Key Account Manager - Dispensing

Job Title:Regional Dispensing Channel Manager – L’Oréal Dermatological Beauty Division (Mumbai, India)

Hello, we’re L’Oréal. We're not just building brands, we're shaping how the world experiences beauty (and it takes a lot of cool jobs to do it). Intrigued? Keep reading, this might be the opportunity you've been searching for.

A Day in the Life Reporting to the Regional Sales Manager, L’Oréal Dermatological Beauty and the National Dispensing and Medical Visits Manager, you will be responsible for the following Key Deliverables:

·Channel Strategy & Business Development:

• Analyze market opportunities, potential, and gaps within the dispensing channel across the South and West regions.  
• Analyse prescription potential of targets and the competitive, medical and regulatory environment.  
• Drive RCPA (Retail Chemist Prescription Audit) compliance and execution across key pharmacies in the region.  
• Define targets, their coverage and visit frequency.  
• Develop and execute strategic Joint Business Plans (JBPs) with key dispensing clinics to drive sell-out and achieve regional sales targets.  
• Devise action plans, budgets, giveaways (promotional items and samples) and validate  medical visit tools, for each target, in conjunction with marketing / and staff in charge of medical communication.
• Portfolio Promotion & Negotiation: Present and negotiate commercial agreements, product bundles, and promotional strategies.  
• Pilot performance based on criteria of prescriptions/recommendations and sales and analyse Return On Investment (ROI).
  

·Key Opinion Leader (KOL) & Commercial Account Management:

oMaintain strong personal connections and strategic relationships with top dermatologists and key dispensing stakeholders in the region.

oBuild and nurture strong commercial relationships with key decision-makers, dermatologists, and clinic administrators within dispensing accounts in his/her region.

oLead regional derm activation, engagement, and Advocacy agendas.

·Team Support & Performance Enablement:

oSupport Business Development Managers (BDMs) and Medical Representative teams in executing dispensing strategies.

oMonitor and review MR team performance, field effectiveness, and target achievement within the dispensing channel.

·Cross-Functional Collaboration:

oLiaison closely with the Medical Training and Communication teams to ensure seamless execution of medical detailing tools and training modules.

oCollaborate with regional sales and marketing teams to ensure synergy between commercial targets and medical/dispensing initiatives.

·Guarantee the excellence and professionalization of medical detailing:

oMakes sure field team has required digital tools and competences to engage with HCPs through all relevant channels (digital and face-to-face).

oImplement and guarantee the use of monitoring tools of CRM/CLM platform activity.

·Ethical Standards:

oEnsure training and respect of both internal and external ethical standards regarding relations with health professionals.

·Market Intelligence:

oMonitor account performance, track key commercial metrics, and maintain sharp awareness of competitor activities within the dermatology space.

We Are Looking For

To succeed in this role, you should possess the following attributes:

Key Competencies:

• Strong     understanding of the dermatological and dispensing retail ecosystem.  
• Excellent relationship-building and stakeholder management skills with top HCPs/Dermatologists.  
• High commercial acumen with experience in sales, key account management, or medical     detailing leadership. Strong negotiation and business planning skills with a proven track record of driving revenue growth in clinic/dispensing     environments.  
• Ability to coach, influence, and drive performance across cross-functional field     teams.

Qualifications & Experience

• Education: MBA, Bachelor’s     degree, B. Pharma/Life sciences  
• Work Experience: Minimum 6 to 8     years of relevant experience in pharmaceutical, dermocosmetic, or medical     sales, with exposure to key account management or field team leadership.

What’s In It For You

• A place for you to leave your comfort zone and grow beyond your potential (here, you’ll be encouraged to try new things and take risks!)
• Real responsibility from day 1, there’s no sitting on the sidelines at L’Oréal
• An environment  where people of every ethnicity, social background, age, religion, gender and sexual orientation as well as people with disabilities are accepted, can speak up, will thrive and are celebrated
• A place where you can contribute to something bigger! Many of our brands have societal /environmental causes to make concrete difference

WHO WE ARE: 

For 115 years, L’Oréal, the world’s leading beauty player, has devoted itself to one thing only: fulfilling the beauty aspirations of consumers around the world.

With our broad portfolio of 37 international brands and ambitious sustainability commitments in our L’Oréal for the Future program, we offer every person around the world the best in terms of quality, efficacy, safety, sincerity and responsibility, while celebrating beauty in its infinite plurality.

Present in India since 1994, L'Oréal India is a 100% subsidiary of L'Oréal S.A. Today, L'Oréal India is present on all distribution channels with 27 brands, available in consumer channels (L'Oréal Paris, Garnier, Maybelline New York, NYX Professional Makeup); in hair and beauty salons (L'Oréal Professionnel, Matrix, Kérastase, Redken); in selective distribution (Kiehl's, Lancôme, Yves Saint Laurent), CeraVe and La Roche-Posay in pharmacies and drugstores, and perfumes and make-up sold through L'Oréal International Distribution (Armani, Prada, Valentino, Ralph Lauren, Diesel, Victor & Rolf, Mugler, Azzaro, Maison Margiela, Cacharel, Guy Laroche, Urban Decay, Paloma Picasso, Youth To The People).

L'Oréal India employs more than 1,800 people in its head office in Mumbai, four regional offices, two production plants in Chakan (Maharashtra) and Baddi (Himachal Pradesh), two Research and Innovation centers in Mumbai (Maharashtra) and Bengaluru (Karnataka) and one India Technology Hub in Hyderabad. 

In India, L'Oréal's Corporate Social Responsibility (CSR) initiatives are built around three pillars: empowerment, environment and education. In addition to the group's CSR commitments, L'Oréal's brands (L'Oréal Paris, Garnier, Maybelline New York, Kérastase, Matrix, L'Oréal Professionnel) are also leading community impact initiatives in India.

L’Oréal is committed to building a diverse environment and is proud to be an equal opportunity employer. L’Oréal closely prohibits discrimination against any employee or applicant for employment because of the individual’s race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability or any other characteristic protected by law.