Key Account Manager

Job Description

As Key Account Officer, you will be responsible for maintaining effective long-term relationships with an assigned customer/group of customers/region. You will serve as the primary interface for all products and creates demand for the organization’s products by raising their profile with customers. You will identify, develops and close new sales opportunities. This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following:

Job Purpose

• Identifies key opportunities within the key customers being handled in driving overall business goals for both the customer and the company
• Develops and Implements the Annual Customer Business Plan (CBP) for each key customer.
• Aligns customer strategies and tactics with the Senior Customer Development Manager (SCDM)
• Ensures proper execution of strategies and action plans specific to each key customer
• Exercises sound decision-making, living GSK values and compliance requirements in dealing with contact persons in each key customer

• Manages overall achievement of sales, distribution, fill rate, and returns KPIs with each customer • Conducts a quarterly and semi-annual business review with each key customer to monitor and ensure achievement of business objectives • Prepares a monthly business review deck, presented to the SCDM on a regular basis

Key Responsibilities

• Planning, organizing, leading, and directing efforts to strategically grow the customers’ business through effective key accounts management to enable achievement of sales volume and value targets for the entire company portfolio of brands
• Developing and nurturing strategic partnerships with defined key accounts, identify opportunities to synergize and grow business mutually for the key account and the company
• Liaising between the Marketing/brand team, Customer Marketing team and other company stakeholders
• Ensuring all newly launched products are consistently distributed and available in all key accounts during the first month of launch
• Monitors specific key account KPIs, institutes key account monthly business reviews together with account stakeholders as well as internal company senior leaders.
• Identify specific Key Customer gaps and opportunities, develop action plans in collaboration with customer stakeholders to address and mitigate these in the process
• Institutionalize Stakeholder Management with all key accounts through regular Customer profiling and account business planning
• Implements national activities/programs as defined by the Company Promo/Trade Calendar
• Communicate brand features and benefits of the company’s Portfolio amongst account stakeholders through effective key accounts call management
• Plans and implements customized marketing programs to key accounts which are aligned with marketing to drive achievement of account specific objectives
• Manages financial KPIs of the company on Key Accounts managed. Deliverable KPIs include Net Sales, Net Profit, Fill Rate, Returns Management, Days Sales Outstanding

Key Competencies Required:

o Effective Negotiations Skills

o Customer Business Planning

o Strategic Business Relationship Building

o Strategic Thinking

o Thought Leadership

o Managing Ambiguity

o Managing Change

o Ability to work across boundaries

o Drives Performance

o Personal Resilience

o Personal Leadership

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/ immunology and oncology).

Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves – feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/ immunology and oncology).

Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves – feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.

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