Job Description

We are looking to recruit for a permanent Key Account Manager (Exports) to work for United Pharmaceutical Distributors (UPD). The role will be based in the Lea Glen branch Roodepoort, and will be reporting to the Managing Executive UPD.
Job description
Job Objectives:
The senior key account manager's responsibilities include growing the company's revenue by ensuring that both wholesale and distribution clients are satisfied with the services provided, ensuring that all relationships are well maintained, and attending all meetings, training and workshops. To be successful as a key account manager, you should be able to analyze data and sales statistics and improve business by focusing on executing strategies and continuous process improvements. Ultimately, an exceptional key account manager should be able to manage multiple key accounts without compromising on the quality of services provided.
Key Performance Areas:
Relationship building:

• To identify, and build relationships that influence key external and internal stakeholders to gain a good understanding of stakeholder requirements.
• Supervising and managing direct report/s with focus on succession planning
• Supervising and managing other key account managers within the team.
• To effectively and proactively liaise with other departments to ensure cross-functional integration and execution of strategy.
• Developing a thorough understanding of client's needs and requirements and suggesting solutions based on UPD's capabilities.
• Ability to engage at an Exco level.

Client Relationship Management:

• Addressing and resolving clients' requirements timeously
• To ensure that the client escalations are managed and reduced.
• Serve as the primary point of contact for designated key accounts, fostering positive and collaborative relationships with external and internal stakeholders.
• Gain a deep understanding of client's business objectives, logistics requirements, and pain points to proactively address their needs.
• CAPA management
• Stock take management with external and internal stakeholders

Research and Analysis:

• To understand the market and assess the needs, behaviours and outlooks of the key accounts and advise internal stakeholders/Exco accordingly.
• To identify current and future product, market and customer information updates to ensure internal alignment.
• Stay up-to-date with industry trends, market developments, and competitive landscape to proactively position UPD services and solutions.

Sales:

• To ensure that clients achieve their monthly, quarterly and yearly sales targets by ensuring internal business alignment.
• To measure the implementation of the contracted KPI's/ SLA's.

Customer Interactions:

• Ensure monthly customer visits are adhered to and address all concerns raised timeously.
• These meetings must represent UPD Distribution holistically.

Contract negotiation:

• Assist the Line Manager with negotiating contracts with key clients and meeting established deadlines for the fulfilment of KPI's/SLA's.
• To ensure compliance management to all contracted SLA's and KPI's.

Reporting:

• Compiling reports on account progress, goals, and forecasts for external and internal stakeholders.
• Plan, prepare and schedule monthly KPI meetings, this must be in a presentation format with correct supporting data/documentation.
• Document and publish meeting minutes, follow up and update open points raised within 24 hours from meeting.
• Create and maintain operational trackers.
• Review the monthly distribution billing to ensure accurate billing.
• Manage and lead projects, take-on's and other client requirements for your assigned portfolio.
• Management of expired and short-dated stock monthly.
• Management of CRMs to ensure that all CRMs are current.
• Management of price changes in terms of Clawbacks, Permanent Price Reductions and Temporary Price Reductions to ensure claims are being raised on time and ensure credits are received.
• Management of stock cover for Bulk Portfolio.
• Weekly required reporting i.e. Scorecard, In-pick, CRMs, Post Picks etc.
• Stock tolerance monthly review, feedback internally before client submission
• Assist the line manager and executive with all necessary reports and analyses to support all meetings.

Skills:

• Planning and organisation skills
• Excellent communication skills
• Negotiation skills
• Strong interpersonal and relationship management across multiple levels of management
• Time management
• Good attention to detail and accuracy
• Analytical and strategic thinking skills
• Budget management skills
• Computer literacy (Advanced Excel and Power Point)

Knowledge:

• Sales principles, legislation, industry specific regulations, processes of systems, etc.

Personal Competencies:

• Building and maintain strategic networks
• Presenting and communicating information
• Persuading and influencing
• Entrepreneurial and commercial thinking
• Adapting and responding to change
• Creativity and innovation
• Problem solving
• Delivering results and meeting customer expectations

Minimum requirements
Minimum Education & Qualification:

• Matric
• Relevant Degree or Diploma

Minimum Job Related Experience:

• 3-year pharmaceutical industry experience at a junior management / professional level with retail experience or exposure
• 5 years of experience in client management

N.B: We endeavor to provide feedback to all candidates whenever possible, however, if you don't hear from us within 14 days from the closing date, please consider your application unsuccessful.

Skills Required