Key Accounts Manager

2 days ago

Sandton, South Africa Coloplast Full time

**Location**:
Sandton, ZA

**Job Family**: Sales

**Country/Region**: South Africa
Key Accounts Manager

In South Africa, the opportunity to assist in developing the Commercial Partnerships business is significant - both by taking market share but also by developing new markets through improved standards of care and effective business development strategies. To do this, we are hiring a Key Account Manager (“KAM”) for our South African entity.

The KAM is responsible for the South African key accounts’ sales growth within the SA Region. This includes implementation of our commercial strategy as well as working with our Head of Business Support & Commercial Development in setting clear account priorities and translating those into KPIs. The KAM will support the Export Manager in maintaining and growing the Export market share - thus creating a platform for Coloplast to reach consumers and HCPs with intimate health care needs in regions where Coloplast presence does not exist using the CPS model.

You will be part of the South Africa and Sub-Saharan Africa Business Support and Commercial Development Team and report to the Head of Business Support & Commercial Development.

Your key responsibilities will be

SA Key Account Management
Achieve the activity and sales targets specified for this role.
Promote and differentiate our company through the total value proposition offered.
Work with the Head of Business Support & Commercial Development to execute the business plan. Be an active player in driving the effectiveness of the account management and ensuring follow up on actions.
Maintain a good awareness of competitor activity within the industry and accounts, anticipating issues and opportunities, responding in a timely manner as required.
Ensure accurate administration and record keeping, for example, maintenance of customer databases and records, progress notes and customer follow up.
Ensure a great working knowledge of the SA market, understanding their priorities and how they manage accounts.

Develop a Business Development strategy for the SSA regions of EM
Assist in developing the mid - and long-term plan to drive growth in the SSA Export market and continuously liaise with the relevant stakeholders to ensure that these plans are realized
Implement brand activation (marketing) initiatives that are inspired by the SSA export consumer insights to retain and attract clients
Support the Commercial Partnership manager in building strong relationships with all tender administrators; clinical specialists and KOLs.
Collaborates with the Marketing and Sales teams in developing and implementing tender specifications to benefit Coloplast in SSA

Regulatory Affairs and Distributor Management
Understanding of the Export Market’s regulatory affairs to ensure the supply of Coloplast products for Distributors and clients in Export Markets to warrant continued availability and growth of funding allocated to Coloplast,
Constantly review distributor performance and monitor outputs for internal reporting and analysis purposes.
Reports on sales performance vs. target on all Export Management Development on a regular basis to the Head of Business Support & Commercial Development

Professional qualifications

We are looking for an experienced, commercially minded account manager with a proven track record of implementing local projects and export experience with high impact.

Hybrid-role (JHB based) with ~50% infield (Local and potentially in Sub-Saharan Africa)
Bachelor’s degree in Business Management or similar - Master’s degree or MBA is preferred
3-5 years of Key Account Management related experience
History of consistently high performance and a proven track record of coordination ability, time management, budgeting, and attention to detail
Strong business acumen and commercial understanding
Strong project management skills across functions and time-zones
Ability to navigate and work with different global functions
Excellent numerical skills with an analytical approach to Marketing and the ability to construct fact-based recommendations and business cases
Strong ability to internalize the diversity and complexity of EM markets and to identify opportunities based on this
Strong communication and presentation skills in addition to the ability to engage with different cultures in the EM region

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 14.000 people and with products available in more than 143 countries, we are one of the world´s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward - we explore, learn and look for new ways of doing things.

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