Key Accounts Manager
Riyadh, Saudi Arabia Permanent Date posted Sep. 11, 2024The KAM is the primary point of contact for key ‘Public’ customers who is accountable for overall Public KAs sales, performance and profitability and is responsible for Key accounts Identification, segmentation, understanding, planning and management and delivering activities across Sanofi teams (across BUs and functions) to meet both Sanofi and customer mutual objectives.
KEY ACCOUNT ABILITIES/RESPONSIBILITIES:
- Achieve the sales-out objectives of the Public Key Accounts
- Build and maintain strong business partnerships with key stakeholders in all accounts especially with purchasing committee members, pharmacists, supply department, hospital store managers in order to position Sanofi as a strategic partner
- Coordinate and collaborate with the internal & external stakeholders for effective Key Accounts management and secure profitable access of Sanofi products
- Maintain and update accurate product & market knowledge and fully understand internal sales & commercial operations systems & procedures with full adherence to the internal SOPs
- Best utilze company’s investment and optimize resources allocation
- Develop and maintain effective cross-functional working relationships and partnerships in order to ensure best market execution, leading to accelerate the growth of Sanofi business
- Support new Launches in full alignment with MAx-Bus
- Implement the Public commercial policy and strategy per product per Key Account and business channel- in full coordination and alliance with the different business units and functions
- Keep tracking and reporting of SIT (Stock In Trade) and consumption level of the key products in the Key Accounts in order to drive performance and avoid expired returns
- Communicate and coordinate efficiently with distributors in order to guarantee on time supply and deliveries to the different Public accounts and avoid stock ruptures
JOB REQUIREMENTS:
Education:
- University degree/Bachelor in a relevant field
SKILLS:
- Interpersonal skills
- Business acumen
- Communication and negotiation skills
- Analytical skills
- Planning and organizing skills
- Independence and initiative
CORE COMPETENCIES:
- Strategic planning and execution
- Performance management
- Act for Change
- Cooperate transversally
EXPERIENCE & KNOWLEDGE
- Minimum 2 years commercial experience
- Demonstrable experience in delivering commercial results through business-to-business partnerships and negotiation
- Proven commercial and business acumen.
- Excellence Microsoft office handling & proven Analysis capabilities
- Cross function collaboration experience is a plus
- Demonstrated ability to influence relationships and leverage knowledge at all levels across a matrix structure, in line with the agreed contract / joint business plan.
- Detailed knowledge of market, product supply routes and the associated financial structures and reimbursement
- Understanding of PHRMA Code of Practice and all corporate policies and their practical application.
- Ability to rapidly and accurately assess and communicate business opportunities and capitalize upon them.
- Ability to accurately forecast sales results based on a robust environmental understanding and positive attitude to the achievement of business goals.
LANGUAGES:
- Arabic
- English – full professional proficiency
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