Key Account Manager - Hospital | L'Oréal Careers

PART 1: GENERAL INFORMATION

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.

L'Oréal