Key Account Manager-Dubai

Job description

Details:
Job Purpose:

To successfully support the Dubai market in implementing GSK's New Ways of Working, putting patient access to GSK products at the heart. The candidate would be responsible for managing the assigned trade Accounts & business in Dubai for pharma & vaccines portfolio. The candidate will assist the Territory Commercial Manager in design and implementation of Pharma and Vaccines Commercial Sales strategies to deliver performance & patient access to GSK medicines and vaccines across assigned markets.

It will be critical to ensure that any/all compliance risks are mitigated by applying transparency in relationships with internal and external stakeholders. This will require the incumbent to work with Line Leader in the evaluation and implementation of compliance initiatives in line with global compliance practices.

Core Responsibilities:

• 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/ forecasting, and execution for increasing Brand visibility through no value transfer activities.
• Maintain market share of products by analyzing and cross checking competitors' activity.
• Liaison/Point of contact between assigned accounts including key accounts, business units, market access, marketing, medical & customer services.
• Qualitative and quantitative analysis of markets in terms of potential size and share for the product.
• Required to understand the data available in the market and making appropriate recommendations for any future data requirements for the market
• Establish contacts and develop relationships with Key Accounts and identify the decision making process and account mapping to ensure leverage of company priorities
• Evaluate the potential and develop strategies to realize the potential of the Key Accounts through the use of available data and market intelligence
• Develop collaborative relationships based on trust, openness, honesty and transparency. Demonstrate authenticity, values and integrity.
• Understand the key dynamics of the organization, the pharmaceutical industry, our region and your market to drive innovative methods of providing value added services to our customer base.
• Develop and maintain competitive advantages for GSK leveraging internal resources to deliver the best value added results in designated accounts.
• Be an expert on account decision making processes & stakeholders which have an impact on GSK Pharma and vaccines and target the right stakeholders at the right time.
• Establish a clear partnership with the account (s) to deliver a win: win for the patients, the customers and GSK.
• Develop and effectively executes area business plan aligned to commercial sales strategy.
• Provide input into marketing strategic planning and forecasting.
• Identify demand and supply needs/opportunities as required. Liaise with GSK internal stakeholders to ensure timely submission and delivery according to agreed timelines.
• Escalate potential logistics or supply issues. Manage the expiry of goods in key accounts in line with GSK SOP.
• Effectively align cross functional teams on key customer needs, account objectives and the resulting implementation plan.
• Identify key account priorities, drivers, barriers and needs to align CTC strategy and business priorities accordingly.
• Effectively share account knowledge / insight & competitor activity within GSK (The KAM is the voice of GSK in their accounts and the voice of their accounts in GSK)
• Ensure all expenses are maintained within budgets and resources are optimized.

Compliance Responsibilities:

• Build and maintain compliance knowledge and implement governance processes to ensure that activities take place in adherence to GSK's prevailing codes, policies and procedures and legal requirements.
• Ensure strong business partnerships, with distributors in aligned market supported to manage any issues that may arise, and determine approved courses of action.

Scope:

• This role is responsible for Pharma and Vaccines CTC Key Account Management operations in Dubai for the assigned accounts
Accountability:
• Deliver results through account management and development in adherence to the GSK New Ways of Working.
• Develop and manage long term collaborative business partnerships with distributors, key accounts and customers.
• Develop, agree and implement area business plan in collaboration with UAE Pharma and vaccines teams, prioritizing key risks & opportunities per account and focusing resources to maximize results.
• Use knowledge of GSK (e.g., portfolio of Pharma and vaccines, future pipeline, product positioning and pricing) to drive performance within assigned Business Unit.
• Identify demand and supply needs/opportunities as required. Liaise with GSK internal stakeholders to ensure timely submission and delivery according to agreed timelines.
• Establish contacts and develop relationships with Key Accounts and identify the decision making process and account mapping to ensure leverage of company priorities
• Monitor performance based on agreed CTC Lead KPI's.
• Meet GSK standards of efficiency and effectiveness KPI's.
• Meet the defined skills standards measured by In – Field coaching.

Application closing date: 6th January 2017

Total Salary Range including all allowances: 22-28AED

Contact information:
You may apply for this position online by selecting the Apply now button.

Important notice to Employment businesses/ Agencies

GSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.

Desired profile

Basic qualifications:
Qualifications/Experience:

• Minimum of 2-3 years of relevant sales negotiation, commercial account and order management experience of managing pharmacy and hospital accounts in Dubai
• Strong relationship with important commercial stakeholders in key hospital & other major accounts in Dubai
• Proven track record of effective territory management and distinguished field KPI's.
• Well developed commercial acumen: Including sound business analytics and interpretation for effective business solution development.
• A strong understanding and experience of the pharmaceutical industry and readiness to lead GSK New Ways of Working as opposed to traditional business models.
• High commitment to ethical values based management.
• Highly developed communication and interpersonal skills.
• Strong influencing and stakeholder management skills with the ability to align cross functional teams both internally and within accounts.
• Resilient, self-motivated and persistent, able to meet deadlines and be effective under pressure.
• Experience within the ME region would be advantageous.
• Fluent in spoken and written English and Arabic (Preferred)

Skills required:
• Technically competent
• High level of self-motivation and enthusiasm.
• Drive for result & result oriented
• High end negotiation skills
• Problem solving
• Communication skills

Preferred qualifications:
Same as above