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National Key Account Manager
2 months ago
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.
