Key Account Manager, Cambodia

The role

• Lead business operation with the exclusive distributor in Cambodia and managing distributor contracts.
• Provide commercial planning for sales forecast (IBP), PnL of the portfolio and track with evaluation on the distributor’s sales performance.
• Coordinate and work directly with distributor’s sales, marketing, supply chains, science and other departments to ensure the implementation of governance model on day-to-day basis with the aim for business results.

KEY RESULTS - ACCOUNTABILITIES

KEY RESULTS

• Sustainable growth of business and brands.
• Distributor achieves sales through target.
• Achieve the net-sales target for Cambodia.
• Smoothly implementation of new product launch.
• Strengthen partnership relation with distributor.

ACCOUNTABILITIES

Business operation, strategy and execution:

• Managing the distributor contracts.
• Lead the execution and deliver financial targets.
• Evaluate periodically the distributors performance.
• Manage the governance model between Sanofi and distributor.
• Ensure cross functions & transversal collaboration with ASEA Medical, Regulatory, Supply Chain, Finance, etc.) in all relevant activities.
• Monitor the business, market and product performance and profitability.
• Facilitate and organize quarterly business review with distributor.
• Participate actively in the yearly business plan development.
• Provide strategic viewpoints and actions to leadership team in driving changes and growth.

Planning and forecasting:

• Participate actively in the countries’ budget, forecasting (financial, supply chain, allocation...), strategic planning, brands’ plans and marketing plans for Cambodia.
• Provide the monthly sales forecast (IBP) and its execution, in coordination with stakeholders.

Commercial excellence:

• Monitor the sales forecast and the execution of distributor to ensure distributor achieve their sales through target and comply with the signed business plan annually.
• Work closely with internal stakeholders and distributor to identify, define, measure, and improve Key Performance Indicators (KPIs).
• Collaborate on the design and development of reports/dashboards and generate relevant commercial insights.
• Facilitate strategy & business planning in terms of method, process, tools & consolidation.
• In collaboration with brand & innovation and supply chain team to drive commercial launches in Cambodia.

KEY WORKING RELATIONSHIPS

INTERNAL

Cross Functional Collaboration with

• Brand and innovation
• Supply chain
• Finance performance
• Legal
• Regulatory/Science team

EXTERNAL

Would be expected to be involved with:

• Stakeholders from the distributor in Cambodia

SKILLS, EXPERIENCE & KNOWLEDGE REQUIREMENTS

- Education:  Bachelor’s degree (Business / Commercial)

- Experience & knowledge:

Experience:

• Mandatory: having at least 7+ years experience in sales, trade marketing or supply chain and 2 years at the same role
• Beneficial: experience in managing a partnership with MNC distributor

Knowledge:

Mandatory:

• Customers and market knowledge
• Sales and marketing knowledge
• Health care sector and practices
• Management techniques
• Analytical and planning skills
• Computer use
• Relationship building & networking / influencing skills
• Excellent knowledge of MS Office
• English: fluent level

Beneficial:

• Other languages (e.g. Khmer)

Interested? Apply today!

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Note for internal candidates: By submitting your application, you are confirming that your direct line manager is aware and supportive of your application. You also agree that recruitment is a confidential process and will maintain confidentiality beyond your line manager, the hiring manager and the HR team.

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