Key Account Manager

**Division**:
OPERATIONS (COMMERCIAL)

**Department**:
SALES: KEY ACCOUNTS

**Employment Type**:
Permanent

**Job Purpose**:
Interface and responsible for management of sales and relationships with key customers & major accounts and planning and implementing sales to cultivate existing relationships and identify opportunities with respect to major accounts.

**Accountabilities-1**:
**Drive and implement Cipla Medpro Key Accounts Strategy and Policy to meet the revenue and profit plans of the company**:

- Identify and facilitate local sales opportunities within the respective region with the Sales Managers
- Collaborate to establish and recommend the most realistic sales goals for the company
- Provide active input into new business development strategies and how opportunities will impact sales for Cipla Medpro within the specific regions
- Construct detailed customer business plans aligning with marketing, distribution, and logistic capabilities
- Translate company priorities into sales priorities, identifying implications of pricing strategies, marketing strategies, etc. on both individual customers and overall customer base

**Accountabilities-2**:
**Manage each key account to achieve business objectives**:

- Segment accounts by potential and propensity and maintain accurate customer records and complete administration in a timely manner
- Monitor and critically review implementation of tactical plans against key performance indicators/critical success factors and to take corrective action with relevant sales managers
- Develop/propose commercial strategies within area (e.g. Corporates) to optimise sales growth and profitability
- Review sales results to determine problem areas and recommend actions versus planned result analysis
- Plan and initiate changes to the use of existing resources and forecast changing requirements for resources in the medium and long term, initiating and recommending the necessary changes
- Liaise with customers on their specific requirements and adjust account plans accordingly and ensure related SLA's are in place, adhered to and refined
- Advise and guide key customers on the benefits and advantages relating to Cipla products and negotiate mutually beneficial pricing agreements with the customers

**Accountabilities-2 continued**:

- Conduct field visits with decision making customers and advise them on current scripting data and account goals for the future
- Conduct Business reviews on customer for compliance to governance and business procedures
- Develop in-depth analysis on market and competitors, evaluate trends & positioning of assigned products, and methods of field-testing promotional programs to determine customer acceptance
- Sales financial management to maintain checks on costs
- Review and provide suggestions to feedback the relating customer complaints on assigned products
- Collect data relating to target Doctors and customers and marketing activities to achieve goal of assigned product
- Reports on monthly/quarterly variances

**Accountabilities 3 and 4**:
**Develops and manage stakeholder relationships to leverage Sales expertise and alignment with Global Sales**:

- Liaise and interact with Sales authorities both inside and outside South Africa
- Coordinate adherence to customer and stakeholder policy and procedure
- Engage internal customers and stakeholders on service/delivery needs

**Coach and mentor individuals to facilitate knowledge and skills transfer within the team**:

- Follow HR procedures
- Provide advice and support
- Compliance to Performance Contract
- Accountable for IDP

**Accountabilities-5**:
**Responsible for cross-functional key accounts alignment to share insights and ensure regional needs are appropriated, considered and represented in strategies and plans**:

- Align key stakeholders - marketing and medical colleagues, region and country management, functional group colleagues, and Therapeutic Area(s) counterparts in the Marketing and Regulatory Units - in business objectives and strategies
- Attend and present at quarterly meetings with the marketing department to reflect market feedback and discuss product business strategies and product knowledge
- Responsible for ensuring opportunities for cross selling and up selling of products between the various therapeutic categories
- Drive an internal matrix organization in order to capitalize on valuable market intelligence gathered by the sales strategy and relationships with key partners
- Determine how the function can service the business optimally and represent in performance indicators and scorecards
- Promote and implement plans to promote therapeutic focus as opposed to product centricity both internally as well as with customers
- Work in partnership with marketing, sales and medical to provide a value added service and proposition to key accounts
- Measure stakeholder satisfaction and performance and means to improve performance

**Education Qualification**:
Business degree