Key Accounts Manager, Pharmaceutical, Business Develoment, FMCG (Logistics and Supply Chain)

• Maintaining and developing Corporate Partner and Global Accounts for Pharmaceutical and Healthcare
• Developing National Key Accounts for Pharmaceutical and Healthcare
• Manage good coordination and collaborative efforts with the Regional and Global Key Account Manager Pharmaceutical team where needed, to secure and developed the business align with the focus target for Key Account Manager
• In coordinating with all stake holders to ensure that all compliance for pharmaceutical industry requirement will be managed as per Kuehne Nagel global standard and policy
• Meet volume, financial, and activities target made by Sales and Marketing Director
• Conduct regular and structured review sessions with assigned customers for updates on customer strategy and priorities, adjustment of value proposition and continuous improvement

• Business development through top line growth, profitability and client retention.
• Co-ordinate financial and budget activities for maximum returns.
• Review performance data (financial, sales and activity reports) to monitor and measure channel performance.
• Understand and provide input into operational and tactical strategies of the respective Formal Retail companies in order to grow revenues and profits within the allocated portfolio of accounts.
• Manage customer forecasts and demands
• Put effective methods and standards in place in order to provide a "One-Stop Service" account management interface.
• Maintain a thorough knowledge of commercial terms of agreements.
• Manage commercial relationship obligations within allocated portfolio of accounts, after commercial agreements are concluded and provide corrective action where necessary.
• Provide input, manage and maintain account plans.
• Manage a portfolio of clients in accordance to the agreed Service Level Agreement
• Liaise with relevant internal business units to ensure delivery of the SLA for the assigned portfolio of accounts (e.g. support, billing, etc.).
• Develop and enhance retention and growth strategies.
• Work with clients in accordance with the SLA and ensure that all planned services are delivered and administrated in terms of requirements.
• Review, analyse reports and submit recommendations for new opportunities and align to the purpose of the business offerings.
• Conducting reviews and needs based research to ensure clients are satisfied with services provided.
• Mediate and drive resolution of escalated queries regarding the assigned portfolio of accounts and ensure resolution within agreed SLA's.
• Provide ongoing support to existing accounts and work actively towards creating new profitable revenue streams through new accounts.
• Understand customer needs and provide input into the development/fine-tuning of systems, processes and solutions accordingly.
• Contribute towards initiating change to continually improve all aspects of service delivery.
• Provide input into the establishment of sound practices in order to comply with best practices, legislation or other regulations/guidelines.
• Establish and maintain quality standards that will enhance the customer experience and cost efficiency.
• Work consistently according to standard operating procedures.
• Analyse situations and take necessary action to ensure quality is maintained

New Business Take On

• Obtain Proposal
• Compile contract and Schedule of fees and follow through to ensure documents are signed off
• Co-ordinate the take on process in order to ensure that take is successful

Relationship Management

• Building and development of a relationship between Principals and internal parties
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives
• Assist with high severity requests or issue escalations as needed

Risk Management

• Monitoring and management of change, within the relationship and highlighting any potential risks to the business
• Possible termination of contracts
• Ensuring extension of agreements or the implementation of new agreements where this is required

Contractual and Financial Management

• Management and control of contractual and financial management

Reporting and Administration

• Timeous completion and submission of administrative reporting( performance measures, EXCO reports, CRM, Annual escalations)
• Present review packs monthly
• Ensure generation of pre-call plans, call reports and monthly reports as well as share with relevant stakeholders within the Company
• Ensure Account Management system is updated with detailed account plans all relevant client information
• Monthly volume & revenue by product analysis and reporting and pro-actively develop plans to close any gaps

Management Profitability

• Ensuring that all Principals year on year analysis is completed in line with the annual rate negation dates as per agreement
• Ensuring that rate increase are, negotiated, agreed, implemented and signed-off
• Forecast and track key account metrics
• Implement and control of batch tracking – (IT – Operational)

General

• Identify and grow opportunities to enhance both Client profit and Revenue for IRL
• Update on operational changes from Imperial Retail Logistics
• Update on operational changes from Principal (client)
• Review and Change SOP’s

Strategic Alignment

• Contribute to and deliver on BU goals and activities aligned to strategy Develop and implement robust account plans to understand and deliver against customer Needs which is supported by internal management and informs Company strategy and Priorities
• Improve quantitative, qualitative and strategic client engagement through competent
• Application of Company performance dashboards, graphs and analysis in quarterly client Executive meetings

Procurement

• Calculate all material requirements for all production items for ordering in time ( Major South African Medical Groups and Public Hospitals)
• Participate in product forecast/procurement weekly international meeting for South African specifics input
• Placing purchase orders, expedite and goods receipts in ERP for Capex projects and other parts and ensure timeous receipts of goods

Logistics Management

• Collaborate with Production planner to determine the inventory level
• Tracking of shipments and dealing with clearing and forwarding agents
• Monitor and correct the inadequate inventory held, to meet the demand of sales
• Ensure target stock levels are maintained
• Plan and implement cycle counts
• Reports on slow moving, short shelf life, faulty and quarantine stock
• Managing and overseeing stock control internally and externally
• Analysing and identifying ineffective stock and leading process to handle such
• Manage quarterly inventory costs

Budget Control

• Weekly follow up on planning vs. execution while taking tactic action in terms of supply or sales
• Negotiate contracts with 3PL service providers, balancing cost effectiveness, quality of the service provided and customer expectations
• Dealing with transported on daily basis
• Act as budget monitor for operating expenses

Client Liaison

• Coordinating maintenance of equipment’s in Hospitals
• Compiling Service Level Agreements

Administration

• Managing requisitions and requests for quotation
• Customer Service monitoring service issues and complaints
• Compiling enquiries and carrying out tender process
• Collaborate with Sales to monitor the gaps between forecast and actual sales volume
• Preparing weekly, monthly and quarterly sales report
• Liaise with national system manger regarding NAPPI Codes, this is done ad hoc for new products and in case of price increase
• Updating company APL with all major national medical schemes

• Scheduling patient appointments
• Maintain general filing system and correspondence
• Receive and direct telephone messages and fax messages
• Liaising with suppliers to place and follow up on orders
• Completes operational requirements by scheduling and assigning administrative projects; expediting work results.
• Contributes to team effort by accomplishing related results as needed

• Receive and process order from customers
• Follow up orders in contact with delivery sites
• Create sample orders upon request of sales manager
• Liaise with product specialists
• Update and maintain customer data
• Send product information to customers
• Request for quotations
• Maintain product price file