Key Account Manager - Pharmacy Corporation

Job Purpose

An enthusiastic self-motivated sales professional who will lead and develop new sales opportunities within Pharmacy Corporation Buying groups, Pharmacy Corporations, E Pharmacy & Societies, specialized Wholesaler and Compounders, with the key objective of increasing German sales volume and overall market share of the Cipla generic portfolio.

Driving sales

• Achieve agreed annual sales target and market share growth within channel.
• Clear targeted approach by sku level focusing on profit as well and revenue.
• Regularly monitor and appraise performance to identify areas to maintain and improve.
• Regular collaboration with Nat. Head of KAM to accelerate and execute on opportunities.
• Study market data and monitor Cipla performance vs market performance.
• Use market information to identify initiatives to grow the business.
• Identify new pharmacy corporations in your territory to maximize the share of wallet from the competitors.
• Focus Primarily on New product Launches (NPL). Products dedicated to the Pharmacy Corporation vertical. Plan annual strategy by identifying the competitors in the market and end to end execution to meet 100% overall revenue
• Identify new E Pharmacy & Societies In Germany and neighbouring countries operating from Germany.
• Identify their working model and onboard with a end to end strategy to leverage business.

Supply Management

• Prepare bottom-up sales forecast for the year and break it down by month.
• Ensure accurate forecast in place and aligned with SCM to deliver growth opportunities and eliminate lost sales.
• Conduct regular meetings and maintain consistent communication to understand future supply challenges and share agree on growth opportunities.
• Ensure no stock outs situation occurs as online pharmacies ensure to have adequate stock at every intervals.
• Drive appropriate portfolio management strategy in support of the Head of KAM

Relationship Management

• Knowledge of the Pharmacy Corporation pharmacies, and relationship with head office and management
• Knowledge of each rule and regulation adhered by all pharmacies covered under each pharmacy corporation.
• Identify the process of onboarding pharmacies under each pharmacy corporation and develop a relation to coordinate closely with the pharmacy corporation head office.
• Identify and engage key decision makers within the Pharmacy Corporations to ensure successful outcomes.
• Develop long-term business relationships with an agreed contractual agreement.
• Knowledge of each rule and regulation adhered to by all E pharmacies & Societies covered under each corporation.
• Identify the process of onboarding E pharmacies and develop a relation to coordinate closely with the E pharmacy corporation head office.
• Be seen as a trusted and reliable partner and as the expert in the industry.
• Build trusting business relationships to help maximise knowledge of market challenges and look to support with positive outcomes

Business Intelligence

• Consistently share insight and feedback gained by customer engagement on market trends and opportunities.
• Have a clear knowledge of the generics landscape outside of Cipla portfolio to identify shortages and potential opportunities.
• Knowledge of prices and competition strategy for each of the products

Relevant experience:

+10 years of Sales experience