Key Account Manager UPC (Northeast)

About the job 

Become part of a multicultural team with colleagues from different backgrounds and experiences, taking part in exciting transformations will contribute to current and future growth within the Trade team and Ethical Channel.  

The Key Account Manager will have to achieve the sales target, KPIs, development plans, rules of engagements with other functions and utilize the budget for KAM commercial activities. This role is responsible for all GBUs, Pharma, Immunology and Vaccines. The Key Account Manager will work closely with, commercial team, Customer Engagement managers, tender team and tender manager to create a holistic tender point of actions. Shaping government and hospital policies and shaping specifications to engage and handle tenders, centralize purchasing and territorial group purchasing tenders. 

Main responsibilities: 

• Analyse market trends and determine key account focus  

• Be a central part of excellence in KAM Plan, Account Plan (manage / build specific plan from information on sales), revenue, stakeholder mapping, hospital investment plan, tender pricing & past/present performance at SKU level  

• Analyse account data and develop business scenarios and strategies to support BUs 

• Developed close relationship with Key Accounts by developing mutual strategic plans 

• Develop customer partnership projects and share market intelligence and field insights to the team 

• Utilize the annual investment budget of the team  

• Unlock access to existing and new accounts 

• Grow the business while partnering with internal and external marketing 

• Map, maintain and grow listings across Key Accounts 

• Participate and co-manage tender, pool purchasing & territorial group purchasing tenders 

• Operate COE (Centre of Excellence) for listing, Key stakeholder management 

• Initiate partnership for selected account base on CSMBS patient 

About you  

• Education: Bachelor’s degree in pharmacy, Medical Science, or related field 

• Language: Fluent in Thai and English 

• Travel: Upcountry area and Bangkok for attend monthly KAM Meeting 

• At least 5 years’ experience of Sales management e.g Senior medical representative, Key account management or product manager 

• Proven track record in developing and accelerate sales value in responsible area/ initiatives with customers centric focus to foster long term relationship/ partnership and drive strategic business growth 

• Deep understanding of the local pharmaceutical industry’s regulatory environment, market dynamics and the specific needs and behaviours in area 

• Analytics experience with a good understanding of pharmaceutical procurement. Experience with a wide range of customers in territory 

Professional skills: 

• Strategic Thinking: Develop long-term strategies and adapt to market trends  

• Relationship Building: Foster trust and long-term partnerships  

• Analytical Skills: Use data-driven insights for decision-making  

• Communication Skills: Articulate ideas and listen effectively  

• Negotiation