Key Account Manager

7 months ago

Johannesburg, South Africa Galderma Full time

With a unique legacy in dermatology as well as decades of cutting-edge innovation, Galderma is the pure-play dermatology category leader, present in approximately 90 countries. We deliver an innovative, science-based portfolio of premium flagship brands and services that spans the full spectrum of the fast-growing dermatology market through Injectable Aesthetics, Dermo-cosmetics, and Therapeutic Dermatology. Since our foundation in 1981, we have dedicated our focus and passion to the human body’s largest organ - the skin - meeting individual consumer and patient needs with superior outcomes in partnership with healthcare professionals. Because we understand that the skin we’re in shapes our lives, we are advancing dermatology for every skin story.

We look for people who focus on getting results, embrace learning and bring a positive energy. They must combine initiative with a sense of teamwork and collaboration. Above all, they must be passionate about doing something meaningful for consumers, patients, and the healthcare professionals we serve every day. We aim to empower each employee and promote their personal growth while ensuring business needs are met now and into the future. Across our company, we embrace diversity and respect the dignity, privacy, and personal rights of every employee.

At Galderma, we actively give our teams reasons to believe in our bold ambition to become the leading dermatology company in the world. With us, you have the ultimate opportunity to gain new and challenging work experiences and create an unparalleled, direct impact.

Key Account Manager - Consumer

Johannesburg

**Job Description**:
Job Responsibilities
- Achievement of annual sales growth targets for overall Consumer business
- Achievement of annual sales growth targets for all Key Accounts assigned including both Rx and SM
- Trade channel
- Establish Terms of Trade agreements and relevant tracking documentation
- Negotiate annual terms of trade including co-op allocation, pricing, stock weight, share of shelf and promotional activity
- Negotiate, deliver and manage national trade co-op budgets
- Identify new business opportunities by analysing competitor, trade and company performance with view to driving and realising new business opportunities
- Develop relevant templates in a central location (compliance reports, account plans, promotional plans) to increase efficiencies and build a business memory
- Develop with Marketing relevant Trade promotional activity in the context of the global marketing strategy
- Implement and follow up on promotional activity to ensure optimal execution
- Create and review promotional activity objectives to ensure ROI
- Launch all new products to Trade
- Submit and manage monthly promotional forms to Trade Groups
- Manage Trade promotions budget
- Provide direction and leadership to the national pharmacy team in dealings with Trade
- Attain a high level of knowledge relating to Trade groups, designated brands, diseases and conditions (and associated treatments, as well as relevant competitive products)
- Provide to Management monthly business reviews including sales, growth, promotional activity, competitor movement and Trade activity
- Manage purchase orders and tracking to control budget versus investment
- Track and develop counter activities for competitor Trade promotional activity
- Develop and build strong relationships with multiple stakeholders to develop and integrate solutions to drive sales and profit growth whilst delivering value to the trade
- Deliver significant growth within Trade
- Provide business reviews to Trade twice yearly or as required
- Provide monthly reports to Self-Medication Team detailing Trade promotional activity, banner sales and growth for Galderma, competitor products and associated markets
- Forecast and track annual promotional uplift by brand and group within Galderma forecasting system
- Monitor accountable wholesaler forecasts and drive demand through wholesalers to meet monthly ex-factory targets
- Other items not yet anticipated but which will drive the business

Minimum Requirements:

- Business degree or equivalent
- 3 - 5 years Key Account experience in the Pharmaceutical industry or equivalent.

Competencies:
Professional Technical
- An experienced highly organised sales professional with proven business skills within the Pharmacy arena.
- Established strong relationships with Clicks, UPD etc
- Energy, vision and commercial awareness to continue the profitable development and growth of the national business.
- An analytical mind to monitor the industry, market and trends and undertake business development and marketing activities to take advantage of all opportunities.
- A natural communicator with a consultative and customer focused approach than will enable the development and nurturing of multi-level internal and external relationships.
- To perform this role successfully, an individual must be able to perform each essential duty

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