Key Account Manager (KWT)

L-Acino is part of Arcera, a global life sciences company headquartered in Abu Dhabi, United Arab Emirates. Our purpose is to enable longer and healthier lives while creating sustainable growth. We develop, manufacture, and commercialize a broad range of high-quality innovative and proven medicines in key international markets. With an operational footprint spanning over 90 countries across four continents, and manufacturing sites in eight countries, we offer more than 2,000 medicines across various therapeutic areas worldwide. 

The position is based in the Kuwait and will report directly to the Commercial Head. The role is a primary contact to buying customers and is responsible for building and maintaining strong business partnerships with accounts that ensure mutual and profitable growth with excellent levels of service.

Your Responsibilities will be:

• Understand the account structure and dynamics to help define with the sales leadership the optimum go-to-market with appropriate level of commercial, trade and promotional investments.
• Map account organizations and build strong relationships with key stakeholders and decision makers.
• Evaluate accounts revenue potential (linked with consumption capacity) and competitive landscapes using internal data and external intelligence to define the right offer in terms of volume and price.
• Forecast accurately and realistically monthly / quarterly and yearly sales objectives at product > account level.
• Know the company processes for efficient customer service (expiry & returns, credit note, etc).
• Build, present and agree with leadership on successful strategies to maximize growth (KA yearly plans).
• Engage in yearly agreement discussions to present, negotiate and sign agreed offers (in line with the commercial policy) and ensure implementation through distributors.
• Drive execution of the KA yearly plan and ensure the defined performance objectives (KPIs*) are met.
• Ensure regular and appropriate sales orders (to ensure product availability) in line with strategy, sales team expectations while maintaining reasonable inventory levels in line with account practices.
• Support sales and marketing teams in driving implementation of ad-hoc activities in account: marketing campaigns, new product enlisting, trade activations as per business requirements.
• Closely collaborate with sales and marketing teams in sharing valuable insights (i.e. new entrants, new / closed branches, account dynamics, changes in purchase patterns, slow-moving products, etc.).
• Closely collaborate with other strategic partners (i.e. distributors) to ensure “one voice” to customer.
• Maintain a strong monitoring of the account performance (in terms of IMS, consumption and inventory).
• Organize and drive quarterly / bi-annually business partnership meetings with accounts and sales leadership.
• Present regular business updates (as per sales yearly calendar) on accounts with requested content.
• Propose ways to enhance partnerships and new business opportunities that the business can benefit from.
  

Your Profile:

• Bachelor Degree in Pharmacy or related field. MBA or equivalent preferred.
• 7 Years of experience in pharmaceutical sales.
• Outstanding sales acumen and business aptitude.
• Excellent communication skills and influencing ability.
• High degree of customer focus.
• Ethical mindset and commitment to complying with industry regulations and company policies.
  
• Stakeholders focused; strong networking is preferable.
• Excellent communication and interpersonal skills.
• Strong analytical and problem-solving abilities to identify customer needs and recommend appropriate solutions.
• Demonstrated ability to adapt quickly in a fast-paced, ever-changing environment.
  

This is the opportunity to join a very dynamic organization, where decisions are taken fast and where you can actively participate in shaping our future. If this sounds exciting, we would love to hear more about you!