Commercial Key Account Manager

at  Sandoz

KEY PERFORMANCE INDICATORS (KPIS)

• sales targets
• trade & promo expenses
• market share of Sandoz brands/SKUs
• numerical and weighted coverage of pharmacies by accounts
• sell in, sell out data
• customer feedback
• contract management: timely and proper documentation

YOUR RESPONSIBILITIES INCLUDE, BUT NOT LIMITED TO:

Sales performance:

• achieve sales targets and objectives by accounts on cycle and annual timeframes
• ensure full availability of contracted SKUs in the responsible accounts (numerical and weighted distribution)

Strategic planning and implementation

• develop and implement account plans and strategies (joined business plans JBPs with designated customers)
• identify and drive growth opportunities

Managing new launches

• developing and implementing launch strategies by accounts to ensure products’ timely availability at pharmacy level
• price management
• coordination and reporting on distribution of launch SKUs

Driving effective negotiations:

• independently negotiating and implementing business agreements with leading clients

Contract management

• ensure proper documentation in accordance with the company standards and SOPs

Optimizing trade & promotional expenses for value adding solutions

• optimizing P&L by accounts
• implementing effective and competitive trade & promo tools

Reporting

• prepare and present regular reports on account performance and forecasts by SKU level

Relationship management

• build and maintain strong relationship with key accounts to ensure excellent partnership
• cross functional collaboration: work closely with marketing, trade, supply chain, regulatory, COMEX and finance teams to ensure alignment on product offerings and client needs

Market analysis

• monitor market trends and competitive environment to tailor KAM strategy to current & future market trends

Compliance

• reporting of technical complaints / adverse events / special case scenarios related to SANDOZ products within 24 hours of receipt
• performing according to the Sandoz compliance and regulations

WHAT YOU’LL BRING TO THE ROLE:

• Bachelor’s Degree in Business Administration, Life Sciences or related field
• Minimum 2 years experience in account management or sales within the pharmaceutical or FMCG sector
• Strong analytical skills – handling data and reports, and high level of Excel knowledge
• Excellent interpersonal and negotiation skills – ability to interact at different levels in a professional and positive manner

• Self-driven personality and ability to manage activities in a solution oriented and independent manner

• Well-organized, detail-oriented - efficient in approach and able to deal with multiple priorities

• Curiosity and learning agility – eagerness to develop oneself and to find ways to increase work efficiency by using modern tools and technology

• Excellent communication and sales skills – proactive and decisive mindset