JOB PURPOSE The Key Account Manager - H&B is responsible for driving sustainable and profitable business growth across assigned Health & Beauty retail accounts by developing strategic partnerships, executing commercial plans, and delivering best-in-class in-store execution.
This role owns the commercial relationship with assigned key accounts, develops joint business plans, and collaborates closely with cross-functional teams to maximize sales performance, strengthen brand visibility, and enhance shopper experience while ensuring compliance with company policies and ethical standards.
KEY RESPONSIBILITIES
Key Account Strategy & Commercial Management
Develop and execute annual account business plans aligned with company objectives and brand strategy.
Build and maintain strategic partnerships with assigned Health & Beauty retailers and serve as the primary commercial contact.
Lead Joint Business Planning (JBP) and commercial negotiations, including annual trading agreements, pricing, trade terms, product listings, promotional investments, and new product launches.
Drive sales, profitability, market share, and both sell-in and sell-out performance across assigned accounts.
Identify opportunities to optimize assortment, expand distribution, improve profitability, and implement corrective actions where required.
Conduct regular business reviews to evaluate performance and develop action plans for sustainable growth.
Promotion Planning & In-store Excellence
Develop and execute customer-specific promotional plans aligned with brand priorities and key retail campaigns (e.g. Tet, Double Day, Store Anniversary, Mid-year Campaigns).
Partner with
Trade Marketing to ensure best-in-class execution across merchandising, visibility, POSM implementation,
tester deployment, pricing compliance, and product availability.
Ensure consistent execution of brand guidelines and merchandising standards at store level.
Conduct regular trade visits to monitor execution quality, shopper experience, competitor activities, stock levels, and pricing.
Support initiatives that enhance shopper experience and reinforce the scientific positioning of Pierre Fabre's dermo-cosmetic brands.
Business Planning & Performance Management
Prepare accurate sales forecasts and collaborate with Supply Chain to ensure healthy inventory and product availability.
Monitor key business KPIs including sales, sell-in, sell-out, forecast accuracy, distribution, stock coverage, promotion ROI, and market share (where applicable).
Analyze customer performance, category trends, shopper insights, and competitor activities to identify opportunities and risks.
Prepare regular business reviews and performance reports with actionable recommendations to drive continuous business improvement.
Cross-functional Collaboration
Collaborate closely with Marketing, Trade Marketing, Medical, Supply Chain, Finance, Regulatory and other relevant teams to ensure seamless execution of commercial initiatives.
Lead internal coordination for customer projects, promotional campaigns, and product launches.
Share customer and market insights to support commercial strategy, business planning, and long-term customer development.
QUALIFICATIONS
Bachelor's degree in Business Administration, Marketing, Pharmacy, or related disciplines.
Minimum 4 years of experience in Key Account Management, Modern Trade Sales, or Commercial roles within Beauty, Dermo-cosmetics, Consumer Healthcare, Personal Care, OTC, or FMCG industries.
Proven experience managing Health & Beauty retail chains (e.g. Guardian, Watsons, Hasaki, Medicare, Beauty Box, etc).
Strong commercial acumen with a proven track record in driving sales growth, commercial negotiations, business planning, promotional execution, and customer relationship management
Excellent analytical, communication, and stakeholder management skills.
Customer-focused with strong problem-solving and project management capabilities, able to manage multiple priorities in a fast-paced environment.
Proficient in Microsoft Excel and PowerPoint, with good command of English (written and spoken).