Key Account Manager

ABOUT DOCQUITY

Docquity is Southeast Asia’s largest professional community of healthcare professionals. Our single-minded purpose is to build a trusted digital healthcare platform to elevate patient outcomes and, ultimately, build healthier lives.
Docquity connects healthcare professionals to help them be more collaborative, productive, and impactful and partners with companies to reach, educate and gain insights. Docquity has more than 350,000 healthcare professionals and has offices in India, Indonesia, the Philippines, Malaysia, Singapore, Thailand, Vietnam, and Taiwan.
Docquity is developing CSMO (Contract Sales & Marketing Organization) model digitally and physically to promote potential healthcare brands within Vietnam marketplace and expanding the responsible Team as a consequence, fast & ambitiously. So, let’s join us!

SUMMARY

• Job title: Key Account Manager (OTC & MT)
• Reporting to: Commercial Director.
• Location: Ho Chi Minh city, Vietnam.
• Channels: OTC (Chain Pharmacy/WS) & MT.
• Brands: multiple in healthcare.

ROLE

Fully in-charge of all key accounts’ sales & marketing performance from strategic planning to excellent execution, to drive revenue & market share growth for all responsible brands within OTC & MT channel.

RESPONSIBILITIES

• Develop and execute key account development plan to maximize the opportunity for market penetration and expansion aligned with company and multiple brands’ strategy.
• Lead discussion, negotiation & execution with key accounts on topics of trading terms, sales & marketing targets & activities planning, contract/annex completion & deployment, orders: credit & payment, etc. with perfect relationship building.
• Co-lead pricing strategy & co-develop trade promotion plan (discount, FOC, rebate, etc.) & manage the perfect deployment to maximize brands’ availability & sales result to optimize stock level.
• Co-develop trade marketing activity plan (product training, display, activation, syposium, etc.) & ensure proper communication & excellent execution to maximize brands’ visibility & sales result.
• Responsible for forecast accuracy & demand planning for multiple brands and monitor stock level to ensure supply vs. demand and related risk mitigation (write-off or near expiration).
• Build up ideal customer profile (ICP) within all key accounts, in accordance with each brand’s strategy & performance, including segmentation & targeting (S&T), performance analysis with key recommendations for sales & market share growth, relationship management, etc. to rank, monitor & then maximize customer satisfaction level all the time.
• Ensure smooth & lightspeed execution of all activities via managing operations processes (SOP) with maximum collaboration vs. related stakeholders, inside or outside.
• Conduct frequent customer & market visit to gather market intelligence & understand market dynamics (market trends, competitive landscape in target brand/customer/consumer matrix) and then provide extensive reporting with advisable initiatives.
• Manage Team performance (if any) and ensure people development, 100% in compliance with Docquity working culture & spirit.
• Collect key accounts’ sales data (sell-in/sell-out) & prepare deep-dive reporting with robust analysis vs. sales & marketing activities in effectiveness & efficiency within regular business reviews.
• Stakeholder management: from local/regional internals (digital/trade marketing, sales (RSM/MR/KAM/E-com) or supporting functions (medical, finance, HR, etc.)) to externals (manufacturers, distributors, suppliers, etc.).

REQUIREMENTS

• Experience: at least 5 years in the same roles & responsibility, preferrably with direct interactions in healthcare industry (pharmaceuticals, medical devices & diagnosticsc or consumer healthcare) with omni-channel approach (OTC Chain Pharmacy/WS & MT channel).
• Qualifications: Bachelor degree in Business or Marketing, preferrably with Master degree.
• English & computing (Office): proficient level.
• Passion & readiness to join a digital healthcare startup to build up from scratch with ultimate integrity, alongside winning & can-do spirit: rolling up your sleeves to counter & overcome any challenges.

SKILLS SET NEEDED

• Balance between strategic planning and excellent execution & operations management.
• Excellent communication/presentation/negotiation with great inter-personal leadership.
• Result-driven, customer-centric & people-focused manner: effectiveness & efficiency.
• Maximum collaboration with team-player attitude for any change management.
• Ways of working: proactive, meticulous, responsible, problem-sensitive & solution-oriented.