National Key Accounts Manager

Overview

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Role details

The role reports to the Commercial Key Account Lead - Adcock Ingram OTC

Job Purpose Responsible for the creation, coordination, and execution of strategic business plans for Adcock Ingram OTC key accounts including Retail Pharmacies / Healthcare wholesalers based on the use of relevant market and business analytics. Day to day commercial activities include contract implementation and management, reimbursement support, developing and maintaining strategic relationships with key decision makers, delivering sales, profit and customer investment targets. Regular liaison with Regional Sales Managers across the country.

Required Learning

Bachelor's Degree In Business or Sales and or equivalent

5 years' experience in sales / key account management with 2 years in a management role

Strategic customer management expertise within a FMCG / Pharmacy / Healthcare Wholesale environment.

Key Outputs

Develop Key Strategic Account Plans in line with the Division's Accounts National plan

Driving business growth & improving commercial execution (Growing Sales, Revenue, Gross margins, within Pharmacies & Wholesalers)

Responsible for the day-to-day commercial aspects of customer relationship management, including compliance to contracts and or agreements, contact with Key Customers, delivering sales calls, participation and preparation of meetings and negotiations.

• Negotiating prices, terms of trade, discounts, rebates, returns, etc.
• Manage expenditure within allocated trade spend budgets and trading terms with the Key Customers
• Ensures that Adcock Ingram OTC products and services are available to customer(s)
• Systematically analyses reports on sales results, bilateral business expectations and market and competitor trends
• Overall coordination of negotiations around all business dealings connected to defined customer(s)
• Monitor stock levels held at key accounts / wholesalers / distributors and advise on customer inventory holding
• Develop and nurture customer relationships with Buyers and or Wholesalers, ordering departments and internal stakeholders including Supply Chain, Finance & Marketing
• Ensure reporting of weekly numbers to the Commercial KAM Lead, tracking performance and to manage the month-end close process effectively

Core Competencies

Solid financial and business acumen with a key focus on achieving sales and other commercial objectives

Excellent quantitative & analytical skills with thorough attention to detail & accuracy

Inherent negotiation skills with the ability to influence business decisions

Ability to develop and grow strong relationships with both internal and external stakeholders

A desire to work in a high growth and results-oriented team environment

Keen understanding of Business Intelligence Tools including Micro Strategy & advanced Excel in order to execute regular and ad-hoc data analyses.

Enquiries

Closing date of applications is 8 October

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