Key Accounts Manager at Pharma Dynamics (Pty) Ltd

KEY RESPONSIBILITIES

Key account management and implementation

• Develop and execute key account strategies aligned with company objectives to achieve and exceed key account sales targets and market share goals.
• Evaluate market trends and gather competitor information, identify trends that affect current and future growth of sales and profitability.
• 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.
• Analyze 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 outcomes.
• 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 as well as formal and informal meetings

Operational requirements

• Negotiate and maintenance of the SLA agreements and formulary listings. Formulary Compliance on focus products. Corrective measures & action plans.
• Disseminate information to sales teams, marketing, and sales operations.
• Strictly adhere to budget and expense guidelines for all Key Accounts.
• New launch listings - a successful launch of all new products to rapidly gain market share.
• Ensure all invoices are received timeously and that the services obtained are captured and saved for audit purposes.
• 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.

Relationship building

• Establish and maintain strong business relationships with all key customers to maximize sales growth.
• Efficient, collaborative and constructive customer problem solving.
• Develop a strong understanding of clients’ organizational structures and build relationships at both technical and senior management levels.
• Lead and participate in customer support efforts to build strong customer loyalty – involvement in congresses and other activities.
• Promote internal and external stakeholder engagements.
• Contribute to the overall effective functioning of the sales division as a member of the sales management team

Internal co-ordination

• Proactively ensure interaction and co-ordination with field sales and management staff to apply sales strategy as well as with the Access Marketing Manager regarding funders and scheme reimbursement strategies.
• Close co-operation with operations and supply chain teams.
• Work closely with the marketing team to align marketing objectives to the KA strategies.
• Support and guide the Consumer Marketing Manager and Consumer Product Manager to assist in achieving channel dominance for the portfolio
• Infield days for coaching and mentoring Territory Managers, understanding challenges from the field that must be escalated to H/O.

Requirements

PRE-REQUISITES 

Education:

• Preferred: Business Degree and / or appropriate industry related - tertiary qualification and / or matric with industry appropriate sales and business diploma.

Experience:

• Minimum of 8 years industry experience, which shall include generics and FMCG and/or CAMS experience.
• 3 - 5 years’ Key Account Management experience.