Manager Key Account Pharmaceuticals & Healthcare

1. Industry Business Plan – unique for specific Industry – Region Specific

• plan for 3 years covering;
• Teams, target accounts, financial growth targets, investments, exhibitions
• Financial targets linked to each focus country
• Plan of action for 12 months, including all actions & KPI´s; (Tier 1-2 accounts, exhibitions, team approach, solution design, training,)
• Regional Plan in full alignment with Corporate Industry Vertical Plan

2. Sales growth – “Hunter & Farmer” focused

• Actively lead his / her personal portfolio of selected target accounts, Tier 1-2 on
• regional level. This entails:
• Active Lead on > 15 Personal Target Accounts, based upon agreed lists in which match the set out strategy for the region
• Network supporting business, by working closely with sales on their strategic business opportunities for region.
• Supporting and coordinating Global Target Accounts for the region, Global
• Target Account Teams approach.
• Accounts are carefully selected based on; strategic value, size, relation and strategic fit for cargo-partner and Industry bespoke.

3. Support and lead regional team

• Follow up with local sales rep´s (Key Accounts) developments upon their Target
• Accounts lists.
• Periodical follow up calls with National Heads if any.
• Follow up on results, KPI´s – drive growth for countries, make sure local growth is
• accomplished, and if not, identify challenge and raise the concern to
• management.
• Act as advisor and support local training of sales reps and operations about what is important and how the industry works, its needs and demands.
• Communicator and ambassador
• Periodical strategic follow up meetings with Senior Management in regions and countries of focus – making sure that progress is made according to strategic plan of action

4. Solution design

• Together with key operational centers and local sales reps in region, establish new solutions to the industry.
• Act as operational bridge between local operations and local sales for new solutions and current for quality & KPI performance.
• Set up Competence Centers in key strategic locations in which match Corporate standards.

5. External communication

• Exhibitions; decide key strategic focus exhibitions and assess budget and KPI´s for successful ROI
• Write articles & posts, Linked In, industry specific magazines about Cargo Partner actions and activities.(sub to agreed budgets and aligned with Corporate Head direct reporting)
• Social Media; support active postings and highlight advantage of Cargo-Partners active involvement and developments through specific Industry.
• Lead and organize specific customer events for Industry with strategic target customers – regionally.

6. Information, material & Portal responsibility

• Lead, implementation any updates of sales presentations from corporate level but also support local presentations related to content, feature, added values
• Responsible for sharing any success stories, Newsletters, new solution design and business plans
• Active on portal, Alfresco, where all strategic information should be stored and accessed by signed off members in the network and team community