Key Account Manager
2 weeks ago
Company Description
We are a global specialty and branded pharmaceutical company, improving the health of patients across the world through our high quality and affordable medicines.
Aspen is a dynamic organisation built on entrepreneurial strength and forward-thinking minds. We attract high performing individuals who are passionate about their career and have a desire to exceed expectations.
At aspen, not only do we source for the best talent, but we also provide a host of opportunities for continuous development.
The Group's key business segments are Manufacturing and Commercial Pharmaceuticals comprising Regional Brands and Sterile Focus Brands.We have approximately 9 100 employees at 69 established offices in over 50 countries and we improve the health of patients in more than 150 countries through our high quality, affordable medicines.
OBJECTIVE:
Will be responsible for managing the Regional Accounts, National Buying Groups based in the regions as well as driving and implementing Key Account Operational Plans aligned to the Strategic and Tactical Business Portfolio Plans.
The successful incumbent will have customers across FMCG Wholesalers, Cash and Carry, and Pharma Wholesalers that include much growth potential.
Drive achievement of sales budget for 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 nonfinancial objectives are achieved for Key Accounts as set by the Consumer Head in collaboration with the KAM Lead
- Plan, implement, execute and monitors 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 FMCG Wholesalers, Cash & Carry, 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 partner of choice in key product categories
- Implement improvement in services and products via execution of channelspecific tactics
- Ensuring adherence to legislations, the Self-Care Association marketing Code and Aspen's values, policies and procedures
EDUCATION & EXPERIENCE:
- Matric Certificate
- A degree/ diploma / courses in relevant commercial/ healthcare environment (Advantageous)
- Min 35 years Sales / Marketing / Key Accounts management experience
- Experience in setting and strategizing of account budgets, strategies and tactics incl. Forecasting
- Experience in customer negotiations i.e. Trade / Contracts etc
- Strategic Market understanding and knowledge essential
- Substantial expertise and proven Customer Relationship Management
- MS Excel proficiency on advanced level
KNOWLEDGE:
- Knowledge of FMCG landscape across various key account channels
- Knowledge of processes
- Policy and procedure
- Customer data analytics
- Finance knowledge
- System knowledge
- Product knowledge
- Industry knowledge
- Future trend analysis
- Strategic marketing
- Pharmaceutical Laws i.e. Pricing / Marketing
SKILLS AND ATTRIBUTES:
- Planning skills
- Time management
- Problem solving
- Budgeting
- Forecasting
- Analysing trends
- Service orientation
- Decision making skills
- Interpersonal skills
- Strong Customer Relationship Management
- Communication skills
- Self-Motivated
- Negotiation skills
- Leadership skills
- Initiative
- Accuracy
- Confidentiality
- Customer focused
- Interpersonal sensitivity
- Logical thinking
- Information seeking
- Enquiring mind
- Selfdevelopment orientation
- Cultural sensitivity
- Vision
- Integrity
- Planning and organizing
- Analytical
- Decision making
- Commercial astuteness
- Ability to handle pressure
- Negotiation skills
- Entrepreneurial spirit
- Persuasive
- Ability to delegate
- Flexible and strategic thinker
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