Key Account Manager

Multisearch Recruitment; Johannesburg; On-site; ZAR 600,000 - 800,000; Full time

Job summary

multiSEARCH Recruitment is seeking a skilled professional based in Johannesburg to manage key accounts in the pharmaceutical market. The role involves driving growth, executing commercial strategies, and maintaining key customer relationships.

The ideal candidate will have at least 5 years of experience in the pharmaceutical industry, strong business acumen, and expertise in managing complex accounts. Proficiency in Microsoft Office and Power BI is advantageous.

Qualifications

• Minimum 5 years of relevant experience in the pharmaceutical market.
• Experience in successfully delivering objectives in time and within budget.
• Knowledge of pricing and pricing models.

Responsibilities

• Manage execution of the commercial strategy within various pharmacy environments.
• Identify market expansion opportunities and improve efficiency.
• Collaborate with marketing for product pull-through within key accounts.

Skills

Business and Financial Acumen

Problem Solving

Analytical Abilities

Pharma Market Knowledge

Contract Negotiation

Education

Relevant Bachelor’s Degree or Marketing Qualification

Tools

Microsoft Office

Power BI

Job description

This role reports to Business Unit Director: Clones, Generics C OTC.

KEY RESPONSIBILITIES

• Recognised as the expert with an excellent understanding of:
  • clinical and non-clinical customers (including government and patient) and their short and long-term requirements,
  • the drivers influencing purchasing behaviours
  • the competitive, regulatory, compliance and funding environments
  • overall marketplace challenges
  • pricing
  • Managing execution of the commercial strategy within corporate retail pharmacies, independent pharmacies, wholesalers and hospital environments
• Works closely with the relevant Business Unit Executives, Marketing and Sales Teams to define strategic channel approach based on sales and volume management of key accounts
• Face of the company with key customers
• Identifies market expansion opportunities, efficiency improvements, best practices and processes to retain key accounts
• Implementation and execution of initiatives in their relevant key accounts
• Return on investment and order
• Key contributor to South Africa Business planning process by collaboratively defining growth targets and activities
• To drive growth and expand the market with their responsible key account/s
• To ensure compliant activities with accounts as well as management of both the top and bottom line
• Collaborate with Marketing to ensure product pull through and mix evolution as appropriate for the key account markets
• Collaborates with Marketing, SA Sales, SFE, Commercial, and Regulatory to ensure the successful implementation pull through of newly launched products within the key account
• Negotiates contracts C SLA’s with key accounts
• Monitors and ensures product volume forecasts are in line with contractual agreements with key accounts
• Drives commercial channel strategy including discounts and Trade Marketing strategy to ensure both revenue and profit objectives are met
• Negotiates annual pricing increase with key accounts in collaboration with business where relevant and effectively executes annual SEPA increases in accordance with DoH (department of Health) SEPA communications
• Manages stock holdings in set accounts (eg run rates, or out of stocks)
• Monthly track on review of accounts with the business
• Ensures channel strategy is collaboratively and executed within the sales force to meet the key account needs and works with the Regional Sales Managers, Commercial Managers to design appropriate Pharmacy/Stakeholder training and implementation plans based on the market intelligence acquired Is aligned with Marketing and Sales programmes, strategy and acts as a conduit of the same within a key accounts environment, whilst feeding back the impact of such strategies and programmes
• Actively participates with the Business Intelligence team and commercial teams to implement findings into tactical solutions
• Ensure compliance with all SOPs including forwarding of all received Product Quality Complaints, Adverse Events and Medical Enquiries to the relevant person in Quality Assurance/ Pharmacovigilance/ Medical Affairs
• Completion of all assigned training within the specified timelines
• Forwarding of all received Product Quality Complaints, Adverse Events and Medical Enquiries to the relevant person in Quality Assurance/ Pharmacovigilance/ Medical Affairs

• Ensure the availability of training plans according to the role and manage training record and expense filing management for product portfolio
• Ensure the company values form a foundation for daily operations and help guide decisions as well as contribute towards shaping the team culture

KEY SKILLS, QUALIFICATIONS C EXPERIENCE

• Relevant Bachelor’s Degree or relevant marketing qualification
• Minimum 5 Years relevant experience in the Pharmaceutical market
• Strength in Business and Financial Acumen
• Successful experience in Clones or Generic environment is essential
• Launch experience with either Clones or Generics
• Experience in successfully delivering objectives in time and within budget
• Adept at problem solving supported by analytical abilities to make fact-based conclusions about the impact of market dynamics, customers and competitors on marketing/selling plans
• Working knowledge of the Pharma environment, relevant procedures, and funding issues
• Proficient on Microsoft Office Power Bi an advantage
• Embodies Our Company Values C Behaviours in all internal and external
• Proficiency in MS Business Acumen to execute a channel strategy end-to-end managing all stakeholder relationships
• Understands reimbursement and funding policy implications on sales growth and brand adoption
• Knowledge on pricing and pricing models
• Ability to forecast appropriate products, at the appropriate time for key account customers
• Ability to negotiate contracts within a key account environment