Key Account Manager - Hospital

Job description

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

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.

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.

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.

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.