Key Account Manager-chc
2 weeks ago
Acino is a Swiss pharmaceutical company, leader in advanced drug delivery technologies. We have a clear focus on selected emerging markets in the Middle East, Africa, the CIS Region and Latin America, and operate in some of the most dynamic countries of the world. We value courage, commitment, trust and empathy and provide an environment that supports initiative and effort. We are proud to be action-oriented and open-minded, with a strong focus on quality and product availability, even in remote and hard to reach areas of the world.
This role will be based in Cairo, Egypt position will report directly to the Business Unit Head-CHC. The role plays a crucial part in building and managing relationships with Pharmacies and Chain Pharmacies, driving sales of Acino’s products, increasing Acino’s market share, and ensuring customer satisfaction.
**Your responsibilities will be**:
- **Key Account Management**: Develop and maintain strong relationships with Key pharmacies and chain pharmacies. Understand their business needs, challenges, and objectives, and act as a trusted advisor in providing appropriate solutions.
- **Sales and Business Development**: Meet or exceed sales targets by identifying opportunities to promote and sell Acino’s products to Pharmacies. Develop account plans and strategies to maximize Acino’s sales growth and market penetration.
- **Product Knowledge and Education**: Stay up to date with the latest developments in pharmaceutical products, therapies, and healthcare regulations. Provide product education and training to key clients, ensuring they have a deep understanding of the features, benefits, and appropriate usage of Acino’s products.
- **Customer Relationship Management**: Serve as the main point of contact for Acino’s key clients, addressing inquiries, concerns, and providing timely support. Build and maintain strong relationships with key decision-makers and influencers within client organizations, fostering trust and loyalty.
- **Cross-functional Collaboration**: Collaborate with internal teams, including sales, marketing, medical affairs, and regulatory affairs, to align strategies and deliver value to key clients. Provide market insights and feedback from clients to shape marketing campaigns, product development, and business strategies for Acino.
- **Contract Negotiation and Management**: Negotiate contracts with key accounts, ensuring favorable terms and conditions for both parties. Collaborate with legal and compliance teams to ensure adherence to Acino’s regulatory requirements and internal company policies.
- **Market Analysis and Planning**: Conduct market research and analysis to identify market trends, competitive activities, and potential growth opportunities. Develop strategic account plans, including sales forecasts, promotional activities, and market strategies to achieve sales targets.
- **Compliance and Ethics**: Ensure compliance with pharmaceutical regulations, industry codes of practice, and Acino’s internal policies. Adhere to ethical standards in all business interactions and maintain a high level of integrity.
- **Overseeing Merchandising Activities**: Ensure the correct placement, visibility, and availability of Acino’s products in key accounts. Collaborate with merchandising teams to create product displays, monitor inventory levels, and ensure promotional materials are implemented effectively. Regularly audit the store environment to ensure compliance with agreed merchandising plans and take corrective actions where needed.
**Key Highlights**:
- **Specialized Focus**: The chain channel has unique needs and dynamics. A KAM ensures tailored strategies and stronger relationships with key accounts.
- **Cross-Functional Collaboration**: KAMs collaborate across departments, leading to more effective strategy execution and higher customer satisfaction, fostering loyalty and retention.
- **Data-Driven Insights**: KAMs provide valuable insights specific to the chain channel, guiding strategic decisions and improving overall performance.
- **Implementation Strategies**: By acting as shopper managers, KAMs optimize point-of-sale materials (POSM) placement and analyze KPIs to meet consumer needs.
- **Strategic Growth**: KAMs identify growth opportunities, driving additional revenue through upselling, cross-selling, and executing negotiation outcomes with key accounts, directly impacting revenue and contribution.
**Your Profile**:
- Bachelor’s degree in Pharmacy (advanced degree preferred).
- Proven experience in key account management or sales within the pharmaceutical industry. Minimum 3 years’ experience at least 2 as Consumer Health Care Account Manager.
- In-depth knowledge of the pharmaceutical market, including products, therapies, and healthcare systems.
- Strong sales and negotiation skills, with a track record of achieving or exceeding targets.
- Excellent communication and interpersonal skills, with the ability to build relationshi
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