Key Account Manager Inland

Job Description Summary

Job Description

Your responsibilities include but are not limited to:

1. Sales Management & Forecasting

• Deliver monthly quarterly and annual sales targets for the Inland region.
• Develop accurate monthly sales forecasts at customer and product level.
• Track sell-in and sell-out performance through wholesalers and pharmacy groups.
• Identify volume opportunities and implement corrective actions where required.

2. Key Account Planning & Strategy

• Develop and execute annual Key Account Plans for each major group and wholesaler.
• Align account strategies with national commercial objectives and brand priorities.
• Conduct competitive analysis and identify growth drivers and risk areas.
• Manage pricing discussions promotional investments and commercial proposals.

3. Customer Relationship Management

• Build strong partnerships across key customer stakeholders including buyers group executives and pharmacy owners.
• Manage day-to-day communication and resolve operational challenges promptly.
• Ensure high-quality service delivery and maintain strong customer satisfaction.
• In field visits to build understanding of groups at pharmacy level.

4. Business Reviews & Performance Analysis

• Lead structured quarterly business reviews with Arrie Nel group Spar group Van Heerden group and other key customers.
• Present market performance category insights stock availability and growth opportunities.
• Provide data-driven recommendations to optimize product listings and sales strategies.

5. Wholesaler Management

• Directly manage key wholesalers including Arrie Nel Waterberg S Buys Osiris and City Medical.
• Ensure optimal stock levels distribution and product availability.
• Monitor returns contracts and commercial terms compliance.
• Review wholesaler buying patterns and identify opportunities to increase purchasing.

6. Formulary & Listing Management

• Lead formulary discussions and secure product listings across pharmacy groups.
• Negotiate compliance frameworks and promotional Sandoz programs.
• Track formulary adherence at store level and collaborate with Independent Salesforce teams to drive execution.

7. Cross-Functional Collaboration

• Work closely with Legal & Compliance Marketing Supply Chain Finance and Independent Salesforce teams to ensure seamless execution of account plans.
• Provide customer insights to support brand strategy forecasting and new product launches.
• Support demand planning for key product lines and ensure supply continuity.

8. Compliance & Governance

• Ensure all commercial activities comply with local legislation including MCC guidelines.
• Adhere to internal company policies ethical standards and governance processes.

Skills & Competencies

Strong negotiation and commercial acumen.

Excellent relationship-building and stakeholder management skills.

Data-driven approach with strong analytical capability.

Strategic thinker with proven planning and execution abilities.

High proficiency in Excel PowerPoint and CRM systems.

Self-driven results-oriented and able to work independently.

Key Performance Indicators (KPIs)

• Achievement of monthly and annual sales targets.
• Accuracy of forecasting and demand planning inputs.
• Successful execution of Key Account Plans.
• Growth in market share across assigned pharmacy groups.
• Increased formulary compliance and product listings.
• Quality and impact of quarterly business reviews.
• Strength and depth of customer relationships.

Youll receive:

• Competitive market related salary
• Learning & development opportunities
• Substantial medical aid subsidy
• Group Life benefits including dread disease cover
• Company paid medical aid gap cover
• Generous leave policy including parental leave

Why consider Sandoz

Generic and Biosimilar medicines are the backbone of the global medicines industry. Sandoz a leader in this sector touched the lives of almost 500 million patients last year and while we are proud of this achievement we have an ambition to do more!

With investments in new development capabilities state-of-the-art production sites new acquisitions and partnerships we have the opportunity to shape the future of Sandoz and help more patients gain access to low-cost high-quality medicines sustainably.

Our momentum and entrepreneurial spirit is powered by an open collaborative culture driven by our talented and ambitious colleagues who in return for applying their skills experience an agile and collegiate environment with impactful flexible-hybrid careers where diversity is welcomed and where personal growth is encouraged!

The future is ours to shape!

#Sandoz

Role Requirements :

Minimum Requirements

• Bachelors degree in Business Commerce Science Pharmacy or related field.
• Minimum 35 years Key Account Management or Sales experience in the pharmaceutical or FMCG industry.
• Strong understanding of the South African pharmacy and wholesaler landscape.

Preferred Experience

• Experience managing pharmacy buying groups and wholesalers.
• Demonstrated success in formulary negotiations and strategic customer planning.

Commitment to Diversity & Inclusion:

Sandoz embraces diversity equal opportunity and inclusion. We are committed to building diverse teams representative of the patients and communities we serve and we strive to create an inclusive workplace that cultivates bold innovation through collaboration and empowers our people to unleash their full potential.

The Companys Employment Equity Plan and Targets will be considered as part of the recruitment process

Skills Desired