Key Account Manager (Pharmacy Channel UAE) Residents Only

About iNova

iNova is a different kind of health company.

We are leading the way to better health by delivering innovative, patient-centric products that improve the lives of people around the world.

Our diverse portfolio of iconic, market-leading consumer health brands and prescription medicines are backed by science and distributed in over 75 markets across Asia, Australia, New Zealand, Middle East & Africa and Europe.

Experience the iNova difference today.

Job Purpose:

Shape the growth of a trusted healthcare brand in one of the region's most dynamic pharmacy markets.

iNova Pharmaceuticals is looking for an ambitious, commercially sharp Key Account Manager to join our UAE Sales Management team. You'll own our partnerships with the UAE's leading pharmacy customers and play a direct part in how fast iNova grows in the channel.

As Key Account Manager, you'll turn customer relationships into partnerships that benefit both sides.

Your work will decide how well our products are positioned, promoted and available on shelf across the UAE.

Key Responsibilities:

Trade marketing & visibility

a. Work with the marketing team to design trade marketing initiatives, visibility campaigns, bespoke promotions for key customers based on shopper profiling and customer strategy & objectives.

b. Ensure disciplined delivery of trade marketing initiatives with right visibility material including coordination with suppliers.

c. Provide Category management and merchandising support to key chains to ensure appropriate shelf share for CHC brands.

d. Responsible for the strategic planning and deployment of category management plans, as well as retail planogram proposals.

e. Work closely with marketing team to identify and develop the channel strategy for new launches and execute the same

Commercial Plans and Orders

a. Strong Negotiation Skills; Develop trading terms with lead customers and ensure implementation & execution.

b. Develop, monitor and improve processes to link all Marketing activities with the activities of the Sales team. Work closely with the sales manages to ensure delivery of numbers

d. Accountable for business improvement and sales growth from pharmacies channel via the pharmacy team.

e. Accountable for positioning iNova Pharmaceuticals as preferred Consumer Healthcare partner at the level of trade pharmacies.

Relationship Management/New Opportunities

a. Strong relationship management; Develop, and build key business relationships with Key Pharmacy Chains and lead mass customers and utilize influencing skills to engender greater collaboration across respective teams.

b. Long term Vision; Support in designing a clear channel and key customer roadmap to facilitate the medium and long term business growth objectives

c. Identify opportunities to expand distribution (new stores/channels).

KPIs:

1. Achieve sales out budgets for key drive brands.

2. Align and execute the visibility calendar with operational discipline.

3. Align and execute distribution targets for new launches.

4. Listing of products in key accounts.

5. Identify and align distribution expansion plan - % of stores carrying the full range of drive brands; Number of new stores reached with the drive brands.

Qualifications

Education: Pharmacy degree required / with MBA “preferred”

Experience: 3+ years in similar role

Knowledge and Skills:

• Proven track record of achievements and a high level of customer knowledge and high ability of relationship settings.
• CHC Mind-set; results driven- positive attitude towards new business/new opportunities
• Strong negotiations & analytical skills.
• Excellent communication and presentation skills
• Must be able to work well in cross functional teams, both as a team player and a team leader.
• Excellent project management skills.
• Needs to lead successful creation of our new business model in trade for the CHC business
• Strategic Thinking.
• Operational Discipline to execute the aligned plans

Originally posted on Himalayas