Job Purpose

Responsible for the creation, coordination, and execution of strategic business plans for OTC key accounts including Retail Pharmacies/Healthcare wholesalers based on the use of relevant market and business analytics.
Day to day commercial activities include contract implementation and management, reimbursement support, developing and maintaining strategic relationships with key decision makers, delivering sales, profit and customer investment targets.
Regular liaison with Regional Sales Managers across the country.

Skills and Experience Required 

Bachelor’s Degree in Business or Sales and or equivalent
5 years’ experience in sales / key account management with 2 years in a management role
Strategic customer management expertise within a FMCG/Pharmacy/Healthcare Wholesale environment

Key Job Outputs

Develop Key Strategic Account Plans in line with the Division’s Accounts National plan
Driving business growth & improving commercial execution (Growing Sales, Revenue, Gross margins, within Pharmacies & Wholesalers)
Responsible for the day-to-day commercial aspects of customer relationship management, including compliance to contracts and or agreements, contact with Key Customers, delivering sales calls, participation and preparation of meetings and negotiations. (Negotiating prices, terms of trade, discounts, rebates, returns, etc.)
Manage expenditure within allocated trade spend budgets and trading terms with the Key Customers
Ensures that  OTC products and services are available to customer(s)
Systematically analyses reports on sales results, bilateral business expectations and market and competitor trends
Overall coordination of negotiations around all business dealings connected to defined customer(s)
Monitor stock levels held at key accounts/ wholesalers/distributors and advise on customer inventory holding
Develop and nurture customer relationships with Buyers and or Wholesalers, ordering departments and internal stakeholders including Supply Chain, Finance & Marketing
Ensure reporting of weekly numbers to the Commercial KAM Lead, tracking performance and to manage the month-end close process effectively