*** ROLE SUMMARY:
The Key Account Executive (KAE) is responsible for the overall company’s relationship with a select portfolio of Strategic and Key Account (including independent pharmacies and pharmacy chains). The KAE is responsible for leading the Integrated Account Team approach, as well as the profitable and sustainable growth, and the commercial performance of the accounts.
The KAE should be proficient at planning and executing an effective relationship strategy and building/ maintaining effective, long-term business relationships at the senior executive level with key decision makers and influencers within each Key Account. The KAE identifies and prioritises company’s opportunities through understanding customers’ business and strategic imperatives. The KAE is responsible for developing and executing an effective Key Account plan for each identified Key Account.
*** ROLE RESPONSIBILITIES:
Key Account Management responsibilities are segmented into three key areas of focus:
Key Account engagement, Account management, Leadership.
Key Account Engagement:
• Leads, coordinates and manages the long term, consultative, senior executive customer relationship to become the customer’s trusted business advisor. Extends the relationship beyond procurement and contracting into other lines of business.
• Demonstrates expertise in relationship skills, creatively delivers innovation and thought leadership, and represents the full spectrum of company value.
• Responsible for overall service excellence within the account and is the customer advocate internally at company
Account Management:
• Maximizes opportunity across the company portfolio, monitors progress with key accounts and evolves Key Account Plans as appropriate.
• Analyses and understands the local environment, key account business, and aligned company priorities to create Key Account Plans, and utilizes insights to create and execute value propositions of mutual benefit.
Leadership:
• Leads the development, negotiation, and implementation within accounts
• Applies a mastery of business acumen, including understanding of the account business, industry, economic trends, issues and competition. Shares insights gained with cross functional colleagues.
• Develops and Leads the Key Account Plan and coordinates the cross functional team, demonstrating highest level of teamwork and professionalism.
