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.
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.
