Key Account Manager

Date: Nov 25, 2022

Location: GB - Greater London, United Kingdom - All, GB

Company: Bausch & Lomb

Bausch + Lomb is one of the best-known and most respected healthcare brands in the world, offering the widest and finest range of eye health products including contact lenses and lens care products, pharmaceuticals, intraocular lenses and other eye surgery products.  The company is solely dedicated to protecting and enhancing the gift of sight for millions of people around the world – from the moment of birth through every phase of life.  Our mission is simple yet powerful: Helping you see better to live better.

 

With approximately 160 employees in the UK and 21,000 employees around the globe united around our mission of improving people’s lives with our health care products, we manufacture and market health care products directly or indirectly in approximately 100 countries. 

Marketing Manager Consumer Healthcare

 

OBJECTIVES/PURPOSE OF JOB

You will be responsible for delivering growth across your designated Key Account portfolio through the implementation of your strategic sales plan for OTC.

 

 You will have direct ownership for the sales growth of the designated key Wholesaler, Pharmacy, Health & Beauty multiples and Grocery channels.

 

Some of these key accounts will have cross business requirements and you will therefore need to liaise with the BUD for Visioncare and VC marketing manager in order to support the strategy for these customers.

KEY ACTIVITIES/RESPONSIBILITIES

 

Market Intelligence Responsibilites

  • Responsible for regularly researching, analysing and presenting market data incl. marketing consumer and ECP insights to create opportunities for key account partnership growth
  • Responsible for input into trade marketing strategies that directly impact trade for your designated key accounts
  • Translate marketing initiatives to build marketing ‘sell in’ stories and decks for all key accounts linked to the objectives of the OTC business
  • Responsible for devising bespoke tactical trade plans for all key accounts with a full omni-channel marketing approach incl full segmentation, targeting and positioning.
  • Feed into the creation of point of sale and store assets for all key accounts that drive adoption of our products in store
  • Responsible for liaising with the internal marketing teams within the key accounts to align on joint marketing initiatives
  • Responsible for tracking marketing campaign effectiveness specific to optical and retail key accounts
  • Responsible for project management of new product launches into Key Accounts including the full management of the marketing mix implementation within the account

Key Account Management Responsibilites

  • Build, then implement growth plans for all the Key Wholesalers, Grocery Chains and individual National/Regional Pharmacy Accounts, Health & Beauty multiples or Buying Groups, to achieve the desired joint growth and profitability
  • Responsible for identifying opportunities for business growth through building effective partnerships with customers and senior stakeholders.
  • Working with target accounts on a Business, Clinical and technical level as required to build highly differentiated win/win customer value propositions.
  • Build and implement a key account plan by account to achieve desired growth and profitability of OTC products and services.
  • Regularly review delivery of the business plan taking corrective interventions to achieve targets, and escalating risks to delivery as necessary.
  • Gather and Interpret complex data and information in order to identify key accounts, key decision makers and opportunities for business growth
  • Collect, analyse and interpret market intelligence on competitor and customer behaviour to inform the key account plan, feeding this back to the UK/I Management team to support trend analysis and strategy development.
  • Manage an allocated key account investment budget in order to achieve commercial objectives. You ensure you measure and deliver a strong return on investment.
  • Manage customer engagement through a range of channels including face to face and remote contact to support achievement of the key account plan.

KEY PERFORMANCE INDICATORS

  • Achievement of sales and growth targets in line with strategic guidance from General Manager /Business Unit Director
  • Achieved >60% customer facing meetings.  Meetings have defined call objectives which have been agreed with accounts
  • Management of gross profit to the desired levels
  • Completed quarterly business reviews
  • Actively completing CRM in accordance with company procedures
  • Creation and implementation of Customer Marketing plans

QUALIFICATIONS/TRAINING

  • Proven experience in a similar role within FMCG / OTC  background.
  • Proven track record of sales and understanding of category management in OTC  
  • Degree preferred.

EXPERIENCE

  • You will have experience of negotiating with large national accounts in FMCG/OTC
  • You will have experience of category management for consumer facing products.
  • You will have experience of developing JBP and of full tactical implementation of such plans.
  • You have previous experience of working in the healthcare space

COMPETENCIES

  • You create customer centric value propositions linked to core consultative services offerings that will deliver against a win/win business result for B+L and the customer.
  • You demonstrate strong analytical skills in your career to date with ROI focus
  • You are able to demonstrate a high level of competency with complex business planning
  • You have experience of negotiating at all levels in order to secure national deals or your portfolio of products
  • You drive agreement and negotiate contracts with key customers working with internal colleagues and managing the processes to produce contracts to secure business.
  • You resolve key account queries in a decisive and timely manner as escalated by the internal stakeholders.
  • You will have strong presentation and communication skills to support customer engagement.

 

 

Bausch + Lomb are committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or political belief.

 

We employ dedicated and innovated team members who are driven to solve problems.  We recognize that our team members are essential to our future. It is our goal to make everyone feel respected and equally appreciated so we are all dedicated and committed to the same cause. Our team members enjoy a dynamic work environment that encourages both professional evolution and personal growth. Each day you spend at Bausch + Lomb, you have the satisfaction of knowing that you are working with dedicated individuals who share a common vision of constant innovation. To ensure that we achieve our goals, our team members are continually learning more about their fields of expertise. We are proud to facilitate this development by providing internal and external professional development opportunities. This commitment to growth helps drive our Business and our employees.

 

We also offer peace of mind through our comprehensive benefits package which includes:

  • Medical insurance
  • Pension Matched by us up to 11% (conditions apply)
  • Generous Life assurance package
  • Reward through sales incentive or yearly bonus plans
  • Generous holiday of 25 days holiday with the ability to buy 5 more
  • Eye care for you-  free products (contact lenses and over the counter eye care) scheme for you and a family member
  • Perks at Work discounts
  • Aviva Digital+ - Employee Assistance Program, Counselling line (accredited therapists), access to digital GP and Meditation resources
  • And above all a chance to help preserve the world’s eyes and work with Champions of the Eyes!

 

So if you want to join our team to help the world to see better, to live better, please Apply Now.