• Location: Yakum, Israel
• Title: Key Account Manager- Trade
• Hiring Manager: Head Of Trade IL
• Hybrid
• Job type: Permanent, Full time

Job purpose

Within the framework of Sanofi business strategy, the job purpose is to manage commercial relations with a portfolio of institutional key accounts (hospitals and HMOs/sick funds with the aim to develop partnership with the customer and achieve sales & profitability targets.

Understands account profile/needs/strategy, aware of market & competitive intelligence as well as Sanofi strategy and coordinates actions with a multifunctional team to develop the best win-win solution to serve the key account, to leverage building blocks and identify opportunities.

Coordinates and monitors activities to ensure effective execution at key accounts: sales, services, procurement & supply, contracting with clear commercial conditions and follow-up.

Key Responsibilities

Trade Strategy Implementation and Coordination:

• Yearly strategic & commercial planning for each institutional key account.

• High transversal cooperation across the organization (Trade, BUs, Supply Chain, Market Acses …etc.) to reach advanced tailored product offering to each account.

Customer Insights & Planning:

• Recognize key business drivers and key influencers relationship strategy through understanding the marketplace, key issues, trends &competitive positioning of the key competitors.

• Follow up competitor activities & update different departments concerned.

• Yearly strategic planning for major hospitals & key accounts in terms of distinguishing offensive and defensive commercial strategy on monthly basis.

• Develop key account plan & data base in structured KAM PLAN.

Impact & Influence Trade Channels:

• Maximizing Sanofi business in key accounts sector and enriching portfolio through securing existence of the already listed SKUs and listing of new SKUs and brands.

• Build quality relationship that maximize customer satisfaction & achieve maximum revenue, with KDMs (Key Decision Makers) & Management of Key Accounts.

• Encourage new opportunities and identify potential growth of Key Accounts.

• Build a unique image for Sanofi in the hospital sector through well establish quality relationship by which putting Sanofi in a position of real partner. Ensure long-term business relationship with key customers.

• Regular follow up with the credit to identify special credit conditions for key accounts and take necessary actions (accelerate cheques issuing & high transversal cooperation with collection team, credit team in order to submit any requested documents).

Cooperate with Teams:

• Acting as an internal communication link between stakeholders & other depts. to facilitate workflow (e.g. follow the processing of sales orders, check availability of products with production, follow the invoicing with the credit to solve any problems, etc.)

• Survey risk parameters for own areas of responsibility, introduce precautionary measures as necessary.

• Other accountabilities related to the job given by the direct manager.

• The Employee shall comply with all the duties established by the Employer, reasonably corresponding to this job.

Job-holder requirements

Education: University Degree in a Business-Related Area (Economics, Finance etc.) or Life Science

Experience: At least 3 years' experience in sales or in a similar role in pharmaceutical industry. Or, at least 3 years’ experience as a Data Analyst in the pharma industry or other industries.

Core knowledge, competencies & skills:

• Able to analyse data/insights and translate results into better solutions.

• Negotiations, influence, overcome obstacles and ensure good outcomes – internally and externally.

• Successfully implements plans and generates the expected results, constantly monitors the quality and results of execution, and makes corrections where needed.

• Versatile and resilient, ability to stay positive in pressure environment and work towards delivering results.

• Effective communication skills, negotiation skills, presentation skills with the ability to engage and influence stakeholders at all levels.

• Demonstrated planning ability and strong organizational and executional skills with a strong sense of ownership and accountability.

• Goal-oriented, organized team player, self-motivated and self-directed.

• Proven results of delivering customer solutions and achieving business goals.

• Positive relationships with peers ensuring cross channel benefits (Representatives, KAMs, Marketing & Trade)

• Advanced, MS Excel, MS PowerPoint, MS Outlook.

• Advanced language skills in Hebrew and in English

• Driving license B

Pursue progress, discover extraordinary

Better is out there. Better medications, better outcomes, better science. But progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let’s be those people.

At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, ability or gender identity.

Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com!