Strategic account management The role is responsible for managing allocated Key Account customers, via the customers head office, achieving Sales, Profitability, Investment and Service Level targets for all allocated Key Customers.
The role will create enduring business partnerships, enabling the growth of the APAC dry eye and contact lens solution market, increasing Alcon’s market share and achieving company sales and distribution budgets, and allowing Alcon to compete equitably, in a very competitive market environment. Key Responsibilities :
Build strong and enduring business partnerships with Alcon Key Account customers, by creating strategies for business development, guided by market dynamics, channel segmentation and Alcon business plans.
Oversees alignment between Alcon markets to primary customer plans and execute appropriately, leading to the identification of new initiatives for implementation whilst negating commercial risks
Achievement of Sales / Distribution targets and Investment budgets for nominated key customers. Monitor targets and budgets on an on-going basis to ensure financial objectives are achieved.
Strategic thinking and idea generation, driven from the analysis of customer and market data. Develop overall conclusions regarding accounts, markets, and competitive business results, using complex data from multiple sources.
The findings are used to identify opportunities and forecast results.
Proactively identify competitive activity, which may have major, long-term impact on sales goals / strategies.
Provide recommendations and cost effective plans of action.
In collaboration with the Market Key Account Managers, develop initiatives to provide competitive point of difference using knowledge of industry trends and competitive environment
Document issues and proposals in a succinct and persuasive manner.
Present to groups representing multiple points of view, and formulate and execute a collaborative strategy.
Create and implement Joint Business Plans , encompassing promotional investment, sales planning, distribution, service plans and delivery of the brand sales / strategies.
In collaboration with the Regional Pricing Manager and Area Marketing Director and other stakeholders, develop customer negotiation strategies and framework, and drive alignment across customers, operating to minimise exposure and maximise return.