Associate Director Key Account Management

Job Description

SUMMARY OF POSITION:

The Head of Key Account Managers in Saudi Arabia will report to the KSA Market Access and Strategic Alliances Director. The candidate will be responsible for leading and overseeing a team of Public and Private key account managers and associates with a focus on capitalizing on business opportunities within retail and public sector channels. This role will involve strategic forecasting and planning to drive successful market penetration. The candidate will also be responsible for training development and performance management of the Key Account Managers in alignment with business operational and financial objectives.

Key Responsibilities:

• Develop and lead the national Key Account Management strategy aligned with company objectives and commercial goals.
• Define clear goals KPIs and success metrics for KAM teams to drive sustainable growth.
• Maintain senior-level partnerships with decision-makers and influencers across public and private healthcare sectors.
• Guide the team in building long-term value-based partnerships and solution-oriented engagement with key accounts.
• Commercial policy documents establishment and setting right governance for different interactions and commercial processes in both Private and Public Market.
• Sponsoring G2N models implementation and ensuring right alignment with key stakeholders in Private and Governmental sectors towards setting right targets optimizing processes and trade activities.
• Oversee the creation and execution of account-specific business plans incorporating product positioning pricing strategies and tailored solutions.
• Ensure KAMs are equipped with tools and insights to effectively analyze account needs pain points and strategic priorities.
• Lead and mentor both private and public key account managers and associates to identify and seize business opportunities across retail and public channels.
• Actively participate in forecasting cycles contributing insights for both In-Market and To-Market financial and supply plans.
• Develop tailor and implement strategic plans for private and public key accounts.
• Sponsoring the implementation of (G2N) models ensuring alignment with key stakeholders in both private and governmental channels to set appropriate targets and optimize processes and tradingactivities.
• Utilize internal and external data analytics resources to gain deep insight into account dynamics market trends and competitive landscape.
• Translate insights into actionable plans to strengthen positioning and address emerging challenges.
• Collaborate closely with Market Access and Tender Management teams to secure formulary listings pricing approvals and inclusion in public procurement systems.
• Establish commercial policy documents and governance structures to streamline various interactions and commercial processes within the private and public markets.
• Facilitate business expansion initiatives support new product launches and develop comprehensive business cases accordiagnly.
• Collaborate with internal business leaders and external stakeholders to ensure seamless execution at the point of sale while monitoring the progress of market penetration strategies.
• Ensure all KAM activities are conducted in full alignment with our companys compliance policies industry regulations and ethical standards.
• Promote a culture of integrity especially in engagements with healthcare professionals and procurement bodies.
• Identify anddeveloptalent within the Key Account Management team fostering development plans to enhance team capabilities.

Skills and Requirements:

• A degree in health life sciences or medical science or equivalent experience.
• A postgraduate degree in a related discipline (preferably Finance Business Management or Healthcare) is highly desirable.
• A minimum of 5 years of experience in the pharmaceutical industry focusing on sales people management and key account management.
• People management experience is a must
• Riyadhs accounts experience is a must
• Public Sector experience is a must and retail experience is preferred.
• Previous experience in managing (P&L) is an advantage.
• In-depth knowledge of KSA healthcare regulations is essential.
• Proven track record of success in previous roles.
• Strong leadership qualities effective communication skills critical thinking abilities and a demonstrated ability to align and resolve complex issues while building robust partnerships with key stakeholders.
• Proficiency in English and excellent command of Office programs or Power Bi

Competencies:

• Familiarity with local industry code(s) of practice.
• Solid understanding of business and financial principles concepts practices and standards.
• Knowledge of risk management practices.
• Awareness of local regulatory affairs and related obligations.
• Rapid &disciplined decision making

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