The Key Accounts Management (KAM) develops and manages multiple commercial sales channels within the Country BU. Such channels may include central hospital pharmacy (PCH Tender centralized purchase institution), hospital pharmacies, military institutions (MOD, ten-der department & military hospitals) manages care providers, hospitals, insurers, and other large accounts.
The KAM understands the differing aspects of the varying commercial chan-nels and develops strategies to penetrate and support these channels to maximize revenues.
The KAM effectively manages tender sales, ensures coordination between Sandoz divisions & institutions (quotations, contracts, orders, invoices.
retrieve institution payments, and spends at least 60% of time with key client decision makers promoting new accounts and sales.
To provide professional advice, expertise and practical assistance to the staff of designated end-user division / department in contracting strategies, reviewing scope of work, contractor pre-qualification, completion of tender documents, bid evaluations, finalizing contract documents, contract controls and contract administration.
To manage Proposals and Tenders and build partnerships with clients to meet needs and objectives in order to facilitate the securing of new and future projects for the Company.
Take ownership of individual tenders being handled by the department and control the key milestones within each submission
Direct and align Key Account Management resources across critical KA channels : include central hospital pharmacy (PCH Tender centralized purchase institution), hospital pharmacies, military institutions (MOD, tender department & military hospitals) Manages Payers departments, etc
Ensure documentation follow-up with institutions, ensures orders generation, and follow-up on customers payments.
Direct and perform market analysis for primary KA channels, and prioritize customers
Develop cross-channel KA plans that encompasses commercialization, account management, fulfillment, channel service, customer service, and KAM resource allocation
Personally manage most important Key Account customers
Key interfaces include Business Unit Head; Key Account Specialists; supply department; IT group; Finance department....
Key Performance Indicator (s)
Financial and Business Results :
Business Unit tender Revenue (net sales)
Direct Revenue contribution
Market share gain in institutions
Payments follow-up Strategy / Market Focus :
Change in number of key accounts under management (channel-specific)
Change in revenue from established key accounts
Time spent with Key Account customers
Key Account customer satisfaction and retention
Business development activity-launching (for some channels)
Sandoz market reputation : surveys, interviews, polls, media
Delivery and quality of KAM business plans : timeliness, detail, insight, innovation
Resource allocation : BU sales mix against targets, resource allocation efficiency
Internal coordination : smoothness of responsibility transfers from Listing, coordination of Key Account group with Field Force Operational Excellence :
KAM efficiency : return on working capital, cost management, KA associate productivity and return on time / resources
Key Account effectiveness : percent of KA managers reaching sales targets
Product launch success : milestones in KA sales, time to peak sales
Graduate degree in business or finance desirable Languages
Arabic Experience / Professional Requirement :
7 years) sales and sales management experience
Well-developed record of successful KA relationship management
Significant marketing experience
Expert negotiation and persuasive ability
Excellent verbal and presentation skills
Strong analytical skills
Strong record of effectively managing other sales professionals
Extensive knowledge of customers’ business models
Strong project management skills Thorough understanding of the technical and IT aspects of customer fulfillment and customer service