Key Account Manager Volga Job (Samara, Russia)

Description

1. Job Purpose

The management of a defined portfolio of LifeScan Key Accounts customers – Federal and regional Chains of pharmacies, actively driving the Value/Volume growth and share of the LS business, as well as ensuring meticulous execution of agreed activities, in line with the business plans and the Credo.

2. Job Scope

(The facts and figures relating to the job)

To be added during first 3 months

No of Accounts 6-8 KA

Name of Accounts Implozia, Vita, Ladushka, Farmaimpex, Kazanskie apteki, Alia, 36,6 Urazmanov

Location of Accounts Volga & Ural

$ Turnover of Accounts

Accounts contribution as a % of Countries Business

A & P Budget

3. Main Responsibilities

(The major end results the job is expected to achieve)

External Management:

1) Overall day to day management of the defined Key Accounts

2) Maintain and develop good credible business relationships

3) Maintain and develop existing and new customers through planned individual account support.

4) Negotiating agreements

5) Respond and follow up in a timely manner, any customer enquiries by post, telephone, e-mail or personal visits.

6) Plan and prioritise personal sales activities and customer contact towards achieving agreed business aims, including costs and sales – especially managing personal time and productivity.

7) Implement Category Management programs in line with Cycle tasks.

8) Implement training programs with support of Training Manager, Marketing and PS.

9) Ensure in-store strategy for brands

Business Planning:

1) Create Customer Development plan by Key Customers – Chains of Pharmacies

2) Plan and implement marketing activities to agreed budgets, sales volumes, values.

3) Plan and execute New Product Launches to agreed time plan and defined targets and KPI’s

Internal Management:

1) Determine and manage trade investment spend by customer. Coordinate it when needed with RSM.

2) Coordinate and measure field force activity in terms of in-store execution.

3) Provide link between marketing and customers.

4) Create and manage processes and tool for customer development

5) Ensure all terms and conditions are common and defensible

4) Manage annual price increase process to ensure trade acceptance without margin enhancement

5) Provide the NSD, RBM with information and direction regarding actions he/she needs to undertake within the Key Accounts

6) Liaise and attend meetings with other company functions necessary to perform duties and aid business and organisational development

7) Monitor and report on activities and provide relevant management information

People Management:

1) Manage a team of 1 Key Account Executive and 6 outsourced merchandisers.

Administration

1) Promotional evaluation: pre and post campaigns

2) Keep detailed records of all customer agreements and correspondence

3) Appropriate administration, budgeting, monitoring, reporting, and communication.

4) Determine and manage trade investment spend by customer

Development

1) Attend training to develop the relevant knowledge and skills

4. Operating Environment

(The background and operating environment of the job)

Dept:

Volga & Ural region

Complexity:

Managing a number of key accounts, and having to prioritise the workload. Planning and negotiating activities and spending, margins and costs.

Challenges:

Meeting customer needs and increasing customer satisfaction whilst achieving the internal goals and honouring the credo and HCC. Dealing with complex and complicated issues, requiring internal and external help.

5. Decision Making, Authority and Controls

(Decisions/recommendations the job holder can make without reference to anyone else, job procedures followed)

Jobholder is responsible for the day-to-day management, including supply chain, customer services and admin. Also, implementation of agreed plans, and retaining and improving the business relationship and the profile of LS within the customers business.

Job Holder has to refer to line manager for approval for negotiating cost prices, advertising and promotional spends.

Business plans have to have approval of immediate line manager.

Qualifications

-

6. Knowledge / Experience / Skills required
- Experience of previous management of Federal Chains – more than 1 year.
- Able to demonstrate success and experience in managing Chains (pharmacies) and achieving genuine sales development.
- Experience of Negotiating margins/ agreements with Customers
- Able to communicate well, both verbally and written.
- Understands the principles of Key Account Management and has a good grasp of marketing and category management
- Able to identify, plan and implement specific account activities.
- Has the ability to understand and communicate clinical data.
- Able to manage budgets.
- Able to understand basic business finance, eg gross margin percentages and calculations, sales figures analysis.
- Must be a competent writer of business letters, proposals and confirmation communications.
- Must be an excellent face-to-face and telephone communicator.
- Written, spoken English – Intermediate.

Primary Location:Europe/Middle East/Africa-Russia-Samara Region-Samara
Organization: J&J LLC Russia (8431)
Job Function: Selling
Job Segment: Account Manager, Supply Chain Manager, Marketing Manager, Manager, Advertising, Sales, Operations, Marketing, Management

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