National Key Accounts Manager at CDL Human Resource

Route to Market & Distribution Optimization

• Design and optimize route-to-market strategies to enhance direct distribution efficiency and coverage.
• Evaluate and improve distribution infrastructure and parameters to ensure product availability in key institutions.

Strategic Key Account Management

• Develop and manage long-term relationships with Tier A and B hospitals across the country.
• Lead contract negotiations and renewals to ensure favourable terms aligned with business goals.
• Conduct quarterly business reviews with key clients to strengthen partnerships.
• Implementation and follow up implementation of planogram
• Validate planogram with KAE
• Commercial Strategy & Business Planning
• Actively contribute to the annual strategic business planning and quarterly commercial reviews.
• Conduct yearly market and competitive landscape assessments to align strategic direction.
• Benchmark performance and commercial activities against industry best practices
• Annual budget planning (sales target, advertising and promotional budgets)
• Prepare budget by brand (economics trend, new products, campaign, price adjustment)
• Monitor, review and report on all marketing activities
• Determine and manage the A&P Budget
• Report on ROI and KPI
• Ensure that the marketing objectives are achieved, measured and reported
• Develop and implement strategies to protect and enhance gross profit margins.
• Drive achievement of financial KPIs and targets as outlined in the commercial financial grid.
• Support budgeting processes and ensure robust profitability tracking and reporting.
• Suppliers Management
• Meet regularly with Suppliers to build effective relationships and promote our client products as the leading partner
• Respect suppliers’ regulations regarding storage, logistics, distribution, sales activities and pricing structures
• Prepare and ensure suppliers’ business reviews are prepared in a timely manner 
• Liaise with suppliers for NPD, set targets or strategic plans concerning brands
• Prepare the monthly reports and attend to all queries in a timely manner
• Prepare supplier's visit (business review, trade visit & administration)
• Main contact of suppliers
• Build strong relationship with suppliers
• Customer Relationship Management
• Drive customer satisfaction by ensuring high service levels and timely delivery to institutions.
• Define, track, and improve the Net Promoter Score (NPS) as a core customer satisfaction metric.
• Implement service excellence and customer-first principles throughout the team.
• Handle customer complaints effectively in a timely manner

Sales Forecasting

• Apply marketing excellence techniques and build winning marketing/brand plans.
• Ensure accurate and deep understanding of customer needs, competitor positioning, and market trends.
• Drive appropriate pricing strategies and optimize product mix for target institutions.
• Maintain a strong presence in the field and embody hands-on leadership.
• Update sales forecast and liaise with Supply Chain to efficiently manage and monitor stocks
• Follow up of proper ordering and smooth flow of stocks and optimum stock levels
• Align with calendar of activities
• Review monthly sales forecast taking into account latest trends
• Assess SFA and adjust forecast if need be

Promo Planning

• Planning of promo: pre-workings and analysis
• Work with sales team to create and tract promotional activities
• Ensure proper implementation of promotional and trade activities
• Follow up with sales on demand plan
• Ensure deadlines are respected for submission of TPR and follow-up on implementation
• Responsible for the elaboration of the trade promotions in consultation with KAE
• Stock Management
• Analyse stock report and prepare action plan for depletion by brand, skus and customer
• Lead short expiry depletion plan
• Analyse and validate impact for depletion (sales under cost, unit cost, finance by suppliers etc)
• Execute for depletion and follow up with sales team
• Share plan for execution by sales team after cross checking physical availability in warehouse

Market Monitoring

• Conduct market research to determine market requirements for existing and future products
• Analyse the market, product performance and launching of new products
• Data analysis and interpretation
• Research products to identify new opportunities
• Continuous observation and monitoring of competition and their activities
• Keep track of and evaluate the marketing activity of competitors
• Undertake market research to remain competitive in the consumer market
• Collect, analyse and make use of information of the different media channels
• Ensure market surveys and field research are carried out for new products
• Closely monitor and analyse and competitive activities
• NPD
• Conduct Market Analysis
• Product trials and tasting
• Prepare costing and sales forecast
• Authorisation from Authorities
• Define distribution channel
• Prepare Price List for listing
• Prepare listing documents: presentation and sales arguments
• Identify and propose new areas of development
• Reporting
• Preparation of figures and presentation
• Ensure timely sales and marketing reporting to suppliers and the Management
• Service Excellence
• Participate in the implementation of Service Excellence initiatives/ projects of the department.
• Ensure that team members are fully engaged and committed to Service Excellence and that excellent service level are maintained at all times
• Assess Service level on a continuous basis and address any matter impeding excellent service level
• Handle and/or follow up on queries and complaints promptly and ensure that appropriate corrective actions are taken in a timely manner
• Implement Service Excellence KPIs, monitor and continuously improve service level of the department

Human Capital

• Support the setup and structure of a new Key Accounts commercial team.
• Lead, coach, and develop a high-performance team with a strong culture of engagement and empowerment.
• Implement people processes, including performance management, succession planning, and talent development.
• Provide product knowledge training to internal and external stakeholders
• Ensure positive and effective communication with subordinates and staff through the governance framework
• Ensure that Human Capital initiatives including but not limited to Leadership, Succession Plan and ‘Great Place to Work’ are properly and successfully deployed within the department
• Identify competency gaps, manage learning and development plans and provide opportunities to team members to learn and grow
• Identify areas of improvement with respect to discipline, code of conduct, team members’ engagement and address & resolve conflicts & issues
• Ensure that all health and safety provisions and measures are properly adhered and complied with at all times
• Ensure that the department comply with established policies and procedures, company’s standard practices as well as legal provisions as per prevailing legislation

Requirements

Qualifications, Skills and other prerequisites

Qualifications

• Degree in Sales & Marketing or any other equivalent
• MBA is an added advantage

Experience

• At least 8 years’ experience in all aspects of developing and managing marketing and sales strategies
• Must have proven track record managing key institutional accounts in the pharmaceutical or healthcare distribution industry.