Key Account Manager - Trade

• Location: Yakum, Israel
• Title: Key Account Manager- Trade
• Hiring Manager: Head Of Trade IL
• Hybrid
• Job type: Permanent, Full time

Job purpose

Within the framework of Sanofi business strategy, the job purpose is to manage commercial relations with a portfolio of institutional key accounts (hospitals and HMOs/sick funds with the aim to develop partnership with the customer and achieve sales & profitability targets.

Understands account profile/needs/strategy, aware of market & competitive intelligence as well as Sanofi strategy and coordinates actions with a multifunctional team to develop the best win-win solution to serve the key account, to leverage building blocks and identify opportunities.

Coordinates and monitors activities to ensure effective execution at key accounts: sales, services, procurement & supply, contracting with clear commercial conditions and follow-up.

Key Responsibilities

Trade Strategy Implementation and Coordination:

• Yearly strategic & commercial planning for each institutional key account.

• High transversal cooperation across the organization (Trade, BUs, Supply Chain, Market Acses …etc.) to reach advanced tailored product offering to each account.

Customer Insights & Planning:

• Recognize key business drivers and key influencers relationship strategy through understanding the marketplace, key issues, trends &competitive positioning of the key competitors.

• Follow up competitor activities & update different departments concerned.

• Yearly strategic planning for major hospitals & key accounts in terms of distinguishing offensive and defensive commercial strategy on monthly basis.

• Develop key account plan & data base in structured KAM PLAN.

Impact & Influence Trade Channels:

• Maximizing Sanofi business in key accounts sector and enriching portfolio through securing existence of the already listed SKUs and listing of new SKUs and brands.

• Build quality relationship that maximize customer satisfaction & achieve maximum revenue, with KDMs (Key Decision Makers) & Management of Key Accounts.

• Encourage new opportunities and identify potential growth of Key Accounts.

• Build a unique image for Sanofi in the hospital sector through well establish quality relationship by which putting Sanofi in a position of real partner. Ensure long-term business relationship with key customers.

• Regular follow up with the credit to identify special credit conditions for key accounts and take necessary actions (accelerate cheques issuing & high transversal cooperation with collection team, credit team in order to submit any requested documents).

Cooperate with Teams:

• Acting as an internal communication link between stakeholders & other depts. to facilitate workflow (e.g. follow the processing of sales orders, check availability of products with production, follow the invoicing with the credit to solve any problems, etc.)

• Survey risk parameters for own areas of responsibility, introduce precautionary measures as necessary.

• Other accountabilities related to the job given by the direct manager.

• The Employee shall comply with all the duties established by the Employer, reasonably corresponding to this job.

Job-holder requirements

Education: University Degree in a Business-Related Area (Economics, Finance etc.) or Life Science

Experience: At least 3 years' experience in sales or in a similar role in pharmaceutical industry. Or, at least 3 years’ experience as a Data Analyst in the pharma industry or other industries.

Core knowledge, competencies & skills:

• Able to analyse data/insights and translate results into better solutions.

• Negotiations, influence, overcome obstacles and ensure good outcomes – internally and externally.

• Successfully implements plans and generates the expected results, constantly monitors the quality and results of execution, and makes corrections where needed.

• Versatile and resilient, ability to stay positive in pressure environment and work towards delivering results.

• Effective communication skills, negotiation skills, presentation skills with the ability to engage and influence stakeholders at all levels.

• Demonstrated planning ability and strong organizational and executional skills with a strong sense of ownership and accountability.

• Goal-oriented, organized team player, self-motivated and self-directed.

• Proven results of delivering customer solutions and achieving business goals.

• Positive relationships with peers ensuring cross channel benefits (Representatives, KAMs, Marketing & Trade)

• Advanced, MS Excel, MS PowerPoint, MS Outlook.

• Advanced language skills in Hebrew and in English

• Driving license B

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