Key Accounts Manager – CJ Distribution/Wholesaler (JHB North) at Aspen Pharma Group

OBJECTIVE: 
You will be responsible for building and maintaining strong business relationships with these key accounts in order to drive net sales revenue and operating income within trade spend budget.  You will be required to engage with internal and external cross functional departments including Marketing, the Field Teams and Logistics and to ensure a seamless service to customers. 

MAIN DUTIES:
The successful candidate will be responsible for the following:

• Implementation of division sales and marketing strategies
• Establish an environment and foundation for future sales growth.
• Effective management of resources, e.g. money, stock, time, systems, sales tools, etc.
• Sales forecasting, close co-operation and communication with Supply Chain.
• Achieve and exceed key sales objectives as discussed and agreed with line manager. 
• Establish strong business relationships with all key customer groups to maximize sales growth 
• Manage stock levels at wholesalers to an optimum level.
• Develop and maintain excellent relationships with Key Customers
• Efficient & constructive customer problem solving
• Analysis & reporting of sales performance.
• Evaluate market trends and gather competitive information, identify trends that affect current and future growth of regional sales and profitability.
• Disseminate information to regional sales representatives, marketing and sales operations. 
• Methods for improving customer services are proposed, developed and continuously updated.
• Adhere to budget and expense guidelines by specific Key Account.
• Ensure that customer adhere to trade terms, negotiated agreements and formulary listings.
• Provide critical feedback towards the commercial strategy and tactics. Feedback to include successes, barriers, market opportunities, issues and highlight key stakeholders.
• Cross functional work across all departments to maximize and ensure the hospitals and patients access to products.
• Operational requirements and customer needs are assessed against marketing / business plan.
• All queries are followed up and resolved in shortest possible time within policy framework
• Professional attitude is displayed when responding to customer needs
• Responsibility taken for credit returns, expired stock and damages at wholesalers managed within Aspen’s standard terms and conditions.
• Ensure optimal stock levels at key accounts and seek to maximize the ROI.
• Review and utilize Qkliview and other source models for stock levels / movement and generate projected orders.
• Place order and follow through to delivery of stock
• Keep supply chain team informed of new listings and impact on stock holdings including any increase or decrease in sales expected. 
• Liaise with the Aspen Communications center to address out of stocks and constrained supply or controlled supply items.
• Manage product recalls within the company SOP.

Requirements

QUALIFICATIONS & EXPERIENCE:

• Matric / Grade 12
• B Com – Marketing and/or B Pharm, and/or BSc Medical qualification essential.
• Post graduate qualification in Marketing would be an added advantage
• 2 years Key Account Management or business development experience within the private corporate hospital environment is essential.
• 3 years previous sales management experience essential.
• Successful experience /understanding of the structure for prescribing, reimbursement, funding, formulary processes and policies within the hospital environment.
• Marketing with in the Pharmaceutical industry would be an added advantage.
• Strong conceptive, and consultative strategic selling skills a must.
• Computer literate with advanced excel and analytical skills. 
• Presentation skills
• History of top sales performance
• Decision making, commercially astute, self-driven, Teamwork, planning and organising, project management, presentation skills, strategic thinking, leadership skills, analytical thinking, influencing, innovative, relationship savvy.

COMPETENCIES:

SKILLS

• Planning skills
• Time management
• Problem solving
• Budgeting
• Analyzing trends
• Service orientation
• Decision making skills
• Interpersonal skills
• Communication skills
• Selling skills
• Team player
• Advanced Excel and Microsoft applications skills.
• Proficient on Qlikview reporting with a focus on providing analytical insight into the account

ATTRIBUTES:

• Initiative
• Confidentiality
• Empathy
• Customer focused
• Interpersonal sensitivity
• Patience
• Influence
• Cultural sensitivity
• Attention to detail
• Logical thinking
• Information seeking
• Competive Edge

KNOWLEDGE:

• Knowledge of Business
• Knowledge of processes
• Recruitment and Selection 
• Policy and procedure
• Finance knowledge
• System knowledge
• Product knowledge
• Industry knowledge
• Legislation and marketing code