Pharmaceuticals

Commercial Account Manager

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About the job

  • UK
  • Competitive USD / Year

Invenia Group is partnered with a leading international pharmaceutical company, who are seeking an experienced and driven professional to take on the role of Commercial Account Manager to support the National Channel Manager in achieving profit and sales revenue objectives.

The Commercial Account Manager will support the National channel in service development – logistics, marketing programmes, scheme development. Development of the channel relationship, reporting against the plan and development of initiatives to drive sales in the channel.

Key Responsibilities

  • Achievement of Sales and Profit objectives
  • Support NCM in relationship management, account reporting and preparation of annual plan. Development of income streams including full line and short line wholesaling businesses, national retail accounts and full line scheme business.
  • Development of Effective National Channel Strategy
  • Working closely with the National Channel Manager and other Company senior management to continually develop the national channel strategy including implementation of the channel commercial relationships.
  • Development of National Channel Business Plans
  • Company national channel business plans including identification of business expansion opportunities within each national channel income line. Process support – new product launches, promotional planning and overstock management
  • Project support in National Channel e.g. sales & marketing planning, contract drafting, monthly reporting, meeting prep and actions.
  • Client Relationship Management of National Accounts
  • Establish effective relationships with a broad range of contacts across the designated accounts to ensure opportunities identified and solutions implemented. Includes representation at and planning of national conferences.
  • Effective Commercial support for Company Colleagues
  • Representation of the commercial team at Pharmacy, DD, Telemarketing and sales management meetings ensuring a high level of communication of market and commercial issues and co-operation to assist executing tactical sales plans. Support of Retail/DD/TM colleagues through formal mentoring support programmes.
  • Process support – new product launches, promotional planning and overstock management. Ensuring smooth product flow and listing of new lines, promotions and management of overstocks.
  • Input into and implementation of Company commercial strategy and plans
  • In particular input into and implementation of pricing strategy including attendance of pricing meetings and liaison with pricing team on competitor market pricing and activity.

Member of key sales management forums including:

  • Commercial Management (GCM)
  • Pricing Meeting where appropriate
  • Development Meeting where appropriate

Skills & Experience Required

  • Proven national and key account experience with the generics drug market
  • Excellent business acumen and commercial judgement
  • Highly tuned negotiation skills
  • Highly developed analytical skills
  • Excellent planning skills
  • Ability to lead and influence the organisation to deliver channel related goals
  • Highly credible with good communication and interpersonal skills, able to interface effectively with the customer and internal personnel and capable of representing the Company at the most senior levels within national channels.
  • Excellent market knowledge and understanding of regulatory processes and supply chain
  • A strong team player with the ability to work on their own initiative.