Key Accounts Manager

6 months ago

Johannesburg, South Africa Aspen Pharma Group Full time

**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. Active at every stage of the value chain, we are uniquely diversi?ed by geography, product and manufacturing capability.

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**:
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**:

- 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-stock and constrained supply or controlled supply items.
- Manage product recalls within the company SOP.
- Regular feedback sessions are held with customers to ensure continual improvement. Recommended improvements / changes are developed and implemented.
- Regular contact with Customer Service Division

**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

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