Key Account Representative, Modern Trade

About the Role

Build and maintain strong professional relationships with clients, ensure visibility, achievement of sales targets and delivery of high quality customer service to the existent and potential clients.

Responsibilities

• Formulate key account plan, profile and territory sales target.
• Conduct sales visits to assigned accounts/customers to promote and sell newly launched and existing assigned products.
• Propose assigned products to the channel for drug listing purposes.
• Prepare and implement annual key account management plan aligned with marketing to achieve annual objectives.
• Prepare proposals, presentations, sales contracts and relevant documents.
• Carry out sales calls, target high-potential sales areas and develop new business opportunities with existing and potential customers.
• Monitor and update market trends and competitors’ activities in the assigned territory.
• Propose periodical sales targets and sales activities plan to direct supervisor for assigned products and channels.
• Communicate annual account plans with customers, obtain alignment and support, and track/ conduct performance reviews with customers.
• Analyze territory/market potential and determine the value of existing and prospective customers.
• Develop and maintain customer records; maintain close relationships with key accounts and ensure their requirements are met by the company's products where possible.
• Review and update business performance, strengthen relationships, perform cooperative store problem solving, propose new product details or promotions, settle trade expenses and gather competitor information.
• Provide sales support services to assigned customers (e.g., returning expired products, delivery of product samples) upon request.
• Attend symposiums, seminars and exhibitions as required.
• Plan itinerary and visit stores to check product situation and receive orders.
• Set and negotiate trading terms for each account including pricing, discounts, quantities, promotion budget, merchandising, special offers and in-store promotional activities where appropriate.

Qualifications

• Bachelor’s Degree.
• 2–5 years sales/key account executive experience in Pharmaceutical, Healthcare or FMCG industry is an advantage.
• Proven commercial and sales experience.
• Self-motivated, team player, service-minded with good communication and interpersonal skills.
• Result-oriented with strong selling, presentation and negotiation skills; passionate and persevering to achieve challenging sales targets.
• Mature, energetic, fast response, goal-oriented and able to perform well under pressure.
• Strong planning, analytical and logical thinking; convincing and problem-solving skills.
• Good presentation, communication and relationship-building skills.
• Proficiency with Microsoft Office applications.