Head of KAM's Tender & Distribution Mngt, Sandoz, KSA

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Job Description
Your Key Responsibilities:
Your responsibilities include, but not limited to:

    Member in the leadership team of Sandoz GLS “Gulf, Levant & Saudi Arabia”
    Main Role is link and representing the whole Portfolio of Sandoz business in Private & public sector & products and services to the assigned clients. Leads key account Team & planning and ensures that all assigned clients’ accounts within Saudi are receiving needs and expectations
    Support Sandoz cluster achievement and Organization business goals by implementing value-based Solutions/Responsible for the achievement of allocated business budget in collaboration with business unit head and commercial team
    Conceptualizing and executing a competent sales plan to achieve yearly targets, Sandoz market share, Sandoz market share growth as well as other key metrics in the assigned customer segment in private and public sector in Saudi
    Maximizing Sandoz organization in KSA reaching to medical authorities, establishing contacts, making presentations and influencing them to support the use of Sandoz products thus enable business growth.
     Organizing and aiding tactical resources to KOL’s, business managers and sales teams by developing advocacy programs, addressing and resolving any issue through field visits.
    Developing business by indicating key deliverables (pricing, distribution and service capabilities) while negotiating effectively to balance business acquisition and profit maximization
    Support Sandoz achievement and Organization business goals by implementing value-based Solutions& responsible for the achievement of allocated business budget as per geographic responsibility area or country for team members.
    Establish Sandoz as the preferred partner of choice with assigned accounts (Hospitals /Chains pharmacy ,...., )
    ·Creation of a customer-centric approach across the Country/Developing and implementing strategic business plans to drive profit/grow brands and growing the organization & cluster
    Implemented Sandoz and cluster strategy and focus on business priorities each Quarter and monitor SWOT of each account focus on Top accounts which representing 80 % of business in each area /Sector
     Supported and maximized effectiveness of sales professionals to assure positive professional services, revenue growth, positive impact on margin and higher customer satisfaction.
    Issue Yearly contracts with specific accounts included Sandoz products range & FOC% and supply plus ETA per quatre and semester
    Mange and compensate any deficient comparing to monthly target and PY Sales

 
Operations effectiveness, delegations & mentoring team:

    Top Sandoz Customer business relationship management.
    ·   Customer requirements of existing Sandoz products and enlisting of Sandoz new launches products asap in different therapy area.
    ·        Responsibility for account turnover, maximize profit and minimize any expires –if any - & keep eyes of stock (weekly /monthly / Quarter / yearly)
    ·        Cooperation with MR & field force mangers & BUM (Target & enlisting)
    ·        Presentation of new Sandoz products and services.
    ·        Customer Complaint management (in ethical & Sandoz COE)
    ·        Planning of various marketing measures and events (commercial)
    ·        Be aware of customer goals and tailors plans of Sandoz
    ·        Be well informed about competitors, markets, products, industries and accounts developments & future opportunities and risk
    ·        Provide information about the quality of competitors services and sales potential of top strategics range of Sandoz products
    ·        Optimize the price- free goods (FOC%) ratio in Private sector
    ·        Keep eye open with each team members for grow vertical and horizontal in all accounts
     
    Operations effectiveness, delegations & mentoring team:
    ·        Update with team top Sandoz partners accounts data details with products range available, monthly consumption, forecasting & rolling forecasting to avoid any surprises of supply and have full vision of future expansion possibilities.
    ·        Accounts platforms and time alignments with all stokeholds ensure committed each specific Sandoz team function.
    ·         Seeking opportunities keeping always in mind to win it should be- in- it with all small details and fast action required from KAMs
    ·        Finalized all commercial activities / deals / offers / new project with a specific account in same month without keeping any details or action open (Smart open and close offers in time frame as soon as possible to avoid any surprises with long terms deals)
    ·        Update accounts detail's structure & key decision makers information and power of team inside specific accounts with vision of intelligent access & smart action keeping in mind agility and flexibility.
    ·        Provided monthly update of each account (Sales /stock /forecasting/ new enlisting report to KAMs region head and Cluster head.

 
Key performance indicators:

    ·        No. of associates 8:  6 KAMs, Commercial operation manager & tender manager
    ·        Financial Responsibility: Saudi revenue +72 million $
    ·        Impact of the organization: High, critical role, key driver in delivery of country sales, strategic, financial & organizational goal
    Number of Associates:
    8 associates
    Financial responsibility
    Impact on the - Saudi revenue +72 million $ High,critical role, key driver in delivery of Saudi, strategic, financial & organizational goal
    BU revenue and revenue growth, market share and market share growth, profitability -Operational Excellence -Our Voice survey, D&I KPIs, Capability development, Succession plans strength, High profile turnover

What you'll bring to the role
Education:

    University degree in science and/or degree in Business
    Marketing/Business Studies

Experience:

    Extensive experience (5-10 years) in sales management/ Key accounts managements /Tendering and MA positions within the pharmaceutical industry
    Successful record of contribution and/or P&L responsibility
    Proven sales and marketing management ability
    Good understanding of country, regional and local dynamics, including regulatory and market environments and updating with market dynamics and Generic and biosimilars environments within pharma industry
    Understanding of product launch and product commercialization processes and pricing in private and Tenders all over region (KSA)
    Extensive Sales representative/sales & marketing management, ideally diverse experience

Languages:                                   

    English: good spoken & written

Why Sandoz
Generic and Biosimilar medicines are the backbone of the global medicines industry. Sandoz, a leader in this sector, touched the lives of almost 500 million patients last year and while we are proud of this achievement, we have an ambition to do more!
With investments in new development capabilities, state-of-the-art production sites, new acquisitions, and partnerships, we have the opportunity to shape the future of Sandoz and help more patients gain access to low-cost, high-quality medicines, sustainably.
Our momentum and entrepreneurial spirit is powered by an open, collaborative culture driven by our talented and ambitious colleagues, who, in return for applying their skills experience an agile and collegiate environment with impactful, flexible-hybrid careers, where diversity is welcomed and where personal growth is encouraged!
The future is ours to shape!

DETAILS TO REGISTER FOR THIS JOB:
NOTE: ATS-friendly CV is COMPULSORY!

https://www.sandoz.com/careers/career-search/job-details/REQ-10017012/head-kams-tender-distribution-mngt-ksa/?codes=IND


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