About our Client :

Our Client, they unpack possibility through there innovative and responsible packaging to provide solutions that benefit our customers, our people and our planet. More than Million consumers globally encounter there products every second and rely on us for safe access to food, medicine and other goods. They value there trust by making safety there guiding principle. It's their core value and integral to how they do business.

Beyond this core principle, there shared values and behaviours unite them as they work together to elevate customers, shape lives and protect the future. They champion there customers and help them succeed. They play to win - adapting quickly in an ever changing world - and make smart choices to safeguard their business, their communities and the people they serve for generations to come. And they invest in there world-class team, empowering their colleagues to unpack their potential, because they believe when there people grow, so does there business.

Position Title: KAM - Healthcare Sales (MNC Accounts)

Location: Mumbai

Reports to: GM Sales - MNC & Exports

1. Job Overview

Briefly summarise the job's primary purpose (why the job exists).

To Improve performance of assigned accounts through Key Account Management by establishing long-term strategic relationships, focusing on highest value opportunities and developing business more proactively through customers' needs and cross functional teams. The objective is to Create long term value for both our Customers and organization.

2. Principal Accountabilities

What are the key accountabilities and tasks for this role?

- Managing Existence Business of Global Key Accounts & explore new opportunities for growth.

- Explore business opportunity with new customers to maintain sales pipeline of 5X growth over last year through commercial excellence and focus on higher value products sales.

- Ensure material margin improve over last FY.

- Own and lead the actions of outperformance activities which will enable MNC business to overcome any risks.

- Identify comprehensive understanding of customer needs-both long term and short term

- Use data from sales performance, customer orders and reviews to assess trends, account opportunities.

- Understand and respond appropriately to customer needs, transitioning query to customer service as required.

- Monitor and analyse local market trends and competitors within customers specified market segments.

- Identification and implementation of new profitable volume opportunities within the account(s) to increase the SOW.

- Promote new products and drive innovation project pipeline to increase SOW.

- To conduct roadshows, bring in innovation

- Develop partnership between company and the customer stakeholders to identify and capture mutual growth opportunities.

- Organize systematic performance reviews with the customers & internal teams.

- Identify key decision makers and influencers beyond purchasing and craft relationship plan.

- Preparation and presentation of the annual sales & volume budget.

- Monthly management of the sales budget to achieve account & growth targets.

- Manage & build pocket margin to achieve target utilising Value Plus principles.

- Identify and drive actions to improve bottom-line through deploying effective contract management, transactional pricing and opportunity identification according to Value Plus best practices.

- SLA (Service level agreements) - Management of contracted SLAs.

- Manage negotiations/resolution of product, quality and service issues.

- Create collaborative customer/supplier teams.

- Identify and align resources required to execute.

3. Relationships

List the titles of individuals, departments and organisations with which the job has the most frequent contact. This should include contacts both inside and outside the organisation.

Internal

- Plant Head

- Unit Planner

- Sales Co-ordinator

- Quality Head

- Dispatch /Supply chain executive

- Plant Finance controller

- R&D - Procurement Executive/Manager

External

- Supply Chain Executive/Manager

- Packaging & Development Team

- Unit Planner

- Quality Manager

- Regional Procurement officer

4. Qualifications/Requirements

4.1 Formal Qualifications and Experience

- At least 5 - 10 years of experience in industry environment, of which 3-4 years in handling big accounts. Preferably, who should be keen to achieve next roles in next 18-24 months within the organization as part of career progression

- Must have working knowledge of the pharma packaging & industrial market as well as related market challenges desired.

- Post-Graduation / MBA in Sales & Marketing from well regarded institutes / universities or equivalent

- Computer Skill (Word, Excel, PowerPoint)

4.2 Knowledge / Skills / Abilities / Behaviours

Job Specific skills and abilities

- Negotiation Management

- Relationship Management

- Analytical capability with strategic mindset

- Proactive Planning

- Goal Oriented - Able to translate the strategy into actionable plans

- Decision Making

- Cross cultural orientation - Able to interact with a wide variety of cultures and functions both internally and externally.

- Drive for result