Position Purpose
The Key Account Manager (KAM) for Pharmacy is responsible for executing the Sales Strategy and driving sales growth and enhancing Molnlycke market penetration in the pharmacy sector, with a specific focus on Skin & Wound Care products. The KAM will support and manage relationships with Key Banner Groups, Independent Pharmacy groups, support the merchandising, ranging of Molnlycke products to all non and core ranged Pharmacies while promoting the company portfolio of skin care and wound care product to pharmacist and other healthcare professionals
Key Accountabilities:
Achieve agreed Sales targets for Pharmacy Channel and focus products to ensure that overall company growth is achieved Execute the focus product strategy relevant to the Pharmacy Channel
Sales & Account Management:
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Develop and execute strategic account plans to achieve sales targets with range reviews for banner groups, pharmacy chains, wholesalers, and distributors in the wound care segment.
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Execute Pharmacy roll out and follow up when Molnlycke products are core ranges
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Foster and maintain strong relationships with key decision-makers in pharmacy accounts, ensuring their needs are met and exceeded.
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Identify opportunities for growth within existing accounts and secure new business through effective sales presentations and negotiations.
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Achieve performance objectives in line with company values and Molnlycke company values
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Maintain CRM system with high quality notes and all call activity Analyse sales data to measure impact of sales activities and growth drivers
Product Promotion & Education:
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Promote Mölnlycke’s wound care portfolio, ensuring that pharmacists and healthcare providers understand the benefits and application of the products.
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Attend Key Conference, Pharmacy Events and Trade displays
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Deliver product training and educational sessions to key pharmacy staff, ensuring that they are equipped to recommend and utilize Mölnlycke products effectively.
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Act as a trusted advisor for pharmacies, providing exceptional customer service and resolving any issues or concerns related to product availability, orders, or usage.
Market Intelligence & Competitor Analysis:
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Monitor market trends, competitor activities, and customer feedback to inform business decisions and adapt sales strategies accordingly.
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If available utilise Sales/ Pharmacy OTC data to review market penetration and market opportunity
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Provide timely feedback to internal teams regarding customer needs, competitive landscape, and product performance.
Collaboration & Teamwork:
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Collaborate closely with internal teams (Sales, Marketing, Customer Service, Supply Chain Clinical Engagement, Customised Learning etc.) to ensure seamless account management and successful product launches.
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Work in partnership with regional and national sales teams to execute national initiatives and regional promotional activities.
Support ANZ Territory with set travel cycle or as agreed.
Other duties as required
Key Decisions:
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Selection of Key accounts based on the opportunities presented,
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Prioritization of activity to ensure efficient and effective use of selling time
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GPS Pipeline process and pipeline opportunities
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CTM Forecast
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Key Banner Group identification
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Conference and meetings to support sales strategy execution
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Support Head of Sales with pricing strategy
Capabilities, Qualifications and experience
Direct experience of 3+ years as a direct KAM and/or Business Development Manager in the ANZ pharmacy healthcare, ideally wound care, skin care ( or equivalent) market, including decision-making processes and buying behaviours.
Existing relationships with Banner Groups and Wholesalers preferred. Proven track record of driving sales and building long-term customer relationships in the Pharmacy Channel and ideally Wound Care Category. Passion for improving patient care through innovative solutions. Excellent communication, negotiation, and presentation skills.
Ability to work independently, manage multiple priorities, and collaborate effectively within a team. Strong analytical skills and business acumen to interpret sales data and market trends.
Proficiency in using CRM tools and Microsoft Office Suite, IQVIA Data Suite other sales analytics
Other Information:
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Regular Travel locally, interstate , regionally and in Australia is required.
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Location preferred Brisbane
