What you will do
Account 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
