Key Account Manager – KZN (Kwazulu Natal) needed at Aspen Pharma Group

OBJECTIVE OF ROLE

• To manage allocated territory sales activities to achieve sales targets and ensure adequate and equitable product supply in the region. Coordinate customer and market development activities to optimize on the sustainable volume demand and responsible use of the products. 

KEY RESPONSIBILITIES

The successful candidate will be responsible for the following:

• Optimizing volume demand at Depo level through effective operational effort.
• Facilitate the supply of products into the territory through coordination of orders across health care facilities in the territory.
• Achieve and exceed monthly sales objectives as discussed and agreed with line manager.
• Establish strong business relationships with all key customers to maximize sales growth
• Ensure optimal territorial coverage in line with divisional needs
• Information gathering and dissemination / understanding and prescribing trends
• Regular updating of usage of major products
• Analyzing trends and changes, using facility data and reports from company BIS.
• Disseminate information on all new tenders to the respective facilities to plan and gather forecasting data.
• Track demand pattern and inform demand planning timeously.
• Initiate quotation business, secure stock and coordinate direct deliveries
• Support stock allocation efforts with CLOs and NSM on DDVs for stock in short supply.
• Coordinate customer tea room meetings, CMEs and conference in the region.
• Prepare and submit reports for various aspects of the business as per the instructions from the NSM.
• Prepare and present professional presentations to account on the performance and territory as and when required by management.
• Maintain and manage records connected to the company compliance policy.
• Maintain updated market databases.
• Establish contacts with industry leaders, policy-makers and influencers to provide value added solutions.
• Ensure customers have adequate stock holding of all products in line with provincial stock holding policies.
• All queries are followed up and resolved in shortest possible time within divisional policy framework
• Responsibility taken for credit returns, expired stock and damages at wholesalers.
• Ensure optimal stock levels at facilities and seek to maximize the ROI.
• Minimize and manage stock write off risk.
• Customer issues are dealt with according to customer needs.

Strategic Negotiations

• To achieve and exceed key sales objectives as discussed and agreed with line manager.
• Ensure that Depots are optimally stocked in line with their stock holding policy.
• Ensure that stock replenishment is done responsibly considering stock holding policy.
• Drive replenishment at DDV sites as well as at Depot Institutions through bottom up data management
• Ensuring all strategic engagements and negotiations become operationally visible through daily interaction and communication with territorial colleagues and management.
• Ensuring adherence to new legislations, the marketing code and Aspen’s values.

STOCK MANAGEMENT

• Review QlikView for stock levels and manage stock write off risk by offering short dated stock.
• Ensure that short dated stock gets offered first
• Manage customer stock queries by reviewing stock on QlikView/Power BI model
• Liaise with the CLO and NSM on stock queries and stock accepted by customers for releases.
• Manage product recalls within the company SOP.

Requirements
EDUCATIONAL REQUIREMENTS

• Matric / Grade 12
• B Com/Diploma in/ Certificate in – Marketing/Finance/Project Management/B Pharm, or any other relevant management qualification.
• Completed Inhouse sale/management training programme 

KNOWLEDGE & EXPERIENCE REQUIREMENTS

• 1-2 years pharmaceutical or medical sales or business development experience within the public or private hospital environment is advantageous.
• Successful experience /understanding of the state tender business processes.
• Computer literate
• Presentation skills
• Decision making, commercially astute, self-driven, Teamwork, planning and organizing, project management, presentation skills, strategic thinking, leadership skills, analytical thinking, influencing, innovative, relationship savvy
• Knowledge of Business
• Knowledge of processes
• Recruitment and Selection
• Policy and procedure
• Finance knowledge
• System knowledge
• Product knowledge
• Industry knowledge
• Legislation and marketing code 

SOFT SKILLS REQUIREMENTS

• Commercial acumen
• Project Management
• Analytical skills and ability to prepare presentation slides.
• Ability to mine information from company BIS
• Ability to perform under pressure and meet deadlines
• Verbal and written communication skills
• Aptitude for continuous learning
• Influential and impactful presentation skills
• Adaptability and flexibility in a changing environment
• Planning skills
• Time management
• Service orientation
• Interpersonal skills
• Communication skills
• Selling skills
• Team player
• Initiative
• Confidentiality
• Empathy
• Customer focused
• Interpersonal sensitivity
• Patience
• Influence
• Cultural sensitivity
• Attention to detail
• Logical thinking
• Information seeking