Philippines] Key Account Manager

Manila City, Metro Manila
Permanent
Full-time

22 days ago
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Company DescriptionSanten is a specialized company with a proud 130-year heritage focused exclusively on eye health. As a Japan-originated, global company with our footprint in over 60 countries and regions, our mission is to provide essential and significant value to patients and society through our products and services created from our expertise in ophthalmology and from the patient’s perspective.Santen Philippines is expanding, and we are seeking an innovative and talented Key Account Manager to be based in Manila.The Key Account Manager (KAM) defines the relationship between the business, distributors, and the key accounts, such as leading drugstore chains, industrial accounts, optical shops, government accounts and surgical centers for Preseflo business.He/she manages important customers/Key Accounts in order to achieve sales targets through the implementation of appropriate and unique strategies for these key accounts, maintains and expands relationships with important clients and will work closely with various business departments, specifically supply chain and finance, in order to maintain and further develop the relationships with the key accounts and must effectively liaise with distributors for communications of company’s sales strategies and trade marketing programs.Job DescriptionWhat you will doAccount Management

Manages and maintains the key accounts (leading drugstore chains, industrial accounts, optical shops, government accounts and Surgical Centers for Preserflo) by developing a solid and credible relationship between them and the company
Continuously assesses, clarifies, and validates the key accounts’ needs to maintain high customer satisfaction ratings that are up to the business’s standards
Resolves key accounts’ issues and complaints by leading solution development for the identified improvement areas, coordinating involvement of any relevant business personnel
Maintains data and information relevant to key accounts for the purpose of conducting analyses that influence account-specific decision making
Maintains knowledge of product list, reviews and approves price, sales orders, processing forms, trade promotion bonus and other documentary requirements
Maintains awareness of competing products/services, discount and pricing structures, and overall strengths and weaknesses in order to determine how best to service and motivate key accounts to stay with the business

Business Development

Responsible for the generation of business in the assigned accounts as well as the attainment of new accounts for the business
Assists in the identification and evaluation of business opportunities through effective business case proposals
Ensures product availability across relevant channels

Strategic Management

Timely implementation of sales strategies that lead to high consumer satisfaction
Sets business strategy, plans, priorities, budgets and performance objectives for national and large volume key trade accounts; ensures cross-functional alignment with Marketing, Sales,

Supply Chain and Finance

Reviews target achievement and creates reports for management, which facilitates the creation of informed account management decision-making and strategy formulation
Prepares pricing documentation for the business’s products/services and secures appropriate approval from management prior to sending commercial proposals to key accounts
Maintains an updated sales funnel and participates in regular sales reviews and S&OP
Ensures that profitable sales volume and strategic objective targets are met for the assigned key accounts

People Management

Leads OTC sales team by guiding and coaching them to improve and motivating them to achieve stretch performance targets in alignment with sales objectives and strategies
Supports District Sales Manager and MSRs (handling prescription products) by providing guidance in getting the necessary information on government biddings and tender requirements
Oversees the full utilization of all sales capabilities and systems (i.e., Santen Connect, SAP applications, etc.) in daily OTC sales operations
Develops OTC sales team’s skills and capabilities by crafting and overseeing individual development plans

QualificationsWhat you will bring to the roleBachelor’s degree in Business, Marketing, Science, Engineering, or a related field;A candidate with strong leadership, communications and networking skills who can support Sales & Marketing to implement the strategy and achieve the sales targets in the PhilippinesThe candidate must be able to demonstrate prior capability to lead a sales team and has an exceptional customer relationship skillMinimum 8 years of experience in leadership capacity, with solid understanding of the medical and health care sector in the Philippines.Additional InformationGrow your career at SantenA career at Santen is an opportunity to make a difference. We aspire to contribute to the realization of “Happiness with Vision” by providing eye health products and services to patients, consumers, and medical professionals around the world. Guided by our CORE PRINCIPLE, “Tenki ni sanyo suru”, Santen is engaged in the global research & development, manufacturing, and sales and marketing of pharmaceutical products in opthlamology. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment.The Santen Group is an Equal Opportunity Employer. We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, color, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status, or any other characteristic protected by law.If you require any kind of accommodation during our recruitment process, please let the recruiter from our team know.

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