Key Account Manager

Acino is a Swiss pharmaceutical company, leader in advanced drug delivery technologies. We have a clear focus on selected emerging markets in the Middle East, Africa, the CIS Region and Latin America, and operate in some of the most dynamic countries of the world. We value courage, commitment, trust and empathy and provide an environment that supports initiative and effort. We are proud to be action oriented and open minded, with a strong focus on quality and product availability, even in remote and hard to reach areas of the world.

The position is based in Dubai, UAE and will report directly to the Commercial Manager, UAE. As a Key Account Manager, you'll be the primary contact to buying customers and will be responsible for building and maintaining strong business partnerships with accounts that ensure mutual and profitable growth with excellent levels of service.

Your Responsibilities will be:

• Understand the account structure and dynamics to help define with the sales leadership the optimum go-to-market with appropriate level of commercial, trade and promotional investments.
• Map account organizations and build strong relationships with key stakeholders and decision makers.
• Evaluate accounts revenue potential (linked with consumption capacity) and competitive landscapes using internal data and external intelligence to define the right offer in terms of volume and price.
• Forecast accurately and realistically monthly/quarterly and yearly sales objectives at product > account level.
• Know Acino processes for efficient customer service (expiry & returns, credit note, etc.).
• Build, present and agree with leadership on successful strategies to maximize Acino growth (KA yearly plans).
• Engage in yearly agreement discussions to present, negotiate and sign Acino agreed offers (in line with Acino commercial policy) and ensure implementation through distributors.
• Drive execution of the KA yearly plan and ensure the defined performance objectives (KPIs*) are met.
• Ensure regular and appropriate sales orders (to ensure product availability) in line with strategy, sales team expectations while maintaining reasonable inventory levels in line with account practices.
• Support sales and marketing in driving implementation of ad-hoc activities in account: marketing campaigns, new product enlisting, trade activations as per business requirements.
• Closely collaborate with sales and marketing team in sharing valuable insights (i.e. new entrants, new/closed branches, account dynamics, changes in purchase patterns, slow-moving products, etc.).
• Closely collaborate with other strategic partners (i.e. distributors) to ensure “one voice” to customer.
• Support with any other task and responsibilities as assigned by the line manager.
• Maintain a strong monitoring of the account performance (in terms of IMS, consumption and inventory).
• Organize and drive quarterly/bi-annually business partnership meetings with accounts and sales leadership.
• Present regular business updates (as per UAE sales yearly calendar) on accounts with requested content.
• Be proactive, propose ways to enhance partnerships and new business opportunities that Acino can benefit from.

Your Profile:

• Bachelor's degree in Life Sciences, Pharmacy, or related fields.
• 5+ year of experience in pharmaceutical sales.
• Experience in a similar position is preferrable.
• Must have multi-cultural experience working in countrywide operations.
• Outstanding sales acumen and business aptitude.
• Excellent communication skills and influencing ability, high degree of customer focus.
• Ethical mindset and commitment to complying with industry regulations and company policies.