Job Overview
You will manage specific national accounts in line with company standards, policy, performance, and strategy. You will also obtain, maintain, and develop profitable business with a specific account portfolio within defined market categories.
Responsibilities
* Manage, lead, and develop business through specific multiple and regional accounts while providing input to develop brand and category plans.
* Ensure plans reflect account opportunities and that account strategy aligns with company objectives, maximizing product brand shares.
* Provide accurate and timely sales volume and value forecasts.
* Maintain updated information and reports with account trading policies and business objectives, ensuring favorable trading terms on price, service, and profitability are negotiated.
* Ensure promotional activity and new product listings maximize potential business in all accounts and communicate relevant information to the Business Controller.
* Control product promotional budgets and identify improvement opportunities while maintaining control of overheads and expenses within defined limits.
* Monitor and control account development to deliver budgeted sales and KPIs.
* Monitor competitor activity and report on it, making recommendations and implementing alternative business strategies in light of changing market conditions.
* Establish working relationships with marketing, client management, sales planning, and finance (for logistics) and liaise with the Logistics Manager over clients’ stock to ensure sufficient stock is available to meet existing and future requirements.
* Carry out any other reasonable tasks in connection with the job function as requested by your manager, including a willingness to work flexibly beyond standard operating hours when required.
* Attend client review meetings as necessary.
Career Experience
* Minimum of 1 year of account management experience.
* Recent exposure to the principles of category management, preferably within the health and beauty industry.
* Demonstrable experience of working with customers to build multi-level relationships.
* Demonstrable experience of creating and delivering successful account plans.
Qualifications
* Good general standard of education including Math and English.
Required Skills
* The ability to negotiate effectively with key external clients and stakeholders.
* Intermediate Excel skills to identify and analyze trends and create commercial recommendations.
* Strong analytical skills to interpret sales data and forecast accordingly.
* Intermediate PowerPoint skills to create impactful presentations for trade and client review meetings.
* A strong understanding of key financial measures that drive effective performance, including ROI calculations, promotional evaluation, return on capital employed, and sales modeling.
* Strong understanding of core principles of category management and the ability to utilize these in trade recommendations and proposals.
* A broad understanding of external economic and political factors that influence the industry and the ability to articulate these at trade and client meetings.
IQVIA is a leading global provider of clinical research services, commercial insights, and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com
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