Key Account Manager

Mô tả Công việc

ABOUT DOCQUITY

Docquity is Southeast Asia’s largest professional community of healthcare professionals. Our single-minded purpose is to build a trusted digital healthcare platform to elevate patient outcomes and, ultimately, build healthier lives. Docquity connects healthcare professionals to help them be more collaborative, productive, and impactful and partners with companies to reach, educate and gain insights. Docquity has more than 350,000 healthcare professionals and has offices in India, Indonesia, the Philippines, Malaysia, Singapore, Thailand, Vietnam, and Taiwan.

Docquity is developing CSMO (Contract Sales & Marketing Organization) model digitally and physically to promote potential healthcare brands within Vietnam marketplace and expanding the responsible Team as a consequence, fast & ambitiously. So, let’s join us!

SUMMARY

• Job title: Key Account Manager (OTC & MT)

• Reporting to: Commercial Director.

• Number of direct reports: none.

• Location: Ho Chi Minh city, Vietnam.

• Channels: OTC (Chain Pharmacy/WS) & MT.

• Brands: multiple in healthcare.

• Expected on-board date: within May-24.

ROLES

Fully in-charge of all key accounts’ sales & marketing performance from strategic planning to excellent execution, to drive revenue & market share growth for all responsible brands within OTC & MT channel.

RESPONSIBILITIES

• Develop and execute key account development plan to maximize the opportunity for market penetration and expansion aligned with company and multiple brands’ strategy.

• Lead discussion, negotiation & execution with key accounts on topics of trading terms, sales & marketing targets & activities planning, contract/annex completion & deployment, orders: credit & payment, etc. with perfect relationship building.

• Co-lead pricing strategy & co-develop trade promotion plan (discount, FOC, rebate, etc.) & manage the perfect deployment to maximize brands’ availability & sales result to optimize stock level.

• Co-develop trade marketing activity plan (product training, display, activation, syposium, etc.) & ensure proper communication & excellent execution to maximize brands’ visibility & sales result.

• Responsible for forecast accuracy & demand planning for multiple brands and monitor stock level to ensure supply vs. demand and related risk mitigation (write-off or near expiration).

• Build up ideal customer profile (ICP) within all key accounts, in accordance with each brand’s strategy & performance, including segmentation & targeting (S&T), performance analysis with key recommendations for sales & market share growth, relationship management, etc. to rank, monitor & then maximize customer satisfaction level all the time.

• Ensure smooth & lightspeed execution of all activities via managing operations processes (SOP) with maximum collaboration vs. related stakeholders, inside or outside.

• Conduct frequent customer & market visit to gather market intelligence & understand market dynamics (market trends, competitive landscape in target brand/customer/consumer matrix) and then provide extensive reporting with advisable initiatives.

• Manage Team performance (if any) and ensure people development, 100% in compliance with Docquity working culture & spirit.

• Collect key accounts’ sales data (sell-in/sell-out) & prepare deep-dive reporting with robust analysis vs. sales & marketing activities in effectiveness & efficiency within regular business reviews.

• Stakeholder management: from local/regional internals (digital/trade marketing, sales (RSM/MR/KAM/E-com) or supporting functions (medical, finance, HR, etc.)) to externals (manufacturers, distributors, suppliers, etc.).