National Corporate 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**:
You will be responsible for building and maintaining strong business relationships within the corporate pharmacy channel

You will be required to create a channel strategy and ensure execution of the strategy being implemented by the sales teams leading to increasing the account's sales revenue.

You will be required to engage with internal and external cross-functional departments including Marketing, Field Teams, and the Wholesaler Key accounts manager. Close collaboration is required between the Channel Key accounts manager and the Wholesaler Key Accounts manager.
Cross-functional work across all departments to maximize and ensure the corporate channel exceeds the company's growth expectations.

This person should have existing relationships within the channel, the person will travel into regions and will be away for a few days in a month.

**MAIN DUTIES AND KEY RESPONSIBILITIES**:
Establish an environment and foundation for future sales growth in the Corporate Pharmacy channel
- Achieve and exceed the key accounts targets and market share objectives.
- Sales forecasting, and communication with Sales, Marketing, and Key Accounts are the key driver of performance management.
- Evaluate market trends and gather competitive information, identify trends that affect current and future growth.
- Achieve and exceed key sales objectives as discussed and agreed with the line manager. Analysis & reporting of sales performance.

Operational requirements
- Negotiate the SLA agreements and formulary listings. Formulary Compliance on focus products. Corrective measures & action plans
- Disseminate information to regional sales representatives, marketing, and sales operations.
- Adhere to budget and expense guidelines by specific Key Account.
- New launch listings - a successful launch of all new products to rapidly gain market share with the team.
- Ensure all invoices are monthly received and that the services obtained are captured and saved for audit remediation.
- 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.
- Professional attitude is displayed when responding to customer needs

Key to the responsibility is the implementation of corporate sales and marketing strategies.
- Support the Pharmacy Channel with tactical interventions to assist with sales optimization.
- Provide critical feedback on the commercial strategy and tactics. Feedback to include successes, barriers, market opportunities, and issues and highlight key stakeholders.
- Cross-functional work across all departments to maximize and ensure the sales growth objectives are met.
- Compile with marketing the channel strategy in a promotional grid completion and submission to the channel.
- Manage and ensure the promo execution is done timeously and the performance of the promo is tracked and communicated to the business and customer.
- Act as an internal liaison with internal liaison with Front shop, Back shop and Scientific marketing business areas to ensure alignment at key account level across all corporate functions.
- Gather competitor information. Implement with marketing Strategy against competitors in the channel.
- Gather competitor information. Implement with marketing Strategy against competitors in the channel.

Develop and maintain excellent relationships with Internal and External Customers
- Establish strong business relationships with Regional managers, Store Managers and HO staff.
- Communicate daily to Aspen Regionals managers and Sales representatives regarding performance and opportunities. Analysis & reporting of sales performance, vetting the dispensed sales out of pharmacies.
- Evaluate market trends and gather competitive information, identify trends that affect current and future growth of regional sales and profitability.
- Utilise the MS data and strategize with marketing regional and store strategies to ga

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