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Key Account Manager

1 month ago

กรงเทพมหานคร, Thailand Sandoz Full time

Major Accountabilities (Describe the main results of the job to be achieved )
- Gather and analyze account data including the market and competitive environment and Sandoz

performance (sales, profit and price/volume trend).
- Develops key account plan, A&P budget to support Sandoz strategies and objectives
- Identify commercial opportunities and develop and implement commercial value propositions to drive

growth and build long term business partnership with key stakeholders and key decision makers of

each account
- Deliver numbers according to agreed sales targets and drive account achievement and deliver all

required financial results
- Lead preparation and handle tenders and all price negotiation at hospital including working on

National tender for relevant products
- Work closely with sales and marketing function to gain overall alignment of cross-functional team for

Sandoz activities to optimize resources in key accounts agenda
- Provide detailed information and reports on changes and trends in the marketplace and the activities of

competitors
- Ensure the Professional Practices Policy (P3), industrial code and local law/regulations are

appropriately followed
- Engage Healthcare Organisations from National Level which include Thai Food and Drug

Administration, Government Purchasing Organisation for partnerships
- Lead(s) 3rd party (out distribution) business partnerships and conducts quarterly business reviews with

partner to help identify opportunities
- Create Key Account Lead by region to strengthen the SANDOZ value to hospital and Society
- KAM is expected to spend approx. 70% of time in the field
- Build KDM advocacy through KTSW partnership programs (KTSW = Key account on The Sandoz Way)

and leverage in driving Sandoz agenda (new listing, tender Price Performance Scoring)
- Collaborates closely with other key account managers in Sandoz to ensure the best outcome for Sandoz

business

Key Performance Indicators (Indicate how performance will be measured: indicators, activities )

Key Account Management
- Grow account and deliver on sales target: substitution rate, share of business and portfolio penetration.
- Market share of products versus competition
- Achievement of Contract Compliance
- Develop/maintain Key Account strategy, structure and tools for team.
- Sales Analysis with 3rd party quarterly
- Key Account Lead coaching
- National Tender Selection updated by each product.

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