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.