Key Account Manager - Hospital

PART 1: GENERAL INFORMATION Job title : Key Account Manager – Hospital Channel Division : L'Oréal Dermatological Beauty Reporting to : National Medical Visit Manager Working location : Ho Chi Minh Employee type : Full Time PART 2: RECRUITMENT BRIEF Main responsibilities, deliverables and contribution of this job to L’Oréal Vietnam 1. Tender Management & Procurement Strategy End-to-End Tender Process: Lead the identification, preparation, and submission of public and private hospital tenders. Bidding Excellence: Coordinate with legal, supply chain, finance teams and DKSH team to ensure all technical specifications, certifications, and pricing structures meet strict procurement guidelines. Contract Monitoring: Track active contracts, ensure compliance with terms, and manage timely renewals to prevent portfolio gaps in hospitals. 2. Strategic Account Development Formulary Listing: Work closely with Hospital Pharmacists and Pharmacy & Therapeutics Committees to have L'Oréal Dermatological Beauty products listed in hospital formularies. Stakeholder Mapping: Build and maintain strong relationships with key decision-makers, including Hospital Directors, Procurement Officers, Chief Pharmacists, and Head Dermatologists. Private Sector Expansion: Develop customized commercial offers for private hospital groups. 3. Medical Advocacy & Collaboration Synergy with Medical Representatives: Partner with the medical visiting team to ensure that doctors' prescriptions are supported by product availability in the hospital pharmacy. Key Opinion Leader Engagement: Identify and engage Hospital Key Opinion Leaders to advocate for the clinical efficacy of L'Oréal Dermatological Beauty brands in hospital settings. 4. Commercial Performance & Analysis Sales Targets: Achieve Sell-In and Sell-Out targets for the assigned hospital portfolio. Market Intelligence: Monitor competitor bidding activities, pricing strategies, and hospital procurement trends to adjust L'Oréal Dermatological Beauty’s competitive positioning. Reporting: Provide regular updates on tender pipelines, win/loss ratios, and institutional market share. Most important qualifications, background and experience: Education: Bachelor’s degree in Pharmacy, Life Sciences, or Business. Experience: 3–5 years as a Key Account Manager or Tender Manager in the Pharmaceutical or Medical Device industry. Tender Expertise: Proven success in managing end-to-end public and private hospital bidding and knowledge of local procurement laws. Network: Established relationships with Hospital Directors, Chief Pharmacists, and Procurement Boards. Commercial Acumen: Strong skills in pricing strategy, and complex negotiations. Analytical Skills: Proficiency in Excel for forecasting tender volumes and analyzing market trends. </div