Key Account Manager - Wholesaler Channel

Job Description

The Key Account Manager (KAM) will be responsible for driving strategic growth and operational excellence across selected corporate and independent wholesaler key accounts. This role requires a dynamic individual with strong analytical, relationship-building, and execution capabilities.

• Sales Performance & Strategy
  • Achieve company sales targets for wholesaler key accounts.
  • Develop and implement a comprehensive key account management strategy tailored to the South African market.
  • Conduct in-depth market and channel research & analytics to support accurate sales forecasting and strategic planning.
• Inventory & Procurement Management
  • Ensure optimal stock levels across wholesaler channels to prevent stockouts.
  • Facilitate timely procurement processes for designated customers to ensure uninterrupted order fulfillment.
• Stakeholder Engagement & Relationship Management
  • Lead regular executive-level meetings to align on landing estimates and strategic priorities.
  • Build and maintain strong relationships with wholesalers, associated pharmacy groups, and key pharmacy stakeholders.
  • Personally engage with target clients including wholesalers, hospital groups, retail chains, buying groups, IPAs, and medical aids.
• Customer Service & Support
  • Address customer queries promptly, providing exceptional customer care and support.
  • Maintain a comprehensive database of targeted clients, enriched with insights and analytics.
• Sales & Marketing Alignment
  • Ensure sales activities are aligned with marketing objectives through cross-functional collaboration.
  • Support promotional initiatives including conferences, speaker programs, and other events as required by business and wholesaler needs.
• Field Engagement & Team Collaboration
  • Collaborate with Regional Sales Managers and Commercial Sales Representatives to drive sales pull-through in line with individual wholesaler strategies.
  • Spend time in the field to support sales teams and strengthen customer relationships.
• Reporting & Strategic Input
  • Liaise with Regional Sales Manager, National Sales Manager, and Product Managers to identify and capitalize on business opportunities.
  • Implement action plans in accordance with the company’s marketing and sales strategy.
  • Ensure accurate weekly, monthly and annual Landing Estimates (LEs) are communicated with the leaderships team.

Qualifications

Educational qualification: Diploma or Bachelor’s Degree

Minimum work experience: 1-3 years

Skills & attributes:
• Thorough understanding of the SA (South Africa) Pharmaceutical Industry and knowledge of health care related events.
• Ability to solidify and expand business relationships.
• Ability to convey messages and motivate certain audiences.
• Ability to efficiently manage budget and resources within the scope of the business model and expense policy guidelines.
• Demonstrated ability to drive commercial results in a highly regulated / compliance driven business environment.

• Demonstrated ability to learn product/disease entity information.
• Ability to work independently as well as collaboratively in a fast-paced, high energy organization.
• Understanding of pharmaceutical marketing principles.
• Excellent verbal and interpersonal skills.
• Excellent Computer literacy (Excel, Word and PowerPoint)
• High level of integrity and adherence to all compliance guidelines.
• Customer-focused and performance-driven.
• Entrepreneurial, innovative, egalitarian, and trusting.
• Flexible and adaptive.

Additional Information

Benefits Offered
At Dr Reddy’s we actively help to catalyse your career growth and professional development through personalised learning programs.
The benefits you will enjoy at Dr Reddy’s are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself.

Our Work Culture
Ask any employee at Dr Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.