About the Role
Shape the growth of a trusted healthcare brand in one of the region's most dynamic pharmacy markets.
This role involves owning partnerships with the UAE's leading pharmacy customers and playing a direct part in how fast the company grows in the channel. As a Key Account Manager, you will turn customer relationships into partnerships that benefit both sides, influencing how well products are positioned, promoted, and available on shelves across the UAE.
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Key Responsibilities
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Trade marketing & visibility
a. Work with the marketing team to design trade marketing initiatives, visibility campaigns, and bespoke promotions for key customers based on shopper profiling and customer strategy & objectives.
b. Ensure disciplined delivery of trade marketing initiatives with the right visibility material, including coordination with suppliers.
c. Provide category management and merchandising support to key chains to ensure appropriate shelf share for CHC brands.
d. Responsible for the strategic planning and deployment of category management plans, as well as retail planogram proposals.
e. Work closely with the marketing team to identify and develop the channel strategy for new launches and execute the same.
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Commercial Plans and Orders
a. Develop trading terms with lead customers and ensure implementation & execution through strong negotiation skills.
b. Develop, monitor, and improve processes to link all marketing activities with the activities of the sales team, collaborating closely with sales managers to ensure delivery of numbers.
c. Accountable for business improvement and sales growth from the pharmacies channel via the pharmacy team.
d. Accountable for positioning the company as the preferred Consumer Healthcare partner at the level of trade pharmacies.
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Relationship Management/New Opportunities
a. Develop and build key business relationships with key pharmacy chains and lead mass customers, utilizing influencing skills to foster greater collaboration across respective teams.
b. Support in designing a clear channel and key customer roadmap to facilitate medium and long-term business growth objectives.
c. Identify opportunities to expand distribution, targeting new stores and channels.
KPIs
- Achieve sales out budgets for key drive brands.
- Align and execute the visibility calendar with operational discipline.
- Align and execute distribution targets for new launches.
- Listing of products in key accounts.
- Identify and align distribution expansion plan, including the percentage of stores carrying the full range of drive brands and the number of new stores reached with the drive brands.
Qualifications
- Education: Pharmacy degree required, MBA preferred.
- Experience: 3+ years in a similar role.
- Knowledge and Skills:
- Proven track record of achievements and a high level of customer knowledge with strong relationship management abilities.
- Results-driven CHC mindset and positive attitude towards new business opportunities.
- Strong negotiation and analytical skills.
- Excellent communication and presentation skills.
- Ability to work well in cross-functional teams, both as a team player and a team leader.
- Excellent project management skills.
- Ability to lead the successful creation of new business models in trade for the CHC business.
- Strategic thinking capability.
- Operational discipline to execute aligned plans.
