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Purpose: Key Account Specialist is responsible to manage the end-to-end sales & marketing activities within the defined territory/ market. The role holder is responsible for sales operations, meeting product wise revenue targets and managing the sales team. Focus to build and maintain strong business alliance with key stakeholders in order achieve assigned sales targets and business objectives whilst ensuring maximize profitability in line with the company\'s strategy in assigned key accounts across the country (country name) The Key Account Specialist will work & develop the market as per the Julphar strategic direction, by sourcing, screening, and evaluating new customers, maintaining the loyal customers through proper implementation of Julphar CRM strategy. Collaborate with Marketing, Sales, Medical, Regulatory, Market Access, SFE and business support. Manage a strong win-win relationship with important Stake holders: scientific and purchasing committee members, pharmacists, store managers, KOLs, patient educators and patients. The Key Account Specialist is an on-ground Ambassador of the Organisation and should always showcase Julphar\'s core values and business ethics in every action, while maintaining the company\'s image & reputation
Key responsibilities & Accountability: Business Management \xe2\x80\xa2 Implement properly the sales and marketing strategies for the assigned territory and ensure target setting and achievement for the sales team \xe2\x80\xa2 Track and monitor performance for all products in the portfolio, consolidate data, and prepare regional reports e.g. monthly consumption, forecasted orders, stock. \xe2\x80\xa2 Achieve and exceed monthly, quarterly & annual sales targets for all allocated products and maximize profitability \xe2\x80\xa2 Analyse performance for all products in the portfolio and identify growth opportunities and achieve optimal and accurate forecast for order\'s phasing in accounts \xe2\x80\xa2 Attain optimal stock management and ensure availability of promoted products with minimum expiries. \xe2\x80\xa2 Collecting customer and market feedback and reporting the same to the organization \xe2\x80\xa2 Monitoring sales team performance, analysing sales data, periodical forecasting and proper reporting \xe2\x80\xa2 Identify and grasp listing opportunities for Julphar\'s products in accounts at area/country level, providing support to sales and marketing throughout the process to enhance portfolio\'s penetration \xe2\x80\xa2 Initiate, develop and implement tactical plans for scaling up products penetration in coordination with the sales, medical and marketing teams and ensure products\' availability to all potential prescribers, hospitals and PHCs \xe2\x80\xa2 Build and maintain strong business partnerships with key stakeholders in all accounts at area level i.e. purchasing committee members, pharmacists, finance department, supply department, hospital store managers in order to position Julphar as a strategic biotech partner \xe2\x80\xa2 Gather market intelligence data as well as specialized centres data base (e.g. renal dialysis units and diabetic patients\' education centres) and patients data base in order to assess impact on Julphar operations and suggest timely action plan \xe2\x80\xa2 Oversee the account\'s ordering cycle for all portfolio products for local purchasing and tenders in order to ensure optimal market penetration \xe2\x80\xa2 Assess and anticipate risks on business in terms of price cuts, competitors\' threat and alternative source of supply \xe2\x80\xa2 Advise on price and strategy in account in order to maintain and grow business for all products in the portfolio \xe2\x80\xa2 Liaise with local agents and internal departments to enhance business offering to the account \xe2\x80\xa2 Maintain up-to-date and accurate product and environment knowledge and develop understanding on internal sales systems and procedures \xe2\x80\xa2 Support pre-launch and launch activities of new products as and when needed \xe2\x80\xa2 Ensure end to end implementation of all CME, Dr Meet and others sales and marketing customers initiatives. \xe2\x80\xa2 Build professional relationships with clients, management and team members to ensure delivery of proposed solutions, support for new business development \xe2\x80\xa2 Collaborate with multiple teams in HO like Marketing & Medicals to determine their challenges in hand and prioritize solutions Territory Management \xe2\x80\xa2 Utilize business intelligence tools to provide sales insights to marketing and sales staff \xe2\x80\xa2 Ensure collaboration, coaching and motivation of working team to achieve budget goals and outputs for the assigned territory \xe2\x80\xa2 Ensure proper implementation of all Marketing Activities by active planning, monitoring of existing sales team to drive revenue growth and ensure CRM implementation and achievement \xe2\x80\xa2 Develop and manage efficient distribution networks for sales achievement People Management \xe2\x80\xa2 Communicate actively, foster teamwork with the sales teams. \xe2\x80\xa2 Plan and execute sales meetings to help provide feedback and sales insights \xe2\x80\xa2 Interview and train new sales employers, and overseeing other onboarding tasks as needed \xe2\x80\xa2 Deliver proactive and effective communication related to \xe2\x80\x9cIn clinic Activities\xe2\x80\x9d, Marketing strategy implementation
Qualifications:
- Education University Degree in Bachelor/Masters of Pharmacy / Science
- Experience: \xe2\x80\xa2 5-7 years of Sales Experience in similar Pharmaceutical organization, with at-least 3 years of front line team leader experience
- Training:
Key Competencies: \xe2\x80\xa2 A performance-driven individual, with a strong sense of urgency, exceptional organizational credibility, and deep understanding of the business. \xe2\x80\xa2 Must be highly result oriented with strong sense of accountability & ownership with a mind to accept and implement changes in the market place \xe2\x80\xa2 Excellent communication, interpersonal and presentation skill \xe2\x80\xa2 Adapt at identifying issues, driving to root cause and showcase the ability of strong negotiation & problem solving skill \xe2\x80\xa2 Having a Analytical mind with ability to think diversely and understand the big picture of the concerned business \xe2\x80\xa2 Very strong Planning and Monitoring Skill, excellent time management, communications, public speaking, and presentation skills with multitasking ability \xe2\x80\xa2 Key Account Specialist must have strong collaboration skills for managing stakeholders \xe2\x80\xa2 You are a team leader with a proactive and approach and enthusiastically manage team in good spirit
Technical Competencies: \xe2\x80\xa2 Must be experienced in managing complex and sensitive operational challenges. \xe2\x80\xa2 Must possess strong working knowledge of Distributor / Agents operations, Government accounts, tendering processes, contracting and pricing methods (wherever applicable in the country) \xe2\x80\xa2 Functional knowledge of the clinical aspects of the pharmaceutical industry, moderate understanding of Pharma supply chain, dispensing requirement and drug distribution channels etc \xe2\x80\xa2 Proven ability to build strong partnerships with the Marketing, Medical, other Commercials teams and other key stakeholders is required.

Julphar