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.