Description du poste Viatris Pharmaceuticals S.A.S.
At VIATRIS, we see healthcare not as it is but as it should be. We act courageously and are uniquely positioned to be a source of stability in a world of evolving healthcare needs.
Viatris empowers people worldwide to live healthier at every stage of life.
We do so via:
Access – Providing high quality trusted medicines regardless of geography or circumstance;
Leadership – Advancing sustainable operations and innovative solutions to improve patient health; and
Partnership – Leveraging our collective expertise to connect people to products and services.
Every day, we rise to the challenge to make a difference and here's how the KAM & Tender Manager role will make an impact:
ROLE SUMMARY
The KAM & Tender Manager is responsible to proactively address and manage customer needs in coordination with all relevant stakeholders in a highly responsive manner. He/ She must be able to identify root causes and coordinate Viatris actions for resolution using new and previously developed tool. The role is responsible for maximizing access to Viatris Medicine within the allocated tenders, in alignment with commercial objectives and activities, delivering revenue and IBA improvement to the Tender and Contracts (T&C) business, leading the T&C process with all stakeholders including country and above country colleagues for Morocco, helping implement the strategy to improve the T&C business across the markets.
Provide support through analysis and accelerating the development of T&C commercial capabilities across the market.
Establish deep understanding of the Institution business insights and creating a blended value proposition for all Viatris assets in Morocco .Build partnership with strategic customers and gain understanding and awareness of Viatris Brands concept in Morocco and responsible to identify business opportunities and to follow up directly on the major customers involved.
KEY RESPONSIBILITIES
Tender Processing and Submission
- Responsible for the preparation and submission of all related documentation
- Lead all tender processes: Responsible for review, submission, pre and post award follow up.
- Reviewing all customer tender requests to successfully identify all Viatris related molecules.
- Managing SQ's with supported documents and follow their application
- Communications with all stakeholders to ensure timely submission including:
- Supply: Product availability
- Commercial: Pricing and other comparative analysis
- Pricing: Approval and cross-country referencing
- Regulatory: Documentation
- Finance: Approval, Profitability & Documentation
- Distributors: Submission requirements like bid bond and samples
- Proactively monitoring customer behaviors/trends to maximize opportunities
- Collaborate with stakeholders including legal while finalizing the contracts
Process improvement
- Implementation of Tender & Contracting (T&C) strategy for all the market.
- Manage the T&C business across all relevant involved functions such as Pricing, Supply, Finance, BT, Regulatory and Commercial teams.
- Assess Growth opportunities working closely with commercial colleagues considering market potential, trends and Viatris capabilities.
- Align T&C Business with Operating Plan, Supply planning and Forecasting process
- Coordinate with supply chain management to ensure reliable supply
Reporting and data analysis – Information to support decision making
- Proactively provide reports and analysis to the leadership team on tender performance, potential shortcomings and areas of opportunity
- Anticipate trends in the T&C business and continuously build up market and pricing intelligence
- Establish robust T&C calendar at market level / Institutions
- Build a tracking system for all bids capturing outcome, success ratio, prices, quantities, key terms including competitor information
- Report Tender performance by market and TA using an evolution, growth % and external benchmarks available.
- Provide “To Market Sales” estimates to Morocco commercial head on a monthly basis with analysis
Operation Excellence / Business Coordination Objectives
- Responsible to coordinate with multiple stakeholders on the outcome of the complete tender's cycle from quotation to award to supply and to planning
- Responsible for coordinating with concerned colleagues (Supply/KAM/SMs) on order fulfillment and the monthly shipment plan of Institutional customers every month against the budget, stock position and orders delivery schedule. Follow up action to optimize the stock availability across markets avoiding stock outs / delayed penalty charges
- Participate in the monthly planning and sales operations activities to monitor inventory levels and the stock hygiene of Institutions
- Understand and coordinate regulatory requirements related to supply function
- Work on the IMS monthly report / estimate versus Target
- Support budgeting and forecasting process.
MINIMUM QUALIFICATIONS, EXPERIENCE, EDUCATION
- Bachelor's degree is required
- Preferred specialization(s): Medical, Pharmaceutical or Science Education background
- Minimum 5 years of sales/business experience in healthcare/pharmaceutical
- Minimum 5 years of c onsistent track record of high performance
- Minimum 5 years of e xperience and accomplishment in institutional Key account /Tender
- Understanding of Tender and Contracting business.
- Knowledge of the Pharmaceutical industry and Healthcare environment
- Strong interpersonal skills with in-depth understanding of customer management – motivation, needs and building partnerships
- Strong financial and commercial background; understanding of manufacturing/supply and regulatory field
- Influence without positional power.
- Entrepreneurial mindset with the ability to create a compelling business case based on structured analysis across multiple factors eg volume, value, risk, price referencing, stakeholder management
- Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication
- Commercially astute with strong business acumen. Ability to identify and capture sales opportunities
- Comfortable with risk taking and risk management
- Ability to make strategic decisions and propose innovative solutions
- Change Leader
- Strong problem solving and stakeholder management skills
- Strong Negotiation skills – internal and external – ability to exercise informal influence
- Computer literate: Excel spreadsheets, PowerPoint, Word
- French, English proficiency required for this role: Advanced
- Arabic: Advanced
A t Viatris, we offer competitive salar ies , benefits and an inclusive environment where you can use your experiences, perspectives and skills to help make an impact on the lives of others.
Viatris is an Equal Opportunity Employer.
Détails du poste Lieu de travail Maroc Domaine de la société Autres Services de Soutien aux Entreprises Type de société Non spécifié Type demploi Non spécifié Salaire mensuel Non spécifié Nombre de postes à pourvoir Non spécifié