Job Title: Key Account Executive Trade (Wholesale and Retail)
Reference: 120314-1
Location: Abuja, Nigeria
Reporting To (Job Title): Commercial Trade Channel Lead
Type of position: Permanent
Employer: GlaxoSmithKline (GSK)
Job Purpose/Scope: Responsible for planning and forecasting the annual key accounts plan and business plan for the assigned territory, new product launches & list of products, sales/ performance/ profitability, forecasting, promotional campaign planning and execution for increasing Brand visibility.
Key Responsibilities:
• Responsible for achieving sales targets through key accounts and individual pharmacies by managing Distributors, Key Accounts and commercial sales representatives in the assigned territory
• Maintain market share of products and business development by analyzing and cross checking competitors' activity.
• Optimize and manage the bonus free goods, discounts, commercial (if applicable) schemes effectively
• Liaison/Point of contact between the key accounts and all business units
• Evaluate the potential and develop strategies to realize the potential of the key accounts and individual pharmacies.
• Establish contacts and develop relationships with key accounts and identify the decision making process and account mapping to ensure leverage of company priorities.
• Qualitative and quantitative analysis of markets in terms of potential size and share for the product
• Ensuring achievement of sales targets, local market targets, profitability, and market share and monitoring of inventory.
• Conduct and arrange conferences/presentations, CMEs for the pharmacies & pharmacists, pharmacy programs.
• Align with Trade Marketing for specific pharmacy marketing activities
• Develop commercial deals by leveraging GSK portfolio to increase sales and reduce cost.
• Present GSK in a very professional way to customers through structured and organized working.
• To work closely with all business functions to align on common objectives
Qualifications, Experience:
• Candidate must have a University education degree. An advanced degree (MBA) is a plus from a reputed globally recognized University.
• Candidate must have at least 4-5 years of relevant Sales & pharmaceutical experience within a reputable pharmaceutical company.
Competencies:
• Deep knowledge of Local market – Chain pharmacies, individual pharmacies and hospitals.
• Candidates should be commercial and sales focused.
• A consistent track record on performance
• Should be analytical and have good business acumen.
• Good Presentation skills
• Organized and Team player
• Technically competent
• High level of self-motivation and enthusiasm.
• Result oriented
• High end negotiation skills
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