JOB PURPOSE The Key Account Manager - Pharmacy & Wholesale is responsible for driving sustainable and profitable business growth across assigned pharmacy chains and wholesale accounts by developing strategic partnerships, executing commercial plans, and driving channel growth.
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, optimize product availability and portfolio performance, and strengthen customer partnerships 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 pharmacy chains and wholesale customers, serving 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.
Channel Development & Commercial Execution
Develop and execute customer-specific commercial and promotional plans aligned with channel priorities and business initiatives.
Partner with
Trade Marketing to ensure effective execution of commercial programs, agreed assortment, pricing compliance, promotional materials, and product availability.
Drive distribution expansion and portfolio coverage across assigned pharmacy chains and wholesale accounts.
Conduct regular account visits to monitor product availability, stock levels, pricing, promotional execution, competitor activities, and identify growth opportunities.
Support pharmacy engagement and channel development initiatives that reinforce Pierre Fabre's scientific positioning and strengthen long-term business partnerships.
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, inventory health, stock coverage, promotion ROI, and market share (where applicable).
Analyze customer performance, category trends, customer 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 and operational processes.
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 5 years of experience in Key Account Management, Modern Trade Sales, or Commercial roles within Consumer Healthcare, Pharmaceuticals, OTC, Dermo-cosmetics, Personal Care, or FMCG industries.
Proven experience managing pharmacy chains, wholesale partners, pharmaceutical distributors, or modern pharmacy accounts (e.g. Long Châu, Pharmacity, An Khang, wholesalers, or equivalent accounts).
Strong commercial acumen with a proven track record in driving sales growth, commercial negotiations, business planning, promotional execution, and account 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).