Key Account Manager Pharma

Position Summary

You will be responsible for developing and implementing strategic customer plans for a portfolio of partner wholesalers to support the growth of the pharmaceutical channel. You will also oversee the development and management of Pharmaceutical Sales Representatives (PSR) to ensure the company’s objectives are met while fully adhering to the World Health Organization (WHO) code.

A day in the life of...

* Collaborate with the Head of Pharmacy Channel and CDT to develop a customer plan aligned with the priorities of the Infant Nutrition category.
* Ensure the effective implementation of the customer plan across various regions in partnership with CDT and Marketing.
* Regularly collect and analyze client information (inventory, secondary sales, pharmacy database).
* Assess the execution results of the plans, identify gaps, and propose corrective actions.
* Analyze the strengths and weaknesses of key accounts and recommend improvement plans.
* Optimize TTS budgets per client and enhance CCS.
* Continuously monitor and develop pharmaceutical wholesalers while addressing competitive activities.
* Establish KPIs for PSRs & KAS in line with business priorities.
* Train PSRs & KAS on the principles of the WHO Code and Nestlé Policies, ensuring adherence.
* Ensure that PSRs and KAS build and maintain strong relationships with clients.
* Coach PSRs and KAS to evaluate execution levels and develop training plans to enhance skills.
* Maintain an accurate and updated pharmacy database, classifying according to business priorities.
* Responsible for the development and coverage of pharmacies, ensuring compliance with WHO principles and Nestlé Policies.
* Create efficient routing to optimize territorial coverage and ensure adherence.
* Gather competitive intelligence and proactively propose action plans.
* Address customer complaints according to established procedures.
* Develop relationships with key clients.
* Assist the Head of Pharmacy Channel in negotiating commercial agreements in line with WHO Code and Nestlé Policies.
* Conduct monthly reviews with clients to analyze business developments.
* Monitor credits granted to clients and ensure compliance with payment deadlines as per Nestlé's terms.
* Establish visibility for a weekly work plan to optimize distribution and merchandising plans based on the classification and potential of each region

What will make you successful

* A minimum of 5 years of experience in sales, including at least 3 years in a Key Account Manager role.
* Proven experience managing large portfolios of wholesalers within the pharmaceutical channel.
* Expertise in category development and strategic planning.
* Strong aptitude for embracing and effectively addressing challenges.
* A track record of demonstrated success and achievements in previous positions.