Key Account Executive

Hikma Pharmaceuticals; Khamis Mushayt; On-site; SAR 200,000 - 300,000; Full time

Job summary

A leading pharmaceutical company in Saudi Arabia seeks a Key Account Executive to manage sales objectives and build strong relationships with key accounts. The ideal candidate will have a Bachelor's degree in Pharmacy and 2-3 years of relevant sales experience within the pharmaceutical industry. Responsibilities include market analysis, sales forecasting, and developing new business opportunities. Competitive compensation and growth opportunities are offered.

Qualifications

• 2-3 years of experience in Sales in the Pharmaceutical Industry as a Key Account Executive.
• Experience within Saudi Arabia is preferred.
• Preferred experience in anti-infective diseases, hematology, and neonatology.

Responsibilities

• Manage a diversified portfolio and navigate business complexities.
• Achieve sales objectives and maximize growth opportunities.
• Prepare and provide monthly and quarterly financial forecasts.

Skills

Sales management

Customer relationship management

Market analysis

Negotiation skills

Microsoft Excel

Education

Bachelor's degree in a Medical field (Pharmacy or equivalent)

Tools

Microsoft Office Suite

Job description

• Responsible for realization of sales objectives within the assigned territory/Accounts by implementing all company activities aiming to maximize sales force productivity and maximize growth opportunities for all company portfolio.
• To manage the team within the assigned geographical territory, maintain, grow and generate new business and promote products/programs to ensure maximum distribution/market penetration of Hikma products while achieving corporate goals and objectives.

Main Duties and Responsibilities

• Recommend & implement improvements to departmental policy and direct the implementation of procedures and controls covering all areas of Commercial activity so that all relevant procedural/legislative requirements are fulfilled while delivering a quality, cost- effective service to customers.
• Supervise the day-to-day operations of Commercial section to ensure that work processes are implemented as designed and comply with established policies and procedures.
• Achieving Territory objectives for all Strategic (Promoted & Non-promoted Items)
• Prepare annual business plans for each of accounts under his scope.
• The annual plan should cover each strategic product and should meet the related qualitative standards, e.g., resources, Push & Pull strategies, key influencers strategies, KA satisfaction map…. etc.
• The annual plan should clearly define the milestones and timelines to evaluate/align the progress.
• Separate plans per product/account should be carefully crafted and shared for the business portfolio.
• Communicate the plans with all related parties including Area Managers, Product managers, Field force supervisors.
• Prepare and provide monthly & quarterly financial elements forecast as per the annual plans per account.
• Prepare, share & execute a monthly coverage plan per each account in the area under his responsibility.
• Provide an up-to-date availability, Stock and consumption level reports for Strategic (promoted &non- promoted) items within the plan scope on monthly basis.
• The data reports should be informative with clear indications about items performance versus plan, versus competition and versus historical years data.
• Conduct review meetings with stakeholders based on the milestones and timelines mentioned in the annual plan to update and recommend the corrective measures to be taken if needed.
• Conduct the pre-planned visits/meetings with accounts in the area under his responsibility.
• Provide an up-to-date monthly progress report for the new items’ performance versus their plans to all stakeholders with clear recommendations if needed.
• Provide market intelligence report on monthly basis regarding new competitive items, competition strategies, key accounts’ changes … etc. the quality of the report well be scaled as per the qualitative elements (marketplace key issues, trends, and competitive positioning of Key competitors)
• Establishing and maintaining positive relationships with KEY accounts aimed at long term sustainable business.
• Facilitate and finalize the annual commercial contracts with related internal & external parties.
• Operating within the agreed S&M expenses per account.
• Perform other duties as assigned.
• Respect Company values, code of ethics and standards.
• Respect Personal data protection and confidentiality standards.
• Identify marketplace trends and communicates them to the sales team, to capitalize on sales opportunities.
• Prepare and utilize sales tools and product knowledge, to maximize effective customer presentations to identify and meet customer needs.
• Collaborate with Sales, Marketing, Customer Service and Finance to provide a market-leading service level to customers.
• Develop current and new account relationships to increase sales in assigned territory and develop new business opportunities.
• Launch new products and programs to achieve business objectives.
• Consult with new and existing customers to address their product needs and explore marketplace conditions.
• Generate and expand support for the product portfolio through selling techniques to continuously identify and resolve problems with the accounts while ensuring a long-term relationship.
• Conduct research and build a strong customer base to find new business opportunities and support sales objectives.
• Monitor industry conditions for changes that impact business while working with customer operations to ensure accurate and efficient order processing.
• Manages and assists in the resolution of customer issues, to ensure that issues are resolved in a timely and efficient manner.
• Inventory Management & allocation inhouse and among different customers & distributors.
• Managing all customer types (Hospitals, Polyclinics, Chains, Sub-agents etc.)
• Managing Bonus, Discounts, Stock Aging & Minimising expiry returns.
• Organise and direct the activities to ensure that all work within the area under responsibility is carried out in an efficient and a compliant manner.
• Contribute to the identification of opportunities for continuous people development and talent retention as well as improvement of systems and procedures considering best practices.
• Prepare commercial reports timely and accurately to meet company and department requirements, policies, and standards.
• Complies with all relevant safety, quality and environmental management policies, procedures, and controls to ensure a healthy and safe work environment.

Qualifications & Experience

Minimum Qualifications

• Bachelor's degree in a Medical field (Pharmacy or equivalent.)

Minimum Experience

• Experience within Saudi Arabia
• A minimum of 2-3 years in Sales in the Pharmaceutical Industry as a Key Account Executive within the assigned geographical area of responsibility is preferred

Skills/Knowledge

• Ability to manage a diversified portfolio and navigate business complexities.
• Proven track record of achievements with a demonstrated ability to consistently meet and exceed sales budgets.
• Preferred experience in anti-infective (intensive care) diseases, hematology, and neonatology.
• Proficient in Microsoft Office Suite (Excel, PowerPoint, Word, etc.)

Location

• KSA- Western & South Area