← A France Pharmaceutical Company
Trade Key Account Manager (Pharmaceutical industry)
A France Pharmaceutical Company · Hồ Chí Minh
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Type
Full-time
Work mode
On-site
Level
Manager
Industry
Pharmaceuticals / Biotech
Salary
Thương lượng
Location
Hồ Chí Minh, Hồ Chí Minh, Hồ Chí Minh
Overview
- Sales Strategy & Business Planning
- Develop and execute annual and quarterly sales strategies for the retail (OTC and chains) channels in line with company objectives, portfolio priorities, and approved budgets.
- Translate business targets into channel, customer, territory, and team-level sales plans, KPIs, and execution priorities.
- Assess market potential, customer opportunities, competitive developments, commercial risks, and resource requirements; recommend corrective actions when needed.
- Prepare and manage channel budgets, trade investments, and sales-related expenses within the approved authority framework.
- OTC Channel Development
- Drive sales growth, pharmacy coverage, product availability, numeric and weighted distribution, and market penetration across independent pharmacies and traditional OTC accounts.
- Develop customer segmentation, territory coverage, call planning, and route-to-market approaches to improve sales productivity and execution quality.
- Ensure consistent implementation of sales priorities, product focus, promotional programs, merchandising standards, and customer engagement activities.
- Monitor distributor and wholesaler performance, sell-in, sell-out, inventory, stock ageing, returns, and service levels; address gaps with relevant stakeholders.
- Chain & Key Account Management
- Lead and develop relationships with strategic pharmacy chains and other assigned key retail accounts.
- Build customer-specific business plans covering sales targets, listings, assortment, promotional calendars, visibility, distribution, and growth initiatives.
- Negotiate annual agreements, commercial terms, trade conditions, and joint business plans within the company’s approval and profitability requirements.
- Monitor account performance, profitability, sell-in, sell-out, inventory, service level, deductions, returns, and contract compliance.
- Coordinate cross-functional actions to resolve commercial, supply, service, financial, or operational issues and strengthen long-term customer partnerships.
- Sales Forecasting & Performance Management
- Own sales forecasting and demand reviews for the OTC and pharmacy chain channels, ensuring timely and realistic forecasts by customer and product.
- Monitor sales achievement, customer contribution, SKU performance, distribution, sales-force productivity, promotional effectiveness, trade investment, and account profitability.
- Analyze sales data, customer trends, market developments, and competitor activities to identify performance gaps and recommend action plans.
- Prepare regular business reviews and management reports highlighting results, risks, opportunities, forecast changes, and required decisions.
- Use CRM, SFA, and SFE tools to improve field execution, pipeline visibility, data quality, forecasting accuracy, and decision-making.
- Commercial Execution & Cross-functional Coordination
- Work closely with Marketing to develop channel plans, product launches, promotional activities, point-of-sale materials, and in-store execution standards.
- Coordinate with Supply Chain, Customer Service, and Sales Administration to maintain product availability, order fulfilment, healthy inventory, and customer service levels.
- Partner with Finance to assess commercial terms, credit exposure, customer profitability, deductions, and trade-spend effectiveness.
- Coordinate with Regulatory Affairs and Quality Assurance to ensure that customer agreements, product communication, promotions, and sales activities comply with applicable requirements.
- Provide market, customer, and competitor insights to support portfolio, pricing, distribution, and go-to-market decisions.
- Team Leadership & Capability Development
- Lead, coach, and develop the assigned retail sales team to achieve business targets and execution standards.
- Set clear objectives, review performance, provide regular feedback, and establish corrective or development plans where required.
- Promote accountability, collaboration, customer focus, ethical selling, and disciplined execution across the team.
- Work with HR and functional stakeholders on manpower planning, recruitment, onboarding, capability development, succession planning, and performance management.
- Governance, Compliance & Risk Management
- Ensure that pricing, promotions, trade investments, customer agreements, and sales practices comply with company policies, delegated authority, and applicable laws and regulations.
- Maintain complete and accurate commercial documentation and support internal or external audits when required.
- Identify and manage commercial, credit, inventory, compliance, operational, and people risks within the assigned channels.
Benefits
Stock options / ESOP
Summary of facts from the official posting. View original ↗
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