Key Account Manager (Hybrid) - Quản lý Khách hàng Chiến lược

1. POSITION SUMMARY
: Key Account Manager is a strategic individual-contributor role responsible for driving sales growth and managing key hospital accounts within the ETC/hospital channel, with primary ownership of the hospital tender and listing process.
Operating independently without direct people-management responsibilities, this role combines key account management with end-to-end tender execution to achieve assigned sales targets, secure hospital listings and tenders, and build strong relationships with key decision-makers across the assigned account portfolio.
Reporting to the Commercial Head, the Key Account Manager will lead the tender process within the assigned territory, foster stakeholder and KOL engagement, and ensure compliance with Vietnamese regulations, while expanding market access and delivering revenue goals.
2. KEY ROLES AND RESPONSIBILITIES
(1) Tender and Hospital Listing Management
Follow up Tender Process: Manage the end-to-end hospital tender process for the assigned account portfolio, ensuring timely preparation and submission of bids on time and in compliance with regulations.
Drive Hospital Listing: Lead product listing activities at assigned hospitals, coordinating with internal functions to secure and maintain formulary access.
Negotiate Terms: Engage with hospital procurement teams to negotiate favorable contract terms, balancing profitability with market competitiveness while adhering to company policies and local laws.
Monitor Tender Outcomes: Track and analyze tender results, preparing detailed reports on bidding success, challenges, and recommendations to improve future performance.
(2) Key Account and Stakeholder Relationship Management
Manage Key Hospital Accounts: Build and maintain relationships with key hospital accounts to ensure long-term partnerships and drive sales growth.
Engage Decision-Makers: Establish trust with hospital procurement departments, doctors, and Key Opinion Leaders (KOLs) to influence purchasing decisions and promote product adoption.
Organize KOL Activities: Plan and execute hospital meetings, round table discussions and workshops to engage KOLs, fostering networks that support product promotion and market access.
(3) Sales Strategy and Territory Growth
Develop Account Plans: Formulate and execute account-level sales strategies to achieve individual sales targets, aligning with company objectives and market opportunities.
Identify Growth Opportunities: Monitor market trends, competitor activities, and customer needs to identify new business opportunities within the hospital channel.
Drive Product Promotion: Collaborate with marketing teams to implement approved promotional campaigns, ensuring effective communication of product benefits to hospital stakeholders.
(4) Performance Measurement and Reporting
Track Sales Metrics: Monitor and analyze sales performance, including revenue, market share, and tender success rates, providing regular updates to management.
Prepare Reports: Compile monthly reports on sales performance, tender outcomes, and KOL activities for end-of-month management reviews, highlighting key issues and opportunities.
Forecast Sales: Update the sales forecasting system monthly to maintain optimal inventory levels, avoiding stock shortages or excess inventory.
(5) Collaboration and Communication
Serve as Key Liaison: Act as the point of contact between sales, marketing, and medical affairs teams to ensure alignment on company goals and strategies.
Interface with Customers: Provide expert advice to hospital customers on product usage, addressing inquiries and resolving issues promptly.