Janine Strauss
Key Accounts Manager - Hospital
Pretoria
Summary
Generating a strong reputation for delivering impactful, scalable business strategies and innovation throughout a successful 20+ year career.
Able to maximise efficiencies, enhance brand engagement, and increase revenues consistently.
Highly adaptable to emergent issues and constantly shifting markets, by easily revising and pivot business strategies to reflect current company priorities.
Overview
18
18
years of professional experience
9
9
years of post-secondary education
Work History
Hospital Key Accounts Manager
Aspen Pharmacare
Johannesburg
2022.07 - Current
- Building and maintaining strong business relationships with hospital key accounts and Hospital Corporate Head office driving net sales revenue and operating income within trade spend budget
- Engaging with internal and external cross functional departments including Marketing and sales teams, logistics ensuring seamless service to customers.
- Forecasting, budgeting, and achieving sales targets for private hospital product lines, wholesale channels and hospital & vaccines business unit.
- Effective stock management to all private hospital groups and related wholesale channels
- Negotiate with hospital buying groups, independent hospitals, clinic groups, key accounts, and wholesalers
- Plan, implement, execute and monitors sales activities to drive performance nationally
- Liaise with marketing, sales and legal departments to co-ordinate implementation of contracts and remediation thereof
- Establishes contact with industry leaders, policy-makers and influencers in order to provide value added solutions
- Participates and contributes to company pricing, and activity policy through market intelligence
- Formulates strategy with Commercial/Brand managers for implementation
- Develops and submits proposals and price quotations for hospital key accounts
- Actively engage and negotiate with Key Hospital pharmacies and wholesalers to drive sales growth within hospital therapeutic portfolio
- Completion and submission of private Hospital Group formularies and tenders
- Stock management to all private hospital groups and related wholesale channels
- Forecasting, budgeting, and achieving sales targets for private hospital product lines, wholesale channels and hospital & vaccines business unit.
Commercial Sales Manager
Aspen Pharmacare, park
Johannesburg
2019.05 - 2022.06
- Successfully established new hospital key accounts team, through onboarding high performance individuals and setting out key business requirements and focus brands (2020 financial year)
- Growing hospital business in quarter two with 32% versus first quarter with new hospital key accounts team (2020 financial year)
- Achieved 115.34% to target in total Aspen Private Hospital Sales 2022 Financial year with growth of 30%
- 136.6% to target for private hospital formulary sales (2022 financial year)
- Secured key Service level agreements and effective management of private hospital formularies
- Cross functional team leader to all Aspen business units active in private hospital environment, ensuring maximum impact of brands, maximizing brand position and product mix within different hospital groups
- Building and maintaining strong business relationships with hospital key accounts and Hospital Corporate Head office driving net sales revenue and operating income within trade spend budget
- Engaging with internal and external cross functional departments including marketing, sales teams and logistics and to ensure seamless service to customers
- Lead, manage, develop, coach, motivate, and inspire Key Accounts team, ensuring performance against set individual targets are met
- Negotiate with hospital buying groups, independent hospitals, clinic groups, key accounts and wholesalers
- Plan, implement, execute and monitors sales activities to drive performance on national and local level
- Liaises with marketing, sales and legal departments to co-ordinate implementation of contracts and remediation thereof
- Establishes contact with industry leaders, policy-makers and influencers in order to provide value added solutions
- Participates and contributes to company pricing, and activity policy through market intelligence guide
- Formulates strategy with Commercial/Brand managers for implementation
- Develops and submits proposals and price quotations for hospital key accounts
- Actively engage and negotiate with Key Hospital pharmacies and wholesalers to drive sales growth within hospital therapeutic portfolio
- Completion and submission of private Hospital Group formularies and tenders
Senior Brand Manager
Aspen Pharmacare
Johannesburg
2017.09 - 2019.05
- Increased Cardiovascular portfolio by 20% in value, 2019 versus previous year.
- Planned, implemented and tracked sales and marketing strategies to promote brand products
- Conceptualized brand identity and developed unique accompanying graphic style and tone for use in communications
- Coordinated innovative strategies to accomplish marketing objectives and boost long-term profitability
- Oversaw product planning and demand management on monthly basis in order to maintain adequate product levels
Product Manager
Roche Products South
Illovo, Johannesburg
2013.06 - 2017.08
- Received global recognition for best Actemra strategy and growth performance in 2017
- Double digit patient and value growth in both Rheumatoid Arthritis product offerings in 2015 and 2016, this continued into 2018
- Successfully lead product team through Annual Business Planning process resulting in delivering high-quality brand plan
- Continued to motivate sales team in collaboration with sales manager resulting in continuous growth and achieving sales targets
- Successfully launched patient assistance program for Roche RA patients in 2016
- Actemra Subcutaneous launch plan and pre-launch activities, 2016-2017
- Served on 2015 National Sales Conference planning committee
- Successfully launched new indication across regions in South Africa in 2014
- Initiated unique patient profiling campaign to create new market for Actemra in monotherapy in 2014
Senior Medical representative
Roche Products South Africa
Illovo, Johannesburg
2008.08 - 2013.06
- Roche representative of the year, 2009 & 2011
- Roche Achievement Award, 2009
- Initiation and successful launch of MabThera & Actemra Patient Program, 2009
- Analyzed market to identify new opportunities and strengthen relationships with hospitals, medical centers and primary provider physicians.
- Arranged appointments with doctors, pharmacists and medical teams raising awareness of latest product launches.
- Recognized trends within territory and industry to create proactive plans.
- Showcased product features to customers and discussed technical details to overcome objections and lock in sales.
- Conducted routine product demonstrations to verify proper utilization and improve patient outcomes.
Senior Representative - Urology & Oncology
Abbott Laboratories
Club Terrace, Constantia Kloof, Johannesburg
2007.06 - 2008.08
- Resolved issues through careful research and follow-up with customers.
- Interacted with customers regularly to maintain and enhance relationships.
- Boosted brand awareness, implemented promotional campaigns and employed sales tactics as part of territory development.
- Design and implementation of appropriate strategies to achieve sales goals and targets in territory
- Maintaining satisfactory customer call rate
- Building and maintaining Key Opinion Leader relationships
- Identifying new business opportunities
- Coordinating doctor’s continuous medical educational meetings.
- Resolved issues through careful research and follow-up with customers.
Interacted with customers regularly to maintain and enhance relationships. - Resolved issues through careful research and follow-up with customers
Sales Representative
Abbott Laboratories
Club Terrace, Constantia Kloof, Johannesburg
2005.07 - 2007.06
- Maintenance and growth of area market share
- Achieved 194% Sales to Target for anti-infective portfolio
- Portfolios: Anti-Infective, Anti-Hypertensive & Anti-Obesity
- Created professional sales presentations and seminars to effectively demonstrate product features and competitive advantages.
- Developed and delivered engaging sales presentations to convey product benefits.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Tailored sales approaches and techniques to specific client needs to increase marketing effectiveness.
- Boosted brand awareness, implemented promotional campaigns and employed sales tactics as part of territory development.
Medical Representative
United Scientific (Pty) Ltd
Honeydew Johannesburg
2004.06 - 2005.05
- Sales to tertiary institutions, private research institutes and nationally branded companies
- Organization of product information days
- Calling on new and existing customers
- Delivery and installation of products, also giving necessary product training
- Customer relations and after sales support
- Showcased product features to customers and discussed technical details to overcome objections and lock in sales.
- Collaborated with vendor representatives and company customers to set up optimal delivery schedules.
- Conducted routine product demonstrations to verify proper utilization and improve patient outcomes.
- Prospected continuously for new potential customers and maintained robust conversion rate.
Education
Digital Marketing - Digital Communications And Media
Elite Inc
South Africa 2020.04 - 2021.04
Marketing Excellence - Pharmaceutical Marketing And Management
Hoffmann-La Roche Ltd
Dubai 2016.02 - 2016.06
Marketing Fundamentals - Pharmaceuting Marketing
Hoffmann-La Roche Ltd
Zurich 2014.02 - 2014.06
Program in Management Development (PMD) - Business Management
GIBBS
Johannesburg, South Africa 2013.02 - 2014.02
Advanced Selling Skills – Versatile Medical Rep - Selling Skills And Sales Operations
Hoffmann-La Roche Ltd
Turkey 2011.02 - 2011.03
Certificate in Marketing Management - Marketing
UNISA
Pretoria, South Africa 2004.01 - 2004.12
Certificate in Good Clinical Practice - Clinical Research
University of Pretoria
Pretoria, South Africa 2003.01 - 2003.12
BSc. Honors - Pharmacology
University of Pretoria
Pretoria, South Africa 2002.01 - 2002.12
Bachelor of Science - Human Physiology & Psychology
University of Pretoria
Pretoria, South Africa 1999.01 - 2001.12
Matric -
Hoërskool Kanonkop
Middelburg, South Africa 1998.01 - 1998.12
Skills
Strong interpersonal and communication skillsTeam leader and motivatorStrategic marketing campaignsProduct LaunchesPharmaceutical salesAnalyzing market dynamics, identifying opportunities & trendsConfident presenterAdvanced computer literacy; Microsoft PowerPoint, Word, ExcelDigital Marketing
Managerial skills
Key account management
Additional Information
- I am professionally committed & driven to delivering company and team strategies and success. I drive results and add to the bottom line utilizing my experience from different pharmaceutical divisions; business acumen and; ability to engage and influence. I am skilled at analyzing market trends and customer needs to develop highly effective and targeted campaigns and execute them successfully. I have a track record of building strong customer relationships and growing brands in competitive markets, building and motivating successful sales teams. I differentiate my experience from other Managers by being solution focused and remaining engaged.
Timeline
Hospital Key Accounts Manager
Aspen Pharmacare
2022.07 - Current
Digital Marketing - Digital Communications And Media
Elite Inc
2020.04 - 2021.04
Commercial Sales Manager
Aspen Pharmacare, park
2019.05 - 2022.06
Senior Brand Manager
Aspen Pharmacare
2017.09 - 2019.05
Marketing Excellence - Pharmaceutical Marketing And Management
Hoffmann-La Roche Ltd
2016.02 - 2016.06
Marketing Fundamentals - Pharmaceuting Marketing
Hoffmann-La Roche Ltd
2014.02 - 2014.06
Product Manager
Roche Products South
2013.06 - 2017.08
Program in Management Development (PMD) - Business Management
GIBBS
2013.02 - 2014.02
Advanced Selling Skills – Versatile Medical Rep - Selling Skills And Sales Operations
Hoffmann-La Roche Ltd
2011.02 - 2011.03
Senior Medical representative
Roche Products South Africa
2008.08 - 2013.06
Senior Representative - Urology & Oncology
Abbott Laboratories
2007.06 - 2008.08
Sales Representative
Abbott Laboratories
2005.07 - 2007.06
Medical Representative
United Scientific (Pty) Ltd
2004.06 - 2005.05
Certificate in Marketing Management - Marketing
UNISA
2004.01 - 2004.12
Certificate in Good Clinical Practice - Clinical Research
University of Pretoria
2003.01 - 2003.12
BSc. Honors - Pharmacology
University of Pretoria
2002.01 - 2002.12
Bachelor of Science - Human Physiology & Psychology
University of Pretoria
1999.01 - 2001.12
Matric -
Hoërskool Kanonkop
1998.01 - 1998.12