Key Account Manager

Job Summary

The Key Account Manager for Pharmacy is responsible for developing and managing strategic relationships with key pharmacy accounts. This role involves driving sales, ensuring product availability, and achieving revenue targets within the pharmacy channel. The KAM will work closely with internal teams and pharmacy partners to create and implement effective sales strategies, promotional plans, and customer solutions.

Key account: Guardian

Job Responsibilities

1. Commercial Deliverables
•    Achieve sales target and profit objectives of designated key account
•    Monitor sales achievements relative to objectives and initiate programs/activities to ensure sales targets are achieved
•    Ensure high accuracy of monthly sales forecast and ensure sufficient stocks with healthy shelf life 
•    Negotiate with buyer on promo cost and margin and plan to achieve account profitability
•    Manage and optimize trade fund and achieve planned trade spend KPIs
•    Identify and pursue opportunities for extending distribution and increasing sales through promotional activities with designated retailers/outlets
•    Have a good and sound knowledge on the Category Marketing by channel and able to articulate the understanding into commercial strategy to drive the Pharmacy channel.
•    Have experience in handling external data management – AC Nielsen, Kantar, Shopper insights

2. Customer Programs
•    Develop and execute annual business plan, strategies, and promotional activities
•    Conduct regular business review with designated accounts and yearly Joint Business Planning
•    Develop and maintain good customer service and mutually benefiting relationships with existing retailers

3. Commercial Works/ Executions, Others
•    Analyze and appraise the effectiveness of promotional activities, trade spent/investment and results. Aim to achieve planned ROI/Promotional 
•    Coordinate the execution of exclusive promotion, display set up and roadshow between commercial marketing, operations team – merchandising team and store 
•    Coordinate between customer and distributor on ordering and delivery – supply chain department
•    Review operations efficiency on a monthly basis through sales performance, in store visibility and stock availability in store with Merchandising team
•    Negotiate on category development project works with customer

 

Your Team

Line reporting: Head of Pharmacy
Peers: 3 Key Account Manager (Watson, Guardian, IP) and 1 Key Account Executive
 

Skills and Experience

General Skills/Attributes:

• Strategic thinking and problem-solving skills.
• Strong organizational and project management abilities.
• Ability to work independently and as part of a team.
   

Technical/ Work-based skills:

• Strong negotiation, communication, and interpersonal skills.
• Proven track record of achieving sales targets and growing key accounts.
• Ability to analyze data and market trends to make informed decision
   

Experience: 
Minimum of 5 years of experience in key account managemen specifically in the pharmacy retailer, preferably within the MNC FMCG, pharmaceutical or healthcare industry.
Experience in managing independent pharmacy. 

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Education