Key Account Manager – Consumer (FCMG) (JHB North) at Aspen Pharma Group

OBJECTIVE OF ROLE

• Will be responsible for managing Key Accounts via driving and implementing Key Account Operational Plans aligned to the Strategic and Tactical Business Portfolio Plans. The successful incumbent will be responsible for Pharmacy Wholesalers and Corporate Pharmacy Key Accounts. The Key Account Manager will be responsible for driving the achievement of the sales budget for the Consumer division, managing net revenue, operating income and trade expenditure. You will be required to collaborate and work cross-functionally and inter-departmental with Marketing, Sales, Finance, Supply Chain, Legal, Compliance 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 in collaboration with the KAM Lead.
• Plan, implement, execute and monitor sales activities to drive performance on a national and regional territories.
• Be accountable and drive goals and objectives that are channel specific that include and not limited to Corporate Pharmacy, Retail and Pharma Wholesaler.
• 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.
• Identify and develop new business opportunities in both sales channel and product portfolio.
• 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.
• Monthly achievement & reporting on budgets
• Methods for improving customer services are proposed, developed and continuously updated.
• Ensure Aspen remains the partner of choice in key product categories.
• Implement improvement in services and products via execution of channel-specific tactics.
• Ensuring adherence to legislation, the Self-Care Association marketing Code and Aspen’s values, policies and procedures

Requirements
EDUCATIONAL REQUIREMENTS

• Matric
• A degree/ diploma / courses in relevant commercial/ healthcare environment (Advantageous)

KNOWLEDGE & EXPERIENCE REQUIREMENTS

• Min 3-5 years Sales / Marketing / Key Accounts management experience within the pharma industry
• Experience in setting and strategizing account budgets and tactics, including forecasting.
• Experience in customer negotiations i.e., Trade / Contracts etc.
• Strategic Market understanding and knowledge are essential.
• Substantial expertise and proven Customer Relationship Management
• Industry and market knowledge of FMCG landscape across various key account channels
• Knowledge of future trend analysis and strategic marketing
• Pharmaceutical industry experiences including laws (e.g., pricing, marketing) are essential
• Ability to gain product knowledge
• Knowledge of commercial and customer processes is very important
• Customer data analytics and use of customer tools
• Experience in P&L, Budgeting and Account Finance

SOFT SKILLS AND COMPETENCY REQUIREMENTS

• Planning, time management, budgeting, and forecasting
• Strategic thinking and entrepreneurial mindset
• Problem solving, trend analysis, and data-driven decision making
• Logical, enquiring, and commercially astute thinking
• Effective communication, negotiation, and leadership
• Strong customer focus, cultural awareness, and teamwork
• Self-motivated, proactive, and resilient under pressure
• High integrity, confidentiality, and commitment to growth