Key Account Manager - Hospital

Job Purpose

An enthusiastic self-motivated sales professional who will lead and develop new sales opportunities within hospitals with the key objective of increasing Spain sales volume and overall market share of the Cipla portfolio. Represent the Spanish affiliate in front of HCPS and other stakeholders to ensure excellence in promoting the products. Comply with the company's code of conduct and industry standards. Work with the highest ethical standards in order to achieve targets.

Key Accountabilities

Driving sales - Develop the sales plan and strategy to accelerate and drive incremental sales and market share growth in line with quarterly and annual sales targets

• Achieve agreed annual sales target and market share growth within channel.
• Clear targeted approach by sku level focusing on profit as well and revenue.
• Regularly monitor and appraise performance to identify areas to maintain and improve.
• Regular collaboration with NSM to accelerate and execute on opportunities.
• Study market data and monitor Cipla performance vs market performance.
• Use market information to identify initiatives to grow the business.
• Formulate plans with accountabilities and milestones, initiate corrective action when required

Supply management - Accurate forecast management on all sku's within portfolio, maintain consistent communication with SCM team be fully aligned on time and process from manufacture to supply

• Prepare bottom-up sales forecast for the year and break it down by month.
• Ensure accurate forecast in place and aligned with SCM to deliver growth opportunities and eliminate lost sales.
• Conduct regular meetings and maintain consistent communication to understand future supply challenges and share agree on growth opportunities.
• Drive appropriate portfolio management strategy in support of the NSM

Relationship management - Be a Cipla Brand Ambassador, consistently supporting and delivering customer needs and successful patient outcomes

• Knowledge of the hospital pharmacy area, and relationship with service heads and management managers
• Knowledge of the central services of the different autonomous communities for which they are responsible
• Identify and engage key decision makers within the hospitals to ensure successful outcomes.
• Develop long-term business relationships with an agreed contractual agreement.
• Be seen as a trusted and reliable partner and as the expert in the industry.
• Build trusting business relationships to help maximise knowledge of market challenges and look to support with positive outcomes

Business intelligence - Support BDM team through sharing market insight and trends in identifying new opportunities for IH and IL MA's

• Consistently share insight and feedback gained by customer engagement on market trends and opportunities.
• Have a clear knowledge of the generics landscape outside of Cipla portfolio to identify shortages and potential opportunities.
• Knowledge of prices and competition strategy for each of the products

Dimensions

• Responsible for areas: KAM 1 - Cataluña, Valencia, Baleares and potentially Aragon
• Driving will be required
• Revenue responsibility range 2-4 Mn €
• Current portfolio complex generics and biosimilar - this will further increase in coming months

Skills & Knowledge

Educational qualifications:

B.SC / B.Pharm or Educated to high school (preferably degree in Life Science)

Relevant experience:

+5- 10 years of Sales experience

Skills

Fluent in English

Strong communication and argumentation skills

Strong customer focus in all activities

Scientific back ground with commercial orientation

Ability to work on own initiative

Organized and methodic

Used to work under industry code of conduct

Financial analysis and management of the territory

Resilient, pragmatic and hardworking

Ambitious, energetic and driven

Approachable and enthusiastic

Flexible and adaptable