National Key Accounts Manager - Pharmaceutical
National Key Accounts Manager - Pharmaceutical
Posted on :
07-05-2025
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1 Vacancy
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Job Description
Job Title: National Key Accounts Manager Pharmaceutical
Department: Commercial Business Unit
Reports to: Head of Business Unit
Jointly Reports to: General Manager
1. JOB PURPOSE
To lead and grow strategic partnerships with key hospital and healthcare institutions across Kenya including Tier A Tier B and other public mission owned and private sector stakeholders by establishing a bestinclass Key Accounts framework. The role focuses on optimizing listing of products distribution enhancing customer satisfaction protecting profit margins driving strategic growth and building a highperforming key accounts commercial team.
3. KEY DUTIES & RESPONSIBILITIES
Route to Market & Distribution Optimization
Design and optimize routetomarket strategies to enhance direct distribution efficiency and coverage.
Evaluate and improve distribution infrastructure and parameters to ensure product availability in key institutions.
Strategic Key Account Management
Develop and manage longterm relationships with Tier A and B hospitals across the country.
Lead contract negotiations and renewals to ensure favourable terms aligned with business goals.
Conduct quarterly business reviews with key clients to strengthen partnerships.
Implementation and follow up implementation of planogram
Validate planogram with KAE
Commercial Strategy & Business Planning
Actively contribute to the annual strategic business planning and quarterly commercial reviews.
Conduct yearly market and competitive landscape assessments to align strategic direction.
Benchmark performance and commercial activities against industry best practices
Annual budget planning (sales target advertising and promotional budgets)
Prepare budget by brand (economics trend new products campaign price adjustment)
Monitor review and report on all marketing activities
Determine and manage the A&P Budget
Report on ROI and KPI
Ensure that the marketing objectives are achieved measured and reported
Develop and implement strategies to protect and enhance gross profit margins.
Drive achievement of financial KPIs and targets as outlined in the commercial financial grid.
Support budgeting processes and ensure robust profitability tracking and reporting.
Suppliers Management
Meet regularly with Suppliers to build effective relationships and promote our client products as the leading partner
Respect suppliers regulations regarding storage logistics distribution sales activities and pricing structures
Prepare and ensure suppliers business reviews are prepared in a timely manner
Liaise with suppliers for NPD set targets or strategic plans concerning brands
Prepare the monthly reports and attend to all queries in a timely manner
Prepare suppliers visit (business review trade visit & administration)
Main contact of suppliers
Build strong relationship with suppliers
Customer Relationship Management
Drive customer satisfaction by ensuring high service levels and timely delivery to institutions.
Define track and improve the Net Promoter Score (NPS) as a core customer satisfaction metric.
Implement service excellence and customerfirst principles throughout the team.
Handle customer complaints effectively in a timely manner
Sales Forecasting
Apply marketing excellence techniques and build winning marketing/brand plans.
Ensure accurate and deep understanding of customer needs competitor positioning and market trends.
Drive appropriate pricing strategies and optimize product mix for target institutions.
Maintain a strong presence in the field and embody handson leadership.
Update sales forecast and liaise with Supply Chain to efficiently manage and monitor stocks
Follow up of proper ordering and smooth flow of stocks and optimum stock levels
Align with calendar of activities
Review monthly sales forecast taking into account latest trends
Assess SFA and adjust forecast if need be
Promo Planning
Planning of promo: preworkings and analysis
Work with sales team to create and tract promotional activities
Ensure proper implementation of promotional and trade activities
Follow up with sales on demand plan
Ensure deadlines are respected for submission of TPR and followup on implementation
Responsible for the elaboration of the trade promotions in consultation with KAE
Stock Management
Analyse stock report and prepare action plan for depletion by brand skus and customer
Lead short expiry depletion plan
Analyse and validate impact for depletion (sales under cost unit cost finance by suppliers etc)
Execute for depletion and follow up with sales team
Share plan for execution by sales team after cross checking physical availability in warehouse
Market Monitoring
Conduct market research to determine market requirements for existing and future products
Analyse the market product performance and launching of new products
Data analysis and interpretation
Research products to identify new opportunities
Continuous observation and monitoring of competition and their activities
Keep track of and evaluate the marketing activity of competitors
Undertake market research to remain competitive in the consumer market
Collect analyse and make use of information of the different media channels
Ensure market surveys and field research are carried out for new products
Closely monitor and analyse and competitive activities
NPD
Conduct Market Analysis
Product trials and tasting
Prepare costing and sales forecast
Authorisation from Authorities
Define distribution channel
Prepare Price List for listing
Prepare listing documents: presentation and sales arguments
Identify and propose new areas of development
Reporting
Preparation of figures and presentation
Ensure timely sales and marketing reporting to suppliers and the Management
Service Excellence
Participate in the implementation of Service Excellence initiatives/ projects of the department.
Ensure that team members are fully engaged and committed to Service Excellence and that excellent service level are maintained at all times
Assess Service level on a continuous basis and address any matter impeding excellent service level
Handle and/or follow up on queries and complaints promptly and ensure that appropriate corrective actions are taken in a timely manner
Implement Service Excellence KPIs monitor and continuously improve service level of the department
Human Capital
Support the setup and structure of a new Key Accounts commercial team.
Lead coach and develop a highperformance team with a strong culture of engagement and empowerment.
Implement people processes including performance management succession planning and talent development.
Provide product knowledge training to internal and external stakeholders
Ensure positive and effective communication with subordinates and staff through the governance framework
Ensure that Human Capital initiatives including but not limited to Leadership Succession Plan and Great Place to Work are properly and successfully deployed within the department
Identify competency gaps manage learning and development plans and provide opportunities to team members to learn and grow
Identify areas of improvement with respect to discipline code of conduct team members engagement and address & resolve conflicts & issues
Ensure that all health and safety provisions and measures are properly adhered and complied with at all times
Ensure that the department comply with established policies and procedures company s standard practices as well as legal provisions as per prevailing legislation
Requirements
Requirements
4. Qualifications Skills and other prerequisites
Qualifications
Degree in Sales & Marketing or any other equivalent
MBA is an added advantage
Experience
At least 10 years experience in all aspects of developing and managing marketing and sales strategies
Must have proven track record managing key institutional accounts in the pharmaceutical or healthcare distribution industry.
Technical Knowledge & Skills
Strategic thinker & result oriented
Excellent analytical and leadership skills
Strong team player working with cross functional teams
Excellent communication negotiation influencing and interpersonal skills
Flexibility and adaptability
Marketing skills
Organisation and planning
Strategic thinking and decision making
Problem solving
Data analysis
Employment Type
Full Time
Key Skills
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