Key Account Manager at Roche Kenya

Roche is a global pioneer in pharmaceuticals and diagnostics focused on advancing science to improve people’s lives. The combined strengths of pharmaceuticals and diagnostics under one roof have made Roche the leader in personalised healthcare – a strategy that aims to fit the right treatment to each patient in the best way possible. Roche is the world’s largest biotech company, with truly differentiated medicines in oncology, immunology, infectious diseases, ophthalmology and diseases of the central nervous system. Roche is also the world leader in in vitro diagnostics and tissue-based cancer diagnostics, and a frontrunner in diabetes management. Founded in 1896, Roche continues to search for better ways to prevent, diagnose and treat diseases and make a sustainable contribution to society. The company also aims for improving patient access to medical innovations by working with all relevant stakeholders. Twenty-nine medicines developed by Roche are included in the World Health Organization Model Lists of Essential Medicines, among them life-saving antibiotics, antimalarials and cancer medicines. Roche has been recognised as the Group Leader in sustainability within the Pharmaceuticals, Biotechnology; Life Sciences Industry eight years in a row by the Dow Jones Sustainability Indices (DJSI). The Roche Group, headquartered in Basel, Switzerland, is active in over 100 countries and in 2016 employed more than 94,000 people worldwide. In 2016, Roche invested CHF 9.9 billion in R&D and posted sales of CHF 50.6 billion. Genentech, in the United States, is a wholly owned member of the Roche Group. Roche is the majority shareholder in Chugai Pharmaceutical, Japan.

Summary

Roche in Kenya is seeking a Key Account Manager for Diagnostics to develop account and portfolio strategies, identify and secure sales opportunities, build relationships with key executive decision makers in customers to grow Roche market share in Ethiopia.

Key Responsibilities:

Stakeholder Engagement and Management

• Serve as the lead point of contact for all customer engagement matters.


• Build customer relationships by participating in Roche and industry events, identifying and engaging with executive decision makers, understanding market trends and provide feedback and input as required.


• Create and maintain the customer account mapping by identifying stakeholders, preparing a profile on the formal and informal decision makers and create an organogram of the account.


• Identify sales data trends at portfolio level by extracting the sales data, undertaking the analysis, identifying trends and variances and engaging with this information and providing reasons.


• Provide appropriate product strategies per customer by understanding the customer needs and wants, refining the strategy in line with the customer requirements and adjusting as required.


• Take full responsibility for accurate forecasting, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans.


• Maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards key account and portfolio strategies, providing information and feedback and addressing any queries.


• Maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to competitors and customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments.

Account Management

• Develop and implement the account and portfolio strategy by understanding customer requirements, working with marketing to develop product strategies, implementing strategies in market segments and securing new clients and/or expanding footprint in existing clients.


• Identify sales opportunities by engaging with customers to understand new product or opportunities, analysing the opportunity, developing proposals and presenting to customers.


• Implement campaigns by engaging with Product Managers, engaging with customers and running campaign events.


• Respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients.


• Report on sales performance by understanding KPIs, analysing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports.


• Achieve sales targets by managing sales opportunities, loading onto the CRM system, engaging with customers, preparing and presenting proposals, securing deals, monitoring customer satisfaction in implementation, identifying risks and implementing corrective action daily.


• Administer the sales process by loading all sales information into the CRM system, updating information, tracking pipeline progress, identifying areas of risk and opportunity and implementing appropriate actions daily.


• Participate in Global and EMEA working groups by contributing to forums and providing feedback to the broader team.


• Provide support to the regions by visiting key account decision makers, providing support to the Account Managers, identifying queries, client requirements and opportunities, supporting development of solutions and monitoring client relationship health quarterly and implementing corrective action and as required.

Business Development / Sales

• Project manage solutions for identified new sales opportunities within new possible clients or new products (product manager, business development, application specialists, commercial (finance) management for exports, technical services, etc.).


• Develop a growth strategy focused both on financial gain and customer satisfaction.


• Identifying and mapping business strengths and customer needs.


• Conduct research to identify new markets and customer needs to expand client base and viable income streams.


• Have an in-depth knowledge of business products and value proposition.


• Addressor predict clients’ objectives.


• Keep records of sales, revenue, invoices etc.


• Provide trustworthy feedback and after-sales support


• Build long-term relationships with new and existing customers


• Report on successes and areas needing improvements.

You, as an ideal candidate, will have the following skills, experience and education:

• Qualification: Diploma in Medical Sciences or similar. A university degree is preferred and a a Business Management qualification is an advantage.


• Experience: At least 5-8 years commercial experience in the medical industry with at least 3 years account management experience.

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