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Key Account Manager

1 month ago

Thành phố Hồ Chí Minh, Vietnam DKSH Full time

Location: Ho Chi Minh, VN, VN- Global Business Unit: HEC- Job Function: Sales- Requisition Number: 171081- Description:
**Job Summary**:
The Key Account Manager is responsible for including account management but not limited to focus on the assigned territory, channel, or portfolio and maximizing access to the company products. Build up short & long-term partnerships with targeted accounts in specific tactics by account. Establish governance model of Retail to targeted accounts making sure achieving business objective. This position reports to National Sales Manager.

**General Responsibilities**:
**Account/ customer management**:

- Understand the account org. chart, identify key stakeholders and clear about decision making process
- Develop stakeholder engagement activities to support for business and company priorities.
- Development of customers and creating sustainable long-term relationship with decision makers at stakeholder organizations
- Clearly understand customer behavior and insights, potential size and share of Corporate/ Brand/ SKUs
- Understand and competitive advantages/ disadvantage of Company vs key competitors to support for account business planning (strategic and tactic plan)
- Liaison/Point of contact between the assigned Accounts and Company and Present Company in a very professional way to customers through structured and organized working.

**Integrated Account Planning & Forecasting**
- Lead the integrated account plan & execution process as the orchestrator role for better insights and solution design & internal collaboration
- Work closely with all business function to align on annual business objectives for assigned accounts.
- Responsible for annual planning for assigned accounts: Develop commercial deals by leveraging Company portfolio to drive growth, market share and reduce cost.

1. Forecasting & commercial scheme
- Working closely with marketing (Retail and Brand) for product forecasting to ensure the alignment on objectives, strategies of brand and business channel development.
- Working closely with Retail people to develop the commercial scheme to assigned account effectively (free goods, periodic discount, accumulative discount.)
- Responsible to optimize and manage (tracking & monitoring) all commercial program that applied on the assigned accounts.

2. Tactic & activities plan & Execution.
- Realize/ evaluate the potential and develop strategic plan to support for growth
- Working closely with Retail/ Brand marketing to develop tactic & activity plan, such as health solutions partnership program, healthcare capability building, and other patients access program at assigned. Conduct all product SAM, education, training, which dedicated to assigned accounts.
- End to end process to ensure well execution of all programs at account level

**Internal collaboration and enabling function**
- Working effectively with cross function to get sufficient support: Medical, SFE, Compliance, legal
- Lead the account meeting for better collaboration, customer insights and solution design.

**Complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to high standards of business conduct**

**Functional Skills and Knowledge**:

- Minimum 5 years of experience in Pharma industry
- Marketing experience is preferred
- Knowledge of the evolving healthcare environment.
- Cross functional collaborative experience.
- Must good communication in written and spoken English
- Computer literate such as Excel spreadsheets, PowerPoint, Word.

**Education**:

- Bachelor’s Degree (preferably Pharmaceutical or Medical major)

**Why It’s Great to Work at DKSH**:
At DKSH, we are driven by a purpose that goes beyond the ordinary: enriching people's lives. Through the products and services we provide, DKSH positively impacts millions of lives everyday. Join our team where entrepreneurship meets flexible work arrangements. Take the leap and start a journey where you can grow and make a difference

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