Associate / Key Account Manager

Position Purpose

Key Accountabilities & Performance Indicators

Sales Responsibilities

• Manage, develop and grow a defined portfolio of GP and/or specialist clinics, including group practices.
• Achieve and exceed sales targets and market share through execution of territory action plans via omnichannel activities where applicable (face to face, virtual detailing, follow ups), aligned with product / channel strategies within assigned territories.
• Maintain strong relationship with group practices, GP clinics, specialist clinics to secure formulary listings and product adoption.
• Develop annual account plans aligned with brand strategy, customer segmentation, and channel priorities.

• Drive depth and quality of coverage, ensuring optimal frequency and message delivery.
• Provide accurate monthly sales forecast to support SM in preparing accurate monthly sales forecasting for sales team.
• Build strong, trust-based relationships with doctors, clinic managers, nurses, and pharmacists.
• Act as a trusted partner, understanding clinic workflows, patient profiles, and business drivers.
• Identify opportunities for win-win initiatives, sales opportunities, business risks within assigned territories and recommend action plans to SM / marketing team in a timely manner.
• Able to analyse data sources, appropriately discuss and articulate to healthcare professionals (HCPs) on the clinical implications to patients.
• Able to analyse sales data.

Sales Call Quality

• Deliver effective, compliant detailing using approved promotional materials.
• Tailor scientific and clinical messaging to customer needs while remaining within HSA guidelines.
• Use visual aids, hardcopies and soft copies, appropriately to support key selling messages and delivery of effective sales call.
• Application of knowledge for all promoted products, key competitor products, major clinical trials, and clinical disease states to maximise promotional effectiveness.
• Update of product knowledge and disease knowledge by participating in product trainings required. Make a predetermined number of effective sales calls to promote products to identified potential HCPs.
• Conduct pre-call planning for each day’s work in advance via CRM system, with clear objectives for each call, perform post-call analysis and review visited customers’ feedback for continuous improvement.
• Report details of daily call activities as per the guidelines provided.

Sales Activities

• Optimise prescription through seamless execution of marketing activities to targeted HCPs in line with marketing strategies.
• Assist and organize departmental meetings, seminars, group-selling activities, and CMEs (online and offline) to promote key products and disease management / awareness with the objective of achieving sales targets.
• Timely update of customer database via CRM system via potential mapping, segmenting & targeting exercise to identify appropriate target customers.
• Monitor market trends, competitor activities, and customer feedback within assigned territories.
• Generate actionable insights to support brand strategy refinement and local tactics.
• Ensure all sales activities (online and offline) are executed within approved budgets and compliant utilisation of resources across assigned territories.
• Maintain high level of professionalism and service quality at all times.

Core Professional Requirements

• Ensure all activities comply with HSA, MOH, company SOPs, and PDPA requirements.
• Meet professional requirements in administration, communication, reporting, company assets utilisation and dress code standards.
• Maintain a high standard of product, disease state, technical, and pharmaceutical knowledge through ongoing study, training, assessment and participation in all relevant product trainings.
• Report adverse events / product complaints to Pharmacovigilance team, following the company ADR reporting SOP.

Marketing / Channel Collaboration

• Work closely with Marketing, Medical, Regulatory, and Supply Chain teams.
• Support launches, cycle meeting initiatives, and special projects.
• Identify and recommend appropriate CME activities, meetings and congresses to attend or conduct.
• Participate actively in business reviews with SM and Marketing team.
• Provide relevant post-event feedback to Marketing team.
• Active participation in monthly sales meetings and quarterly business review sessions.

Qualifications, Skills and Experience

• Bachelor's degree in any discipline, Post Graduate Diploma.
• 2–5 years of pharmaceuticals or healthcare sales experience, preferably covering GP or specialist clinics in Singapore.
• Proven track record of consistent sales achievement.
• Strong understanding of the Singapore healthcare and clinic landscape.
• Strong relationship building and influencing skills.
• Business acumen with a solutions-oriented mindset.
• Excellent communication and presentation skills.
• Ability to work independently while collaborating cross functionally.
• High level of integrity, professionalism, and compliance awareness.
• Proficient in CRM systems and sales reporting tools.
• Possess a class 3 license and a car.

Personal Attributes

• Experience managing clinic chains or key clinic groups.
• Prior exposure to primary care, chronic disease portfolios.
• Energetic, resilient, and customer centric approach.
• Willingness to adapt to evolving commercial models and digital engagement.
• Result-oriented.
• Self-motivated, with high level of energy.
• Team-player.
• Meticulous to details.
• Ability to work under pressure.

Additional Requirements / Working Conditions

• Willing to work overtime if necessary.