Job Description

The Position

Key Account Manager

Purpose

The main purpose of this role is the management of Key Accounts end to end. Ensuring effective stakeholder and customer engagement. Ensure customer centric approach, by being clear on customer needs, promoting customer propositions at all levels. Critical to the success of this role is effective project management and ability to spot and create sales opportunities, while being conscious of organizational compliance and health and safety requirements.

Accountabilities

Stakeholder Engagement and Management

xe2x97x8f To build customer relationships by participating in Roche and industry events, identifying and engaging with executive decision makers, understanding market trends and provide feedback and input as required

xe2x97x8f To create and maintain the customer account mapping by identifying stakeholders, preparing a profile on the formal and informal decision makers and create an organogram of the account
as required

xe2x97x8f To identify sales data trends at portfolio level by extracting the sales data, undertaking the analysis, identifying trends and variances and engaging with this information and providing reasons monthly

xe2x97x8f To provide appropriate product strategies per customer by understanding the customer needs and wants, refining the strategy in line with the customer requirements and adjusting as required

xe2x97x8f To maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards key account and portfolio strategies, providing information and feedback and addressing any queries as required

xe2x97x8f To maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to competitors and customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments as required

Account Management/ Customer Relationship Management

xe2x97x8f To develop and implement the account and portfolio strategy by understanding customer requirements, working with marketing to develop product strategies, implementing strategies in market segments and securing new clients and/or expanding footprint in existing clients as required

xe2x97x8f To identify sales opportunities by engaging with customers to understand new product or opportunities, analysing the opportunity, developing proposals and presenting to customers monthly and as required

xe2x97x8f To implement campaigns by engaging with Product Managers, engaging with customers and running campaign events as required

xe2x97x8f To respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients as required

xe2x97x8f To report on sales performance by understanding KPIs, analysing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports monthly and as required

xe2x97x8f To achieve sales targets by managing sales opportunities, loading onto the CRM system, engaging with customers, preparing and presenting proposals, securing deals, monitoring customer
satisfaction in implementation, identifying risks and implementing corrective action daily

xe2x97x8f To administer the sales process by loading all sales information into the CRM system, updating information, tracking pipeline progress, identifying areas of risk and opportunity and implementing appropriate actions daily

xe2x97x8f To participate in Global and EMEA working groups by contributing to forums and providing feedback to the broader team as required

xe2x97x8f To provide support to the regions by visiting key account decision makers, providing support to the Account Managers, identifying queries, client requirements and opportunities, supporting
development of solutions and monitoring client relationship health quarterly and implementing corrective action and as required

Customer Relationship Management (CRM) Data

xe2x97x8f To ensure accurate customer data is actively updated in the CRM tool

xe2x97x8f To ensure all customer related and internal activities are logged as per requirement

xe2x97x8f To analyse data/reports to understand performance trends

Customer Relationship Development / Prospecting

xe2x97x8f Develop a growth strategy focused both on financial gain and customer satisfaction.

xe2x97x8f Identifying and mapping business strengths and customer needs.

xe2x97x8f Conduct research to identify new markets and customer needs to expand client base and viable income streams.

xe2x97x8f Have an in-depth knowledge of business products and value

xe2x97x8f Addressor predict clientsxe2x80x99 objectives.

xe2x97x8f Keep records of sales, revenue, invoices etc.

xe2x97x8f Provide trustworthy feedback and after-sales support

xe2x97x8f Build long-term relationships with new and existing customers

xe2x97x8f Report on successes and areas needing improvements.

Project Management

xe2x97x8f Project manage solutions for identified new sales opportunities within new possible clients or new products (product manager, business development, application specialists, commercial
(finance)

xe2x97x8f Management for exports, technical services, etc.).

Sales Opportunities Creation

xe2x97x8f To ensure a continuous feed of the sales funnel pipeline as per opportunities identified

xe2x97x8f To track and monitor the opportunity pipeline to ensure success

xe2x97x8f To understand win/loss opportunities and potential reasons in order to provide needed improvements

xe2x97x8f To ensure collaboration across all departments by reviewing bluesheets regularly

SHE

xe2x97x8f Comply with SHE rules, standards, regulations set out by Group SHE as well as local affiliates.

xe2x97x8f Participate and complete all assigned SHE training.

Qualifications & Experience

xe2x97x8f Undergraduate NQF 7 qualification in Medical Science or similar
xe2x97x8f A Business Management qualification is an advantage.
xe2x97x8f 5-7 yearsxe2x80x99 experience in a commercial experience in the medical industry and 3 years account management experience

xe2x97x8f Chemistry and Hematology Core Lab Experience would be advantageous

Recommended skills & abilities
xe2x97x8f Customer Relationship Management (Rexis)
xe2x97x8f Miller Heiman Selling Methodologies
xe2x97x8f Conceptual selling - MH Green sheet
xe2x97x8f Strategic selling - MH Blue sheet
xe2x97x8f Commercial Acumen
xe2x97x8f Negotiation skills
xe2x97x8f Presentation skills (solution selling)
xe2x97x8f Balances Stakeholders
xe2x97x8f Builds Networks
xe2x97x8f Business Insight
xe2x97x8f Communicates Effectively
xe2x97x8f Situational Adaptability
xe2x97x8f Strategic Mindset
xe2x97x8f Manages Complexity

Physical requirements
xe2x97x8f Ability to travel nationally and internationally

Who we are

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, wexe2x80x99ve become one of the worldxe2x80x99s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche has played a pioneering role in healthcare as an innovator of products and services for the early detection, prevention, diagnosis and treatment of diseases. The company has operated in South Africa since 1947.The local office of Roche Diagnostics is based in Midrand, Johannesburg and it has offices throughout Southern Africa and Sub-Sahara Africa. We employ over 180 employees in our Diagnostics division.

Roche is an Equal Opportunity Employer.

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