He/she will lead the commercial strategy, planning and execution in the Hungarian healthcare market. He/she will be responsible for leading sales initiatives and business development efforts within assigned customers, while providing marketplace and competitive intelligence to internal stakeholders. The Head of KAMs oversees account team activities with customers, to profitably deliver business plan objectives within budget in time. The incumbent is responsible for leading innovative, best-in-class strategies to grow top line sales and market share by instituting customized business plans that are aligned with customer, and company, in both the short and long term. The Head of KAMs has a strong understanding of marketplace dynamics and leads the development of business plans that deliver incremental sales and share growth in Hungary, while being fiscally responsible and delivering company metrics. He/she is directly responsible for the talent and performance management of their assigned team including setting and evaluating customer goals, objectives and results.

Key Responsibilities

• Delivers all assigned financial line objectives, primarily top and bottom-line sales and trade spend
• Manages the activities of assigned team members, to ensure customer business plans are developed and executed successfully, modifying as needed to meet changing market conditions and delivering intended results
• Be the role model to subordinates, encourage them to grow. Proactively coach and work with the Key Account Managers, ensuring their personal and career development progress
• Leads strategic customer meetings and other senior-level interactions
• Develops and implements market-leading strategy, both short and long-term, with senior decision makers for the customer and company
• Leads the development and delivery of innovative customer-specific strategies
• Leads the team’s annual/quarterly business planning process for assigned customer(s) with close cooperation with internal partners
• Leads the forecasting process at the customer level and oversees the analysis and tracking of key metrics to ensure accuracy and identification of issues and opportunities.
• Oversees and responsible for proper distribution, stock levels and market share among customers
• Collaborates with cross-functional partners to deliver on company/brand strategies and business results
• Responsible for setting annual objectives, goals, and measures for third party partners; evaluating performance against results
• Always complies with company policies and procedures
• Active participation in the Regional and Global KAM community, constantly share & re-apply best practices from other countries

Background and Experience

• Degree in Business or related field required
• 10+ years of consumer products experience
• FMCG experience is a strong advantage
• Comprehensive knowledge of consumer products, brand strategies, and the ability to apply this knowledge to solve complex problems successfully.
• Comprehensive knowledge of retail customer store operations, structure, strategy and retail execution tactics
• Experience in dynamic transformation of the team, go to market, relations with customers
• Proven track record of dynamically elevating performance
• Strong communication/presentation skills, with the ability to translate the company strategy into customized customer plans.
• Resolve competing priorities for the team and the customer relating to product group, category, or brand.
• Open minded and accessible leadership style, with the ability to consistently achieve positive results. Proactive leadership style with natural ability to develop others.
• Ability to work effectively within a fast-paced, complex, changing environment
• Ability to develop reporting staff to full potential and to build leaders/successors for the future
• Proven track record of delivering results through customers
• Ability to search information, technology, applications to improve current business environment. Fan of data, living and breathing insights
• Strong negotiating skills, with the ability to influence up one or more levels to include senior leaders across and through the customer organization
• Fluent English spoken/written
• Strong computer skills, including MS Office and CRM applications

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.

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