Key Account Manager : Hospital at Pharma Dynamics (Pty) Ltd

KEY RESPONSIBILITIES

Promoting Products and Implementing Sales / Marketing Strategies

• Building and maintaining positive working relationships with designated clinicians, theatre, ICU and hospital pharmacy staff.
• Develop and execute key account strategies aligned with company objectives to achieve and exceed key account sales targets.
• Evaluate market trends and gather competitive information, identify trends that affect current and future growth of division.
• Provide accurate and up to date planning and monthly reporting of results to effectively communicate successful account management outcomes.
• Increase revenue and meet defined profit objectives across accounts managed.
• Manage stock levels at wholesalers to an optimum level.
• Review and utilize data systems to model stock levels and movement and generate projected orders.
• Analyse and reporting of sales performance.
• Ensure that customers adhere to trade terms, negotiated agreements and formulary listings.
• Provide accurate and up to date planning and monthly reporting of results to effectively communicate successful account management.
• Actively seek out new revenue opportunities across existing and new customer base.
• Provide marketing data, competitive intelligence, analysis of sales/accounts data and other such information to assist the company’s continual improvement efforts.
• Regular trade visit and customer engagements may necessitate various forms, presentations and formal and informal meetings
• Maintain and enhance knowledge of products, company developments, customers, and competitors. This will also include a full and complete knowledge of the Product Information and relevant clinical papers, and clinical developments within the therapeutic area.
• Keeping up with the latest clinical data supplied by the company and interpreting, presenting, and discussing this data with health professionals during presentations
• Keeping informed of new developments in the pharmaceutical industry, anticipating potential positive and negative impacts on the business and adjusting own sales strategy accordingly
• Monitor own sales performance and use data to focus own sales activities for best results.
• Work closely with Hospital Marketing and Sales Manager to improve knowledge and implement strategies.
• Management of quarterly customer business reviews.
• Maintaining professional conduct whilst using digital detailing as well as maintaining the Marketing code in relation to digital use (e.g. no off-label claims, no statements/ claims that are not approved, only use approved marketing material etc.)

Planning/ Work Management

• Arrange appointments with Hospital Key Accounts.
• Strict adherence to budget and expense guidelines for all Key Accounts.
• Strict adherence to SFE objectives
• Planning work schedules; weekly (to be on the Repwise Management System by 7pm on Sunday) and monthly timetables.
• Monitor own sales effectiveness and use data to focus own detail activities for best results including High Visibility (HiViz).
• Close co-operation with supply chain.
• All queries are followed up and resolved in the shortest possible time within the policy framework.
• Methods for improving customer services are proposed, developed and continuously updated.

Administration

• Administration excellence
• Capturing of any leave, petrol expense claims, subsistence allowance on ESS

Reporting

• Updates of launch progress, conversion stats and competitor/in field information as required.
• Daily reporting on Repwise management system and ensuring that all call details /comments are included.
• Synchronizing of Repwise Management system – a minimum of 3 times a day 
•  Daily input of mileage on Repwise.
• Logging of training reports and submitting of attendance registers on PD Sales Training portal by the end of the week.

SMART Functions/ Hospital Pharmacy training

• Organizing conferences, events, meetings and CME’s for doctors and other medical staff including pharmacist.
• On completion of SMART function, rating feedback needs to be completed and submitted by the end of the week to the Hospital Sales & Marketing Manager.
• SMART function Return on Investment (ROI) feedback to be submitted quarterly to Hospital Sales & Marketing Manager.

Requirements

PRE-REQUISITES

• Degree or Diploma with 2-3 years’ experience as a pharmaceutical sales representative, preferably gained in Hospital environment.
• Previous experience as a theatre / ICU nurse an advantage.
• Existing relationships with key specialists and hospital pharmacies preferred