Head of Key Account
|Company Name:||Johnson & Johnson|
|Employment Type:||Full Time|
|Company Description: (Business Overview)|
J&J Vision Care business in Middle East and Africa is characterized by a high degree of complexity, covering a very wide territory over 70 countries and 1.4 billion people. The majority of the business is concentrated today in the GCC countries, but the Vision Care Business Unit has ambitious plans to develop its presence in other countries in its territory, especially in Africa. The business outside of the GCC area is clustered under one Business Unit named Growth Markets. The business is managed both by direct market presence and through distributors. The GCC business is also highly concentrated within the Key Accounts channel, 60% of the business in 2018 was delivered by the top 15 customers in the region, ranging from 72% in UAE to 38% in KSA. It is expected that the KA share in total business to increase in the coming years, as the KA expand by opening new stores and by acquiring existing smaller chains.
Aim Of Job
Manages the Key Accounts in the Middle East and Africa region, with focus on the GCC area, but connected to all the distributors in MEA for support and guidance in handling their Key Accounts business. Strives to deliver consistency and sustainability of commercial terms approaches within the territory, sharing and reapplying best practices that stem from a common Commercial Policy aligned with the Business Unit Leadership Team. Meets or exceeds established sales goals through the implementation of sales activities. Manages the rebates and co-op budget so that it delivers the optimal results in net sales. Responsible for supervising the Key Account Managers team of 3 direct reports in the development and servicing of Key Accounts to meet business sales objectives. Responsible for delivering a common growth platform for the Key Accounts in the Growth Markets, in cooperation with the Market Development Manager.
Has full responsibility for Country Key Accounts in terms of sales. Builds vision for sustainable strategic growth both internally and externally.
Develops & builds strong and effective senior customer relationships. Builds relationships with key decision-makers for new and established accounts. Identifies opportunities for field sales force to secure sales. Acts as liaison and primary contact with major commercial customers.
Recruits & coaches KA team. Coaches KAMs for development and delivery of both personal & KA plan. Reviews and approves quota and account assignment. Monitors progress and ensures that corrective action has been initiated when necessary. Establishes incentive plan parameters and goals.
Works in collaboration with the Area Sales Managers, in order to deliver a competitive and sustainable stores coverage plan for the Key Accounts, by the Acuvue Account Managers.
Oversees the development and servicing of Key Accounts to achieve business sales objectives.
Establishes and manages departmental budget.
Resolves difficult problems and customer complaints.
Reports results against forecasts to senior management, as well as any adjustments made to business plans to ensure objectives are met. Coordinates and performs economic and competitive analyses.
Conducts presentations to customer executives and decision-makers.
Prepares formal proposals and leads negotiations. Prepares Business Plans Agreements and insures their approval and implementation with the customers.
Analyzes customer business opportunities and threats and designs plans to capitalize on them.
Develops accurate sales forecasts and reports. Reports results against forecasts to senior management as well as any adjustments made to Business Plans to ensure objectives are met.
Represent MEA in the EMA KA/Category central functional team to ensure he implements EMA KA/Category initiatives locally
(Education): MBA preferred
(Years of Experience) : Minimum 5 years of Key Account Management experience in Medical Devices or Consumer Goods
(Must Have technical Skills):
(Must Have Leadership Skils): Experience in a multicultural environment and strong track record of achievements.
(Language): Very good command of English. Native (or strong) command of Arabic is an asset
United Arab Emirates-Dubai-Dubai-
Johnson & Johnson Middle East Inc (8605)
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