Key Account Manager - Independent Wholesaler at Aspen Pharma Group

Main Duties:

• Effective management of Key Account wholesalers, while establishing an environment and foundation for current & future selected Independent Wholesaler 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 Wholesaler 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 Wholesaler level.
• Pharmacy Network Data Purchase tracking & tracing
• Pharmacy Network Invoice generation & follow up
• 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

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

Knowledge:

• High level of Computer literacy
• Proficient on Qlikview 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

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).