NATIONAL KEY ACCOUNT MANAGER

The National Key Account Manager, as member of the Sales team, plays a pivotal role in the Business Unit by developing the pharmacy chains and groups commercial strategy and partnering with them to implement successfully the commercial policy for Dafalgan© and Dafalgan© Forte. 

She/he will also develop commercial relationship with hospitals and elderly homes from a commercial and tendering perspective.

He/ she will be part of a team of 2 KAMs, working closely together on Commercial plans and projects to drive further leadership in the Consumer Health area in Belgium and Luxembourg.

The position reports directly into the National Head of Sales.

The role is at Managerial level and field based. It includes intensive cross functional collaboration with Marketing, Sales, Market Access, Legal and Customer services.

The function is fully involved in implementing the commercial plan. 

Responsibilities:  

The right candidate will

• Be in contact with key accounts in the OTC landscape (pharmacy chains and groups, Private pharmacists, wholesalers, etc.) to help implementing successfully the commercial policy for Dafalgan© and Dafalgan© Forte, together with other products 
• Develop the pharmacy chains and groups commercial strategy and plans, convince internal stakeholders through an enthusiastic and pragmatic approach
• Identify, prospect and close deals with hospitals and elderly homes in order to bring products on therapeutical formularies
• Be in charge of following-up tendering offers and close deals with hospitals partners
• Project management: Lead from A to Z projects related to commercial activities
• Analyze performance and results for each KA in own target in order to develop further key partnerships
• Be responsible for discounting exercise for own KA
• Develop a strong understanding of the pharmacy landscape and KA dynamics, as well as Hospitals network and tender management approach 
• Roll out Marketing plan actions at key account level and leads implementation
• Manage the promotional budget allocated and defines priorities within the budget
• Identify new promotional opportunities and partnership programs
• Active participation to internal KAM and Sales meetings
• Engage operating partners through continuous feedback and collaborative actions 
• Establish strong working relationships with key internal stakeholders (KAM colleague, Market Access, Legal, Marketing, Sales, Finance, GoTC, Medical) 
• Drives continuous improvement through projects management linked to the KAM activities
• Challenge the status quo through new ideas, stakeholder dialogues and pilots
• Demonstrate good judgment in taking business decisions
• Fully respect without error all legal and compliance rules relative to OTC business 

Requirements: 

• University degree
• Experience and network as KAM in Pharma is required. Managerial experience is an asset.
• Proven experience in hospital tendering management is required.
• Elderly Homes’ environment knowledge is an asset.
• Strong strategic mindset 
• Proven track record of successful results and cross functional collaboration.
• Successful leadership of projects and proven track record of working in a cross functional environment
• Excellent communication and presentation skills - assertive
• Strong analytical and technical skills in MS Office - Skillful in Excel
• Fluent in Dutch, French and English
• Negotiator 
• Demonstrates enthusiasm, motivation and confidence
• Administrative discipline
• Team player
• Open mind 
• Seeks and welcomes feedback
• Ambitious to grow

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