Key Account Manager - KZN

Aspen Pharma Group; KwaZulu-Natal; On-site; ZAR 30 000 - 70 000; Full time

Job summary

An established industry player in the pharmaceutical sector is seeking a driven sales manager to oversee territory sales activities. This role involves optimizing product demand, managing stock levels, and building strong relationships with key customers. The ideal candidate will have a proven track record in sales management and the ability to analyze market trends effectively. Join a dynamic organization dedicated to improving patient health worldwide, where your contributions will directly impact the lives of patients across multiple countries. If you're passionate about sales and eager to exceed expectations, this opportunity is perfect for you.

Qualifications

• Proven track record in achieving sales targets and managing customer relationships.
• Ability to analyze market trends and stock levels effectively.

Responsibilities

• Manage territory sales activities to meet targets and ensure product supply.
• Build strong relationships with key customers to maximize sales growth.
• Analyze trends and prepare business reports as instructed.

Skills

Sales Management

Customer Relationship Management

Data Analysis

Negotiation Skills

Stock Management

Education

Bachelor's Degree in Business or Related Field

Sales Training Certification

Tools

QlikView

Power BI

Job description

We are a global specialty and branded pharmaceutical company, dedicated to improving patient health worldwide through high-quality, affordable medicines. We operate across every stage of the value chain, with diverse capabilities in geography, products, and manufacturing.

Aspen is a dynamic organization built on entrepreneurial strength and innovative thinking. We attract high-performing individuals passionate about their careers and eager to exceed expectations. At Aspen, we not only seek the best talent but also provide numerous opportunities for continuous development.

The Group’s main business segments include Manufacturing and Commercial Pharmaceuticals, which comprise Regional Brands and Sterile Focus Brands. We have approximately 9,100 employees across 69 offices in over 50 countries, impacting the health of patients in more than 150 countries through our high-quality, affordable medicines.

OBJECTIVE OF THE ROLE

To manage assigned territory sales activities to meet sales targets and ensure sufficient and equitable product supply in the region. Coordinate customer and market development activities to optimize sustainable volume demand and responsible use of products.

KEY RESPONSIBILITIES

The successful candidate will be responsible for:

• Optimizing volume demand at the Depo level through effective operational efforts.
• Facilitating product supply into the territory by coordinating orders across healthcare facilities.
• Achieving and exceeding monthly sales objectives as agreed with the line manager.
• Building strong business relationships with key customers to maximize sales growth.
• Ensuring optimal territorial coverage aligned with divisional needs.
• Gathering and disseminating information on prescribing trends and usage of major products.
• Analyzing trends using facility data and reports from the company’s Business Information System (BIS).
• Sharing information on new tenders with facilities for planning and forecasting.
• Tracking demand patterns and informing demand planning promptly.
• Initiating quotations, securing stock, and coordinating direct deliveries.
• Supporting stock allocation efforts with CLOs and NSMs for stock shortages.
• Organizing customer meetings, CMEs, and conferences within the region.
• Preparing and submitting business reports as instructed by the NSM.
• Delivering professional presentations on performance and territory status as required.
• Maintaining compliance-related records.
• Establishing contacts with industry leaders, policymakers, and influencers to add value.
• Ensuring customers maintain adequate stock levels per provincial policies.
• Promptly following up on queries and resolving issues within divisional policies.
• Managing credit returns, expired stock, and damages at wholesalers.
• Maintaining optimal stock levels at facilities and maximizing ROI.
• Minimizing stock write-off risks and managing stock write-offs responsibly.
• Addressing customer issues according to their needs.

STRATEGIC NEGOTIATIONS

• Achieving and exceeding key sales objectives as agreed with the line manager.
• Ensuring depots are stocked according to policies.
• Replenishing stock responsibly, considering stock policies.
• Driving stock replenishment at DDV sites and depot institutions through data management.
• Making strategic engagements visible through daily communication with colleagues and management.
• Adhering to new legislations, marketing codes, and Aspen’s values.

STOCK MANAGEMENT

• Monitoring stock levels via QlikView and managing stock write-off risks by prioritizing short-dated stock.
• Ensuring short-dated stock is offered first.
• Managing customer stock queries through QlikView and Power BI reports.
• Collaborating with CLO and NSM on stock issues and customer acceptance.
• Handling product recalls in accordance with SOPs.