Key Account Specialist
Nestle
Qatar
منذ 7 يوم

JOB SUCCESS PROFILE

KEY ACCOUNT SPECIALIST - Nestlé Health Science (NHSc)

Main Purpose of the Job :

The Key Account Executive for HealthCare Nutrition is responsible for achieving targeted sales of HealthCare Nutrition products in his territory by :

Promoting their features and benefits to medical / paramedical Influencers / decision makers, aiming at that they are prescribed / recommended / included in the formulary, ordered and / or favorably considered in tenders and contracts

Finalizing Key Accounts Agreements with decision makers, including purchasers, aiming at closing sales deals within agreed marketing budget and discounts allocated for the respective key accounts

Key Outputs :

Carries out sales calls in hospitals and non-hospital outlets as scheduled and agreed with the Field Sales Manager

Keeps Hospital Data Sheets updated and uses them for sales targets achievements, to record market intelligence data

Responsible for delivering the agreed sales targets for his accounts, and report the sales analysis in his monthly report

He is responsible to finalize Key account Agreements entailing sales targets and level of service per Key Account. This also requires him to follow up with the agent’s sales managers to quote on prices for direct purchases and tenders

Develops high gain relationships with medical / paramedical influencers and decision-makers through face-to-face sales calls, group presentations and in-servicing activities

Provides the data and suggests the classification of contacts based on objective criteria

Provides a weekly plan and subsequent reports on all visits / in-services, sample distribution, support literature to the FSM.

Also makes timely reports on area progress as well as competitive activities and other market intelligence data

Participates as needed to national and regional medical conventions and exhibits

Manages agreed individual marketing expenses e.g. for samples, entertainment, mini-roundtables

Participates actively to training events and cycle meetings

Measurements / Performance Indicators :

Quality / timely achievement of both IMS and Hospital penetration targets

Key Relationships External to Nestlé Group :

Medical Community, Purchasers, Caterers and Distributor’s Sales Managers

Key Experiences :

Fresh Graduate. Minimum 1-year pharmaceutical, nutrition, Dietetics and Pharma Sales experience

Knowledge : Nestlé Corporate / Functional / Market / Business / Organizational :

Core knowledge of the 10 Nestlé Corporate Business Principles and expert knowledge in our areas of responsibility

Medical communication expertise

Nestlé Leadership Framework :

Understand the Business Environment

Functional Competencies : Good Communication

Other Personal Qualities :

English and Arabic language is a must

Comfortable in discussing products and issues like contracts and tenders with physicians, pharmacists, hospital administrators, and distributors.

Adapt well within a rapidly changing business environment

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