Key Account Manager Team Leader

Company Name: NAOS (Bioderma - Institut Esthederm - Etat Pur)
Location: UAE
Posted by:

Abir saneh

Abir saneh

Training & HR director at NAOS (Bioderma - Institut Esthederm - Etat Pur)

JOB DESCRIPTION 

      I.        Hierarchy Direct Reports: UAE Country Manager

   II.        Mission and Scope:

Lead & manage the KAM team to improve and achieve company objectives through appropriate propositions, planning & proper resources allocation in order to optimize the accounts business growth and improve the overall company Market share

  III.        Core Functions:

• Leadership
• Industry Knowledge Development
• Selling Skills Development
• Soft Skills Development
• Market Survey & Research

       

A)   Leadership & Commercial

·      Lead & Manage NAOS key account managers to deliver the agreed company objectives

·      Regular coaching & supporting field visits with predefined objectives based on business requirements.

·      Manage KAMs to deliver the agreed country sales growth and profitability in line with company strategic objectives

·      Organize, facilitate & lead the workflow between KAMs and the other cross-functional departments to ensure delivering the required results/KPI in the agreed time frame.

·      Ensure keeping strong healthy teamwork environment between the team members and across other NOAS employee to serve overall company objectives and core values

Run the regular performance review meeting with KAMs and ensure having solid regular feedback and developmental plans for each team member

·      Create and implement an annual business plan taking into account all levers of growth: commercial agreements, marketing actions, education, merchandising and retail opportunities, profitability, trade terms

·      Track monthly performance (sell-in/sell-out) & drive corrective actions where needed

·      Build a strong partnership and intense working relationships with external KA and key customer

·      Monitor the accounts' performance against business plan and develop alternative strategies when needed

·      Prepare and lead trade negotiation, securing execution in line with brand /company strategies and priorities

·      Monthly Account & sales analysis

·      Secure the proper stock allocation & distribution across the whole POS

·      Ensure implement the company commercial and expiry policy with closed follow up for the stock and expiry management & reports 

·      Regular alignment and follow up with NOAS distributor to ensure proper coloration and smooth business flow

B ) Industry Knowledge Development

  The Team Leader will support the UAE Country Manager  in the process of developing the KAMs Team Industry Knowledge, the Related Topics that will be included are as follow:

• Bioderma Brand Identity “Story, Values, Culture, etc.… “
• Skin Physiology & Pathology
• Bioderma Ranges Knowledge
• Nutrition-Skin Related Knowledge
• Dermatological Procedure Knowledge
• Competitive Research Knowledge
• an evaluation Test on all the 5 Aspects will be done for all KAMs
• a defined Training calendar for the mentioned topics will be prepared by the Team Leader & UAE Country Manager & it will be conducted along 2020 by the Team Leader
• A Monthly Evaluation for the progress of each KAM Vs the starting level in each Knowledge Vertical
• Identify the training needs for the team based on performance management outcome, business needs within the agreed budget

C) Account Management Skills Development

• The Team Leader Will Support the UAE Country Manager in the Coaching and Developing part with the KAMs Team, with the objective to help the Team to reach to Mastery level of their Account Management skills, and this will be through the following
• Make sure that all of the KAMs are following the proper KPIs and this will be through the observation in the field visits and coaching for improvement
• To conduct role-plays with the team or observe them with the Pharmacy Managers in the POS Floor

o  Participate in team target allocation and ensure setting the needed KPI to monitor and track the team sales performance.

o  Align with the team for the defined regular training activities, daily visits, reporting, POS list, classification & segmentation as per business & company needs

o  Maintains tracking system for day to day team activities,

D)   Soft Skills Development

the Role of KAM is evolving in 2020 more toward CRM & Key Account Management rather than pure commercial aspect, then there is an urgent need to develop a set of Soft Skills that the KAM will need in her/his new Responsibilities, and the Team Leader function will be helping the team in Acquiring and developing those skills through training and follow up, and this will include the following:

• Presentation & Communication Skills Training
• Negotiations Skills
• Microsoft Office Suite Training
• Sales Analysis skills & explaining the results of the analysis to the team highlighting the opportunity for them
• Account & Area Management Skills

E ) Market Survey & Research

• the KAM is a Highly Trained & Professional Asset for the Company and as He/she is working in the field every day, so they will have a great role in observing & communicating all the Major Marketing activities and commercial activities of other Brands in the field & to suggest the Proactive actions we should do to always be in the market Leader position.
• here the role of the Team Leader will be to develop, help & assess the KAMs Team to acquire & develop those crucial skills of Market & Competitors Intelligence

 IV.        Job-related skills:

·      Management Skills

·      People Development Skills

·      Ability to communicate professionally with different personality profiles in the team to provide a smooth team relationship & Healthy working environment.

·      Ability to create, understand & Analyze sales reports & extract business-related info from the Raw Data spreadsheets

·      Ability to create a SMART presentation and present it to the team with ease and confidence

·      Excellent in English and Arabic

·      Digital Awareness about (Internet, Emails, computer knowledge)

·      High level of social intelligence and problem-solving mindset

·      Dynamic and Self-motivated

·      Advanced Level in Selling Techniques and Commercial acumen skills

   V.        Human relations

• Internally:

·      Direct Relation with Bioderma UAE KAM’sr

·      Direct Relation with Bioderma UAE SCEs Team Leader

·      Direct Relation with UAE SCEs Team Coordinator

• Externally:

·      Pharmacy Staff and Pharmacy managers

·      Pharmacy Chains Area Managers

 VI.        Supportive Functions:

• Management of Team Related Topics with KAM’s
• Management of Team Related with  HR & Administration needs
• Management of Team Related Topics with Marketing Department
• Management of Team Related Topics with Med Reps Team

VII. Other Responsibilities

• Qualitative implementation of the Marketing Activities
• Contact the Area Managers Responsible about each area in different Pharmacies Chain on Regular Base to make sure that all business aspects are working perfectly
• To help the KAMs in Planning the Training & PR events Calendar and confirm all preparations are done properly and follow up the performance of the KAM during the Events
• Help the UAE Country Manager in planning and preparation for the team meetings such as monthly & Cycle Meetings
• Communicate to the team any Company or Business info to insure the team awareness about all updates
• Collect market feedback & Competition Intelligence and present them to the KAMs
• Define the area of Development & Suggest Any Training Needs for the Team
• Suggest new Selling & Supportive tools needed by the team
• Suggest new organizational changes if needed based on business requirements
• Prepare a monthly & Quarterly Analysis of the performance per (KAM, AREA, RANGE, ITEM, GROUP OF POSs, POS) & send it to the UAE Country Manager. Manager

VIII. Education

• Degree in Pharmaceutical science, or related field.

 IX.  Required Skills and Qualifications

• 3:5 years of minimum experience as KAM
• Strong leadership traits
• Office package & excel is a must
• Strong business and commercial acumen
• OTC & Skincare experience is a must
• Ability to travel across the UAE according to business needs
• Fluent in English
• Excellent communication skills.
• Teamwork oriented.
• Strong influencing & negotiation skills
• Strong team-player

• Seniority level

  Mid-Senior level

• Employment type

  Full-time

• Job function

  SalesMarketing

• Industries

  Cosmetics