Key Account Manager
To develop, implement and manage campaigns and commercial activities.
To work closely with Customer Services, and Sales teams to ensure brand and customer strategies are executed in prioritized accounts.
Key Accountabilities
I.Sales and Account Management:
- Key Account Plans.
- Execute tactical commercial activities.
- Use of business intelligence (including market research, loss of exclusivity, price and tariff changes etc.) to inform forecasts, plans and activities.
- Monitor progress against designated plans to ensure corrective action can be taken if deviations occur.
- Ensure the availability of USP’s product at the wholesaler’s level against agreed metrics.
- Order tracking, billing and customer account
- Regular review of performance and progress of implementation of plans against agreed metrics
- Ensure the integration and sharing of all brand and customer knowledge into brand and customer marketing via agreed processes.
- Develop constructive internal and cross functional relationships to facilitate team working; the exchange of information; customer knowledge and the development of business opportunities.
- To maintain accurate and timely records.
- Ensure compliance to FCPA and GPIHP
Performance Measures:
- Achieving budget.
- Ensure Growth.
- Timely submission of plans.
- Business / Customer / Account plans reviewed Monthly basis and revised to capitalize on opportunities.
- Number of new business opportunities acted on
- Timely submission of accurate reports.
- % compliance to legislation / policies and SOPs eg Adverse Event Reporting; GPIHP
Key Activities:
- Build and execute on Key Account plans.
- Collect, analyze, interpret and share relevant market information and sales data to support the identification of sales and opportunities.
- Monitor performance account plan execution; contact plan; customer satisfaction metrics – highlighting issues and taking appropriate actions.
- Regularly review and update business/account/ customer plans.
- Participate and contribute to cross functional work.
II.Customer Relationship Management:
• Be the face for key accounts /wholesalers.
• Manage designated key accounts for given geography by developing strategic partnerships that deliver on customer and USP objectives
• Maintain up to date customer / account records – using appropriate tools and processes.
• Build and manage key relationships locally.
• Ensure that accurate, timely and relevant customer knowledge; information managed.
▪ Develop customer value propositions.
▪ Regularly review customer profiles and information to help build stronger customer relationships.
▪ Develop comprehensive working knowledge of key accounts, market drivers and key stakeholders – identify customer and business opportunities / threats.
▪ Individual demonstrates knowledge and understanding of current issues and trends / implications for USP.
Performance Measures:
- Identification and planned activity on priority accounts and customers.
- Product related orders.
- Ensure an adequate follow up of sales between customers and USP
- Ensure an available Funding for USP products on credit limit & payment terms
- Ensure regular customers recruitment according to internal process and compliance.
- Build a Customer Plan
Key Activities:
- Help develop customer value propositions.
- Identify and build meaningful business relationships with key customers throughout the distribution Chain.
- Build relationships with influencers in key accounts.
- Work closely with Sales team to ensure the right business / commercial strategies are being implemented.
Requirements:
- University degree.
- Trilingual ability Arabic French English.
- Computer skills is a must.
- Knowledge in pharmaceutical sales and/or marketing.
- Interpersonal skills and flexibility.
- Ability to communicate fluently with people outside.
- Reporting skills.
- Mobile throughout the national territory
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Sales
