💼 Job Title

Key Account Manager 

🔝 Reports to

National Sales Manager

🌐 Location

Morocco – Casablanca

🏢 Work Mode

Field-based

🧭 Division

Sales 

🗂️ Department

Commercial 

📝 Employment Type

Permanent

🧬 Why Cipla?

At Cipla, Caring for Life isn’t just our purpose – it’s our promise. We are committed to making quality healthcare more accessible, inclusive, and impactful across One Africa.

At Cipla, you grow with purpose, lead with empathy, and contribute to a mission that makes a real difference to patients and communities.

🎯 Job Purpose

The Key Account Manager (KAM) is responsible for developing, managing, and growing Cipla's strategic customer accounts across Morocco.

The KAM will own a portfolio of key accounts, develop account-specific business strategies, drive sales and revenue growth, strengthen customer relationships, and identify new business opportunities.

The role will cover strategic customers across hospitals, clinics, wholesalers, pharmacy groups, and other healthcare institutions, depending on the assigned portfolio.

The KAM acts as the key commercial interface between Cipla and strategic customers, working closely with Sales, Marketing, Medical, Market Access, Supply Chain, Finance, Regulatory, and other internal stakeholders.

📌 Key Accountabilities

1. Strategic Account Management

• Develop and manage a portfolio of strategic accounts.

• Build and execute annual and account-specific business plans.

• Map key decision-makers, influencers, buyers, pharmacists, healthcare professionals, and other stakeholders.

• Understand customer needs, purchasing patterns, business priorities, and growth potential.

• Identify risks, opportunities, and account development priorities.

2. Sales & Business Development

• Achieve agreed sales, revenue, and growth targets.

• Identify and develop new business opportunities within existing and new accounts.

• Drive product listing, adoption, availability, and portfolio growth.

• Develop appropriate commercial action plans for each strategic account.

• Monitor sales performance and implement corrective actions when required.

3. Customer Relationship Management

• Build and maintain strong, long-term relationships with key customers.

• Establish trusted relationships with senior decision-makers and key stakeholders.

• Act as the primary commercial point of contact for assigned accounts.

• Understand customer challenges and coordinate appropriate solutions internally.

• Ensure a high level of customer satisfaction and service.

4. Tenders & Commercial Negotiations

• Monitor and anticipate relevant tenders and institutional business opportunities.

• Coordinate tender activities with relevant internal teams.

• Participate in commercial negotiations and customer agreements.

• Follow up on tender awards, contracts, pricing, volumes, and commitments.

• Identify opportunities to improve Cipla's competitiveness and account penetration.

5. Orders, Stock & Account Follow-Up

• Monitor orders and product availability across assigned accounts.

• Coordinate with Supply Chain to anticipate and resolve supply issues.

• Follow up on deliveries, invoicing, outstanding orders, and customer claims.

• Work closely with Finance on customer accounts and collection/receivables where applicable.

• Ensure continuity of product availability and customer service.

6. Market & Competitive Intelligence

• Monitor market trends, competitor activities, pricing, product launches, and customer behavior.

• Provide actionable market intelligence to Commercial and Marketing teams.

• Identify changes in the Moroccan pharmaceutical market that may create opportunities or risks.

• Share customer insights to support portfolio and business strategy.

7. Cross-Functional Collaboration

• Collaborate closely with Marketing, Medical, Market Access, Supply Chain, Finance, Regulatory, and Customer Service.

• Coordinate internal resources to address customer needs and account opportunities.

• Contribute to product launches, campaigns, customer initiatives, and business projects.

• Ensure alignment between account strategy and overall company objectives.

8. Forecasting & Performance Management

• Prepare accurate account-level sales forecasts.

• Track sales, growth, stock, orders, market share, and other relevant KPIs.

• Provide regular business reviews and account performance updates.

• Maintain accurate CRM and customer information.

• Proactively escalate business risks and propose corrective actions.

9. Compliance & Ethics

• Ensure all commercial activities comply with Moroccan regulations, company policies, ethical standards, and applicable industry requirements.

• Maintain accurate and transparent customer and commercial records.

• Conduct all customer interactions with professionalism and integrity.

🧾 Qualification & Relevant Experience

1. Education

• Bachelor's or Master's degree (Bac+3/5) in Business, Marketing, Management, Pharmacy, Life Sciences, or a related field.

• Pharmaceutical or healthcare education is an advantage.

2. Relevant Experience

• Minimum 6 years of experience in pharmaceutical sales and/or Key Account Management.

• Proven experience managing strategic customers and delivering sales growth.

• Experience in the Moroccan pharmaceutical market is strongly preferred.

• Experience with hospitals, private clinics, wholesalers, pharmacy groups, or other strategic healthcare accounts is an advantage.

• Experience in tenders, commercial negotiations, and customer account management is preferred.

3. Skills & Competencies

• Strong Key Account Management and business development skills.

• Excellent commercial and negotiation capabilities.

• Strong customer relationship and stakeholder management skills.

• Good understanding of the pharmaceutical market and healthcare ecosystem.

• Strong analytical and business acumen.

• Ability to develop and execute account strategies.

• Strong forecasting, reporting, and CRM capabilities.

• Excellent communication and presentation skills.

• Strong collaboration and influencing skills.

• High level of autonomy, ownership, and results orientation.

• French and English required; Arabic preferred.

🎁 Employee Benefits & Perks

🌍 Flexible & Hybrid Work Practices
🧠 Individual-Centered Upskilling
🧭 Mentorship & Coaching
🧘 Wellness & Well-being Programs
🎂 Full-Day Birthday Leave
🏅 Recognition & Great Place to Work Culture
🌱 Well-being Focused Workspaces

🚀 Ready to Apply?

Join Cipla and help us grow our business while making quality healthcare more accessible across Morocco.

At Cipla, we don't just hire talent – we invest in people who make a difference.