Job Purpose
This pivotal role is responsible for developing and managing strategic partnerships with Modern Trade channel (personal care stores, and other potential non-drug chain stores) and Chain Drug Store channel. The ideal candidate will leverage their deep understanding of the retail landscape to drive sales, increase market share, and ensure the successful execution of our brand strategies for our portfolio of consumer healthcare products, including food supplements and OTC items.
Key responsibilities included but not limited to:
- Strategic Account Management: Cultivate and maintain strong, collaborative relationships with key buyers, category managers, and decision-makers at assigned accounts. Serve as the primary point of contact, ensuring a deep understanding of the customer's needs and business objectives.
- Strategic Partnership Development: Establish Menarini as the preferred partner of choice with national key accounts by delivering exceptional value, strategic insights, and best-in-class service.
- Business Planning & Growth: Develop and execute annual Joint Business Plans (JBP) for each key account. Set clear objectives for revenue, volume, distribution, and market share, and implement strategies to achieve them.
- P&L Management: Take full ownership and responsibility for the achievement of Key Account Management (KAM) P&L targets, managing profitability and trade spending effectively for assigned national accounts.
- Sales & Promotion Execution: Drive sales performance by planning, negotiating, and overseeing the execution of promotional calendars, new product launches, and in-store marketing initiatives. Ensure promotional activities deliver a strong return on investment.
- Negotiation & Contract Management: Lead annual negotiations for trading terms, pricing, promotional funding, and merchandising space to secure favorable conditions and maximize profitability.
- Forecasting and Analysis: Provide accurate monthly and quarterly sales forecasts. Analyze sell-in, sell-out data, and market trends (e.g., Nielsen, IQVIA) to identify opportunities, address challenges, and refine account strategies.
- In-Store Excellence: Collaborate with the field sales and merchandising agency to ensure flawless execution at the point of sale. This includes monitoring product availability, pricing integrity, promotional compliance, and share-of-shelf.
- Cross-Functional Collaboration: Work closely with internal teamsincluding Marketing, Trade Marketing, Supply Chain, and Financeto ensure cohesive strategy and seamless execution of all account-related activities.
Qualifications and Experience
I) Experience and qualifications
- Bachelor's degree in business administration, marketing, or a related field.
- A minimum of 5 years of key account management experience, preferably within the FMCG or Consumer Health industry.
- A proven track record of successfully managing accounts within Modern Trade and/or Chain Drug Stores is essential.
II) Competencies required:
- Strong Negotiation & Influencing Skills: Demonstrated ability to build consensus and secure mutually beneficial agreements.
- Analytical Mindset: Proficient in using sales data to build compelling business cases and make informed decisions.
- Business Acumen: Solid understanding of financial metrics, P&L management, and trade investment.
- Excellent Communication: Strong verbal, written, and presentation skills.
- Proactive & Results-Driven: A self-motivated individual with a passion for achieving and exceeding targets. w
