Market Access and Tender Manager needed at Abbott

• The Market Access and Tender manager’s overall objective is to develop and implement the sales strategies for the state and private hospitals segments in alignment with ANI strategic objectives (NS / MARGIN & GTN), improve access to medical nutrition for eligible patients in private and state sectors, and to manage key stakeholder relationships on an ongoing basis.

What you will do:

• Implements agreed programs to expand business in existing markets and/or identify business opportunities in new markets.
• Responsible for all aspects of tender management at provincial and national government level, and all private tenders including private hospitals in South Africa.
• Identify new business opportunities (tenders, formularies and product rankings) and manage key stakeholder relationships within these opportunities.
• Working closely with the Quality and Regulatory team within ANI to ensure successful tender management and timeous submissions.
• Meets with key customers (medical aid companies, distributors, top KOLs and government stakeholders) in order to build relationships and ensure awareness, and access, of Abbott Nutrition products for all people in South Africa.
• Anticipates market trends and implements innovative market access programs to gain market share. Assess, determine, and prioritizes potential market growth opportunities within the private funder environment, and public sector, and implement action plans to grow and expand.
• Together with internal stakeholders analyses strategies, implement specific tactics and resources to drive growth opportunities for assigned products and address key risks.
• Plays a major role in the introduction of new products to the country to ensure successful launch and continuity of product, this includes formulary listings, communication to private funders, Medikredit, distributors, private institutions and government stakeholders, decisionmakers and tender committees.
• Negotiates and reviews pricing for all private funders, private institutional tenders and government tenders, recommends updates to senior management, as needed based on changing landscape (customer, cost, competition, new products).
• Maintain accurate ANI price lists for all customers and ensure pricing updates are implemented at DSV.  Work closely with head of the division, financial controller and key account managers to ensure approval and alignment on pricing for all customers.
• Builds and maintains relationships with key decision-makers in the health care system, private funders, private hospital groups, government agencies, regulatory bodies, key opinion leaders, public sector, state sector and community.
• Arrange quarterly funder meetings, HCP Advisory board meetings and KOL engagement forums.  These events must be Abbott organized events, approved by OEC.  Third-party events, such as PTCMA, are additional.
• Understand, adapt, and present Budget Impact Models (BIMs) including value propositions to funders and government stakeholders to improve access to nutrition in South Africa.
• Ensure product listing and adoption on formularies of medical schemes and private and public hospital groups in South Africa and keep abreast of changes in the managed healthcare sector.
• Assist the ANI ZA sales team with a solid market access strategy, including market access selling aids and/or other tools to support improved prescribing habits from healthcare professionals for nutritional products.  The development of such tools should be in partnership with the Abbott Nutrition Marketing team.
• Present the ANI ZA market access strategy to the sales team once per quarter and at sales meetings during the year.
• Co-travel with the ANI ZA sales team 12 x full days per annum
• Applies and communicates Abbott values in all decisions internally and externally.

QUALIFICATIONS AND EXPERTISE:

Education:

• Tertiary qualification in Dietetics is preferred, however any health sciences qualification will be considered if supported by experience in a similar role.
• Additional, marketing qualification/IMM/Commercial qualification is an advantage.

Expertise and Competencies:

• 3 – 5 years’ experience in sales management, hospital key accounts management, tender management and/or market access role on a national level is preferred.
• Must have extensive relationships and experience with key stakeholders and knowledge of the of the South Africa healthcare environment – both private and public sectors.
• Understanding and knowledge of the South African private funder environment and key stakeholders, Council for Medical Schemes (CMS) and prescribed minimum benefits (PMBs)
• Experience in a hospital, pharmaceutical, nutrition or OTC environments is required
• Analytical – ability to analyze data and gain actionable insights.
• High commercial acumen.
• Excellent communication and presentation skills.
• Negotiation skills.
• Critical skills required:  Attention to detail, sense of urgency, proactive approach to long-term goals and daily tasks.

Additional requirements:

• Must have a valid driver’s license (more than 3 years’ driving experience) and own vehicle.
• This position is based in Johannesburg and is a full-time office role. No hybrid or remote work options.
• 10 – 20% local travel required, including occasional weekend work for events or conferences.