Key Account Manager - Hospital

Cipla; München; On-site; EUR 70,000 - 110,000; Full time

Job summary

Cipla seeks a proactive sales professional to lead hospital channel growth in Germany, focusing on hospitals, buying groups, and centralized services. You will drive new product launches and build enduring relationships with hospital decision makers to maximize Cipla’s presence in the German generic portfolio.

Responsibilities include forecasting, territory planning, and cross-functional collaboration with supply chain and national sales heads to capitalize on market opportunities and sustain

Qualifications

• Experience selling to hospital buying groups, hospitals and central services.
• Strong relationship building with service heads and management.
• Ability to forecast and plan sales in line with supply and market dynamics.

Responsibilities

• Achieve annual sales targets and grow market share in hospitals and related channels.
• Drive new product launches (NPL) for the hospital vertical with end-to-end execution.
• Develop and implement annual territory plans by identifying competitors and opportunities.
• Prepare bottom-up sales forecasts and align with SCM to maximize growth and minimize lost sales.
• Engage key decision makers in hospitals to secure long-term contracts and partnerships.

Skills

Hospital sales

Key account management

Negotiation

Market analysis

Job description

The ideal candidate is an enthusiastic self-motivated sales professional who will lead and develop new sales opportunities within Hospital Buying groups, hospitals, specialized Wholesaler and Compounders, with the key objective of increasing German sales volume and overall market share of the Cipla generic portfolio.

Responsibilities

Driving sales

• Achieve agreed annual sales target and market share growth within channel.
• Clear targeted approach by sku level focusing on profit as well and revenue.
• Regularly monitor and appraise performance to identify areas to maintain and improve.
• Regular collaboration with Nat. Head of KAM to accelerate and execute on opportunities.
• Study market data and monitor Cipla performance vs market performance.
• Use market information to identify initiatives to grow the business.
• Focus Primarily on New product Launches (NPL). Products dedicated to the hospital vertical. Plan annual strategy by identifying the competitors in the market and end to end execution to meet 100% overall revenue

Supply management

• Prepare bottom-up sales forecast for the year and break it down by month.
• Ensure accurate forecast in place and aligned with SCM to deliver growth opportunities and eliminate lost sales.
• Conduct regular meetings and maintain consistent communication to understand future supply challenges and share agree on growth opportunities.
• Drive appropriate portfolio management strategy in support of the National Head of Sales

Relationship management

• Knowledge of the hospital pharmacy area, and relationship with service heads and management managers
• Knowledge of the central services of the different autonomous communities for which they are responsible
• Identify and engage key decision makers within the hospitals to ensure successful outcomes.
• Develop long-term business relationships with an agreed contractual agreement.
• Be seen as a trusted and reliable partner and as the expert in the industry.
• Build trusting business relationships to help maximise knowledge of market challenges and look to support with positive outcomes
• Consistently share insight and feedback gained by customer engagement on market trends and opportunities.
• Have a clear knowledge of the generics landscape outside of Cipla portfolio to identify shortages and potential opportunities.
• Knowledge of prices and competition strategy for each of the products