Key Accounts Manager

Job description

Key Accounts Manager Based in East

JOB PURPOSE

To build, plan, Negotiate and maintain strong business partnerships with key stakeholders in the assigned accounts in order to position Sanofi as a strategic partner and achieve sales targets and business objectives whilst ensuring maximize profitability in line with the company’s strategy

To achieve success it is critical that the KAM:

·  Formulate and close Joint Business Plan with Key Customers
·  Negotiate yearly commercial conditions & Trade Marketing plans
·  Track and monitor performance for all products in the portfolio
·  Analyze performance for all products in the portfolio and competitively
·  Oversee the account’s ordering cycle for all portfolio products with the distributors

KEY RESULTS / ACCOUNTABILITIES

·  Track and monitor performance for all products in the portfolio, consolidate data, and prepare regional reports e.g. monthly consumption, forecasted orders, phasing of orders, stocks etc.
·  Achieve and exceed monthly, quarterly & annual sales targets for all allocated products and maximize profitability
·  Analyze performance for all products in the portfolio and identify growth opportunities and  achieve optimal and accurate forecast for order’s phasing in accounts
·  Attain optimal stock management and ensure availability of promoted products with minimum expiries
·  Position Sanofi as a strategic partner to all accounts at area level.
·  Identify and grasp listing opportunities for Sanofi’s products in accounts at area level and provide support to sales and marketing throughout the process in order to minimize lead time and enhance portfolio’s penetration
·  Initiate, develop and implement tactical plans for scaling up products penetration in coordination with the sales and medico-marketing teams and ensure products’ availability to all potential prescribers, hospitals and PHCs
·  Build and maintain strong business partnerships with key stakeholders in all accounts at area level i.e. purchasing committee members, pharmacists, finance department, supply department, store managers in order to position Sanofi as a strategic partner
·  Gather market intelligence data in order to assess impact on Sanofi operations and suggest timely action plan
·  Oversee the account’s ordering cycle for all portfolio products for local purchasing in order to ensure optimal market penetration
·  Assess and mitigate risks on business in terms of price cuts, competitors’ threat and alternative source of supply
·  Liaise with local agents and internal departments to enhance business offering to the account
·  Maintain up-to-date and accurate product and environment knowledge and develop understanding on internal sales systems and procedures
·  Support pre-launch and launch activities of new products as and when needed
·  Execute business related actions in line with the industry code of ethics and  in compliance with company policies and procedures

Maintain Compliance 

·  Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with the Company procedure with a duty of care to the reputation of the Company 

Ethical Leadership

·  Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies and Procedures and any relevant legal requirements) and demonstrate personal leadership in applying these to all work undertaken.
·  Escalates any decisions, or seek the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role

Environmental and Safety Leadership

To care for his/her own safety and wellbeing and the safety of others, and to co-operate with the company to ensure a safe place of work.Employees are therefore expected to:

·  Support and conform to Company safety rules and procedures to ensure a safe and healthy working environment
·  Report any accident, incident or near miss, whether it be of personal injury or property damage
·  Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence

Thoroughly read all safety documentation issues by the Company and comply with its requirements. Escalate any doubts or uncertainties to their supervisor and / or manager.

KEY WORKING RELATIONSHIPS

INTERNAL

Cross Functional Collaboration with:

·  RSMs / MSR
·  Supply Chain & Customer Service
·  Medico-Marketing

EXTERNAL

Would be expected to be involved with :  

·  Purchasers / Pharmacists
·  Committee members 
·  Distributor Stakeholders (UM, NSM, TM, MD, SC & CS)

SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS

Qualifications:  

·  Bachelor’s degree in science, Commerce, Pharma or other relevant field

Experience & knowledge :  

·  Minimum 2 years of solid Sales Management or Key Account Management experience with Dawaa in Consumer Health Care Industry
·  Centre Key Accounts experience is preferred

Languages :

·  Arabic Native
·  English – Full professional proficiency

Skills:

·  Analytical skills
·  Project management skills
·  Communication skills
·  Negotiation skills
·  Interpersonal skills
·  Planning and organizing

COMPETENCY REQUIREMENTS                                         

·  Act for Change: Advanced
·  Cooperate Transversally: Advanced
·  Develop People Self / Other: Advanced

At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.