National Key Account Manager

1 week ago

Greater Toronto Area, Canada Mandrake Full time

Role Overview –

National Key Account Manager, NRT - Pharma - Remote


The Opportunity:

The role is responsible for optimizing short- and long-term performance within national/regional Pharmacy banners with the objective of increasing volume, market share and profitability through innovative trade & brand marketing activities. In addition, the role will help drive national development and implementation of strategic account planning, performance analytics and P&L management.


Reporting Relationships:

Reports to the Director of National Accounts


Major Responsibilities:

  • Establishing major account Shoppers Drug Mart.
  • Negotiating and finalizing agreements with banners with applicable controls.
  • Building and managing senior client and key stakeholder relationships effectively.
  • Developing and implementing of an integrated account plan: Set volume, share, profit objectives based on performance and opportunity analysis.
  • Develop strategic approach and tailored tactics/programs to support customers, which is aligned to Commercial Marketing as well as corporate direction.
  • Integrate account plan into corporate plan by working closely with key internal stakeholders
  • Successfully lead all account negotiation initiatives.
  • Develop and implement a contact matrix and plan to support them.
  • Ensuring execution of rigorous performance analytics and account monitoring: Implement standard, recurring report cards (including monitoring of volume, share, price, brand portfolio & out-of-stock) and take corrective action where required.
  • Implement and manage account Profit & Loss.
  • Developing the implementation of targeted projects and integrating them within corporate cycle plan.
  • Monitoring annual volume targets that align with S&OP
  • Effectively communicating and engaging all activities to regional stakeholders.


Must Have:

  • Deep understanding of BTC (Behind the Counter) on the pharma side
  • Understanding of how pharmacists buy or recommend products
  • Excellent communication skills (written, verbal, listening and presentation) at all organizational levels.
  • Sound judgement and problem solving.
  • Networking, relationship building and collaboration skills.
  • Customer service orientation.
  • Negotiating, consensus building and conflict resolution skills.
  • Change management skills.
  • Ability to make difficult decisions while maintaining an effective balance between people and results.

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