Key Account Executive

Responsible for realization of sales objectives within the assigned territory / Accounts by implementing all company activities aiming to maximize sales force productivity and maximize growth opportunities for all company portfolio. To manage the team within the assigned geographical territory, maintain, grow and generate new business and promote products / programs to ensure maximum distribution / market penetration of Hikma products while achieving corporate goals and objectives. Main Duties and Responsibilities

Recommend & implement improvements to departmental policy and direct the implementation of procedures and controls covering all areas of Commercial activity so that all relevant procedural / legislative requirements are fulfilled while delivering a quality, cost- effective service to customers. Supervise the day-to-day operations of Commercial section to ensure that work processes are implemented as designed and comply with established policies and procedures. Achieving Territory objectives for all Strategic (Promoted & Non-promoted Items) Prepare annual business plans for each of accounts under his scope. The annual plan should cover each strategic product and should meet the related qualitative standards, e.g., resources, Push & Pull strategies, key influencers strategies, KA satisfaction map…. etc. The annual plan should clearly define the milestones and timelines to evaluate / align the progress. Separate plans per product / account should be carefully crafted and shared for the business portfolio. Communicate the plans with all related parties including Area Managers, Product managers, Field force supervisors. Prepare and provide monthly & quarterly financial elements forecast as per the annual plans per account. Prepare, share & execute a monthly coverage plan per each account in the area under his responsibility. Provide an up-to-date availability, Stock and consumption level reports for Strategic (promoted &non- promoted) items within the plan scope on monthly basis. The data reports should be informative with clear indications about items performance versus plan, versus competition and versus historical years data. Conduct review meetings with stakeholders based on the milestones and timelines mentioned in the annual plan to update and recommend the corrective measures to be taken if needed. Conduct the pre-planned visits / meetings with accounts in the area under his responsibility. Provide an up-to-date monthly progress report for the new items’ performance versus their plans to all stakeholders with clear recommendations if needed. Provide market intelligence report on monthly basis regarding new competitive items, competition strategies, key accounts’ changes … etc. the quality of the report well be scaled as per the qualitative elements (marketplace key issues, trends, and competitive positioning of Key competitors) Establishing and maintaining positive relationships with KEY accounts aimed at long term sustainable business. Facilitate and finalize the annual commercial contracts with related internal & external parties. Operating within the agreed S&M expenses per account. Perform other duties as assigned. Respect Company values, code of ethics and standards. Respect Personal data protection and confidentiality standards. Identify marketplace trends and communicates them to the sales team, to capitalize on sales opportunities. Prepare and utilize sales tools and product knowledge, to maximize effective customer presentations to identify 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 assigned territory and develop new business opportunities. Launch new products and programs to achieve business objectives. Consult with new and existing customers to address their product needs and explore marketplace conditions. Generate and expand support for the product portfolio through selling techniques to continuously identify and resolve problems with the accounts while ensuring a long-term relationship. Conduct research and build a strong customer base to find new business opportunities and support sales objectives. Monitor industry conditions for changes that impact business while working with customer operations to ensure accurate and efficient order processing. Manages and assists in the resolution of customer issues, to ensure that issues are resolved in a timely and efficient manner. Inventory Management & allocation inhouse and among different customers & distributors. Managing all customer types (Hospitals, Polyclinics, Chains, Sub-agents etc.) Managing Bonus, Discounts, Stock Aging & Minimising expiry returns. Organise and direct the activities to ensure that all work within the area under responsibility is carried out in an efficient and a compliant manner. Contribute to the identification of opportunities for continuous people development and talent retention as well as improvement of systems and procedures considering best practices. Prepare commercial reports timely and accurately to meet company and department requirements, policies, and standards. Complies with all relevant safety, quality and environmental management policies, procedures, and controls to ensure a healthy and safe work environment. Qualifications & Experience

Minimum Qualifications

Bachelor's degree in a Medical field (Pharmacy or equivalent.) Minimum Experience

Experience within Saudi Arabia A minimum of 2-3 years in Sales in the Pharmaceutical Industry as a Key Account Executive within the assigned geographical area of responsibility is preferred Skills / Knowledge

Ability to manage a diversified portfolio and navigate business complexities. Proven track record of achievements with a demonstrated ability to consistently meet and exceed sales budgets. Preferred experience in anti-infective (intensive care) diseases, hematology, and neonatology. Proficient in Microsoft Office Suite (Excel, PowerPoint, Word, etc.) Location

KSA- Western & South Area

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