Job Purpose:
To lead the development and management of strategic relationships with key clients in the pharmaceutical sector. This role is critical in ensuring the long‐term success of our business by identifying new business opportunities, maintaining strong partnerships with healthcare providers, hospitals, wholesalers, key accounts and other stakeholders. This will enable the company to increase market penetration in those segments, and hence achieve sales and growth targets, in line with organization‐wide goals
Key Accountabilities:
Drive sales via the Direct to Market (DTM) channels leveraging strategic key accounts including major retailers:
* Achieve sales and contribution budgets for DTM Retail
* External stakeholder management: Relationships with major retails and wholesalers (TWCM, PL, CW)
* Achieve Retail banner group alignments with new products
* Working collaboratively with Cipla SCM to manage in‐market sales forecasting
* Secure new business, onboarding new banner groups
* Develop and monitor compliance with retailer arrangements
Lead and manage the direct to market hospital channel:
* Execute and manage hospital tenders for Cipla DTM (Public and private)
* Stakeholder management of key hospital contacts
* Where possible, influence formulary for new products from the Cipla range
* Manage any financial risks with the support of the Cipla cross functional team
Wholesaler Management:
* Manage Cipla's relationship with all CSO wholesalers and direct accounts
* Ensure management of in market pricing and deals
* Working collaboratively with SCM to ensure accurate sales forecasting with targets minimising OOS
* Oversee the wholesaler agreements and renewal with consideration to the best interests for Cipla
Commercial Support:
* Working closely with the Business Unit Manager, Marketing Manager and Launch teams, align sales trajectories with budgeting, forecasting and strategic planning activities
* Manage execution of go‐to‐market pricing models and deals
Cross Functional Support:
Working collaboratively with all Cipla departments to enhance Cipla's direct to market offering and provide inputs to various forums and meetings as required.
Educational qualifications:
Bachelors or Masters Degree in Business, Life Sciences, or a related field.
Relevant knowledge & experience:
* Deep understanding of the pharmaceutical industry & AU market
* Excellent communication skills
* Proven track record in account management and sales
* At least 5 years of experience as a Key Account Manager in AU pharmaceuticals market, ideally generics focus
* Hospital tender experience is desirable
* Strong commercial acumen & customer service orientation
* Demonstrated ability to build trust and credibility with customers
* Established relationships with Australian CSO Wholesalers
* Experience with managing a CRM
* Strategic mindset, strategy development & building and executing go‐to‐market plans
* Contract negotiations
* Market trend and KPI analysis, interpretation and insights
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