Within the framework of our business strategy, the job purpose is to manage commercial relations with a portfolio of institutional key accounts (hospitals and HMOs/sick funds with the aim to develop partnership with the customer and achieve sales & profitability targets.
Understands account profile/needs/strategy, aware of market & competitive intelligence as well as our strategy and coordinates actions with a multifunctional team to develop the best win-win solution to serve the key account, to leverage building blocks and identify opportunities.
Coordinates and monitors activities to ensure effective execution at key accounts: sales, services, procurement & supply, contracting with clear commercial conditions and follow-up.
Key Responsibilities
Trade Strategy Implementation and Coordination:
Yearly strategic & commercial planning for each institutional key account.
High transversal cooperation across the organization (Trade, BUs, Supply Chain, Market Acses etc.) to reach advanced tailored product offering to each account.
Customer Insights & Planning:
Recognize key business drivers and key influencers relationship strategy through understanding the marketplace, key issues, trends &competitive positioning of the key competitors.
Follow up competitor activities & update different departments concerned.
Yearly strategic planning for major hospitals & key accounts in terms of distinguishing offensive and defensive commercial strategy on monthly basis.
Develop key account plan & data base in structured KAM PLAN.
Impact & Influence Trade Channels:
Maximizing our business in key accounts sector and enriching portfolio through securing existence of the already listed SKUs and listing of new SKUs and brands.
Build quality relationship that maximize customer satisfaction & achieve maximum revenue, with KDMs (Key Decision Makers) & Management of Key Accounts.
Encourage new opportunities and identify potential growth of Key Accounts.
Build a unique image for our company in the hospital sector through well establish quality relationship by which putting our company in a position of real partner. Ensure long-term business relationship with key customers.
Regular follow up with the credit to identify special credit conditions for key accounts and take necessary actions (accelerate cheques issuing & high transversal cooperation with collection team, credit team in order to submit any requested documents).
Cooperate with Teams:
Acting as an internal communication link between stakeholders & other depts. to facilitate workflow (e.g. follow the processing of sales orders, check availability of products with production, follow the invoicing with the credit to solve any problems, etc.)
Survey risk parameters for own areas of responsibility, introduce precautionary measures as necessary.
Other accountabilities related to the job given by the direct manager.
The Employee shall comply with all the duties established by the Employer, reasonably corresponding to this job.
דרישות:
Job-holder requirements
Education: University Degree in a Business-Related Area (Economics, Finance etc.) or Life Science
Experience: At least 3 years' experience in sales or in a similar role in pharmaceutical industry. Or, at least 3 years experience as a Data Analyst in the pharma industry or other industries.
Core knowledge, competencies & skills:
Able to analyse data/insights and translate results into better solutions.
Negotiations, influence, overcome obstacles and ensure good outcomes internally and externally.
Successfully implements plans and generates the expected results, constantly monitors the quality and results of execution, and makes corrections where needed.
Versatile and resilient, ability to stay positive in pressure environment and work towards delivering results.
Effective communication skills, negotiation skills, presentation skills with the ability to engage המשרה מיועדת לנשים ולגברים כאחד.
