduct Business reviews on customer for compliance to governance and business procedures
• Develop in-depth analysis on market and competitors, evaluate trends & positioning of assigned products, and methods of field-testing promotional programs to determine customer acceptance
• Sales financial management to maintain checks on costs
• Review and provide suggestions to feedback the relating customer complaints on assigned products
• Collect data relating to target Doctors and customers and marketing activities to achieve goal of assigned product
• Reports on monthly/quarterly variances
• Accountabilities 3 and 4

Develops and manage stakeholder relationships to leverage Sales expertise and alignment with Global Sales:

• Liaise and interact with Sales authorities both inside and outside South Africa
• Coordinate adherence to customer and stakeholder policy and procedure
• Engage internal customers and stakeholders on service/delivery needs

Coach and mentor individuals to facilitate knowledge and skills transfer within the team:

• Follow HR procedures
• Provide advice and support
• Compliance to Performance Contract
• Accountable for IDP

Accountabilities-5

• Responsible for cross-functional key accounts alignment to share insights and ensure regional needs are appropriated, considered and represented in strategies and plans:
• Align key stakeholders – marketing and medical colleagues, region and country management, functional group colleagues, and Therapeutic Area(s) counterparts in the Marketing and Regulatory Units - in business objectives and strategies
• Attend and present at quarterly meetings with the marketing department to reflect market feedback and discuss product business strategies and product knowledge
• Responsible for ensuring opportunities for cross selling and up selling of products between the various therapeutic categories
• Drive an internal matrix organization in order to capitalize on valuable market intelligence gathered by the sales strategy and relationships with key partners
• Determine how the function can service the business optimally and represent in performance indicators and scorecards
• Promote and implement plans to promote therapeutic focus as opposed to product centricity both internally as well as with customers
• Work in partnership with marketing, sales and medical to provide a value added service and proposition to key accounts
• Measure stakeholder satisfaction and performance and means to improve performance

Education Qualification

• Business degree

Relevant Work Experience

• Minimum 5 years of experience in an Account Management of which at least 2 years of experience within a management role also experience within Pharmaceuticals is a prerequisite

Competencies/Skills

• Purpose Inspired
• Integrity and Trust Anchored
• Responsibility Centered
• Inspirational
• Excellence Focused
• Talent Mindset
• Innovation Driven
• Achievement Orientation
• Systems Thinking
• Innovation and Change
• Enterprise First