Are you a driven sales professional with a knack for building lasting relationships and a passion for achieving ambitious targets? Join our team as a Key Account Manager and play a vital role in expanding our market presence and driving business growth. If you thrive in a dynamic environment and excel at stakeholder engagement, this is the opportunity for you.
Responsibilities:- Sales and Activity Management:
- Achieve quarterly and annual sales targets.
- Meet monthly and quarterly fieldwork objectives.
- Maintain and grow business in existing markets and Key Accounts according to potential and company expectations.
- Collaborate with internal stakeholders (trade colleagues) on liquidation and strategic promotions.
- Partner with internal and external stakeholders for tender management.
- Conduct market surveys and report on competitor activities and projects to ZKAM/HO.
- Key Account Planning & Management:
- Identify and target potential Key Accounts, mapping key stakeholders, influencers, decision-makers, and end-users.
- Ensure timely product supply to institutions/stores by coordinating with the supply chain team and stockists/channel partners.
- Maintain financial integrity when proposing discounts, special rates, or product bundling on a case-by-case basis.
- Explore new Key Accounts and list new products in existing ones to foster business growth.
- Customer Engagement:
- Build, manage, and retain internal and external relationships with all stakeholders and influential bodies.
- Relate effectively with individuals at all organizational levels, from the shop floor to CMD/CEO/Head of Institution.
- Build trust and positively influence all stakeholders, both internal and external.
- Address inquiries from internal and external stakeholders.
- Coordinate and execute customer engagement activities with relevant departments to build the market for our products.
- Conduct customer engagement activities in compliance with company principles, internal rules, and applicable legislations.
- Plan and execute patient-centric activities such as CMEs, Webinars, OTOs, RTMs, Ward Meetings, and Clinics in assigned Key Accounts, closely following up with key participants for effective patient uplift.
- Liaise with important stakeholders and institutional purchase committees for product inclusion in the pharmacopoeia and to drive business for existing products in rate contracts.
- Closely monitor outstanding payments and follow up with channel partners and Key Accounts regularly to ensure healthy cash flow.
- Administration:
- Compile and submit fixed formats to ZKAM/HO within the specified timeframe, including monthly/quarterly/yearly projections for sales, activity, and production planning, as well as stamped goods requirements.
- Compile and record sales and activity data monthly.
- Prepare documentation for engagement events.
- Maintain a dynamic and appropriate customer list for business needs each quarter.
- Evaluate new channel partners/service providers for appointment and complete necessary documentation.
- Evaluate CN claims/service charges of channel partners and forward them to HO for approval.
- Actively participate and contribute in all invited internal meetings.
- Build trust and positively influence internal stakeholders for administrative functions.
