Key Account Executive

Overview

Responsible for achieving sales objectives within the assigned territory / accounts by implementing company activities to maximize sales force productivity and growth opportunities for the company portfolio. Manages the team in the assigned geographical territory, maintains and grows business, and promotes products / programs to ensure maximum distribution and market penetration of Hikma products while achieving corporate goals.

Responsibilities

• Realize sales objectives within the assigned territory / accounts by implementing all company activities to maximize sales force productivity and growth opportunities for the full product portfolio.
• Manage the team within the assigned geographical territory, maintain and generate new business, promote products / programs, and ensure maximum distribution / market penetration of Hikma products while achieving corporate goals.
• Recommend & implement improvements to departmental policy and procedures, ensuring compliance with applicable requirements while delivering a quality, cost-effective service to customers.
• Supervise day-to-day operations of the Commercial section to ensure processes are implemented as designed and comply with established policies and procedures.
• Achieve territory objectives for all strategic (promoted & non-promoted) items.
• Prepare annual business plans for each account under scope, covering each strategic product with milestones and timelines to evaluate progress.
• Develop separate plans per product / account, and share them with the business portfolio.
• Communicate plans with Area Managers, Product Managers, and Field Force Supervisors.
• Prepare monthly & quarterly financial forecasts as per annual plans per account.
• Prepare, share & execute a monthly coverage plan per account within the area of responsibility.
• Provide up-to-date availability, stock, and consumption level reports for strategic items on a monthly basis, with performance insights versus plan, competition, and historical data.
• Conduct reviews with stakeholders based on milestones to propose corrective actions as needed.
• Conduct pre-planned visits / meetings with accounts in the area of responsibility.
• Provide an up-to-date monthly progress report for new items’ performance versus plans to all stakeholders with clear recommendations if needed.
• Provide market intelligence reports monthly regarding new competitive items, competition strategies, and key account changes, with emphasis on marketplace issues, trends, and competitive positioning.
• Establish and maintain positive relationships with Key Accounts for long-term sustainable business.
• Facilitate and finalize annual commercial contracts with internal & external parties.
• Operate within the approved S&M expenses per account.
• Perform other duties as assigned.
• Respect company values, code of ethics, and standards; protect personal data and confidentiality.
• Identify marketplace trends and communicate them to the sales team to capitalize on opportunities.
• Prepare and utilize sales tools and product knowledge to maximize effective customer presentations and meet customer needs.
• Collaborate with Sales, Marketing, Customer Service, and Finance to provide a market-leading service level to customers.
• Develop current and new account relationships to increase sales in the territory and develop new business opportunities.
• Launch new products and programs to achieve business objectives.
• Consult with new and existing customers to address product needs and explore marketplace conditions.
• Generate and expand support for the product portfolio through selling techniques to identify and resolve problems with accounts while ensuring long-term relationships.
• Conduct research and build a strong customer base to find new business opportunities and support sales objectives.
• Monitor industry conditions for changes impacting the business; work with customer operations to ensure accurate and efficient order processing.
• Manage and assist in the resolution of customer issues to ensure timely and efficient resolution.
• Inventory management and allocation in-house and among different customers & distributors.
• Manage all customer types (Hospitals, Polyclinics, Chains, Sub-agents, etc.).
• Manage bonuses, discounts, stock aging, and minimizing expiry returns.
• Organise and direct activities to ensure work within the area of responsibility is efficient and compliant.
• Contribute to identifying opportunities for continuous people development, talent retention, and improvement of systems and procedures, considering best practices.
• Prepare commercial reports timely and accurately to meet company and department requirements, policies, and standards.
• Comply with safety, quality, and environmental management policies, procedures, and controls to ensure a healthy and safe work environment.

Qualifications & Experience

Minimum Qualifications

Minimum Experience

Skills / Knowledge

Location

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