Key Account Manager

Job Title

To manage and grow assigned key accounts by driving sell-in & sell-out, visibility, trade promotions, and JBPs, ensuring above-market growth and 100% execution of agreed commercial initiatives.

Key Responsibilities

• Manage assigned key accounts, develop and execute Joint Business Plans.
• Build strong working relationships with relevant stakeholders of key accounts.
• Drive key accounts quarterly & annual targets, develop plans to increase sell-out.
• Ensure above market growth from assigned key accounts.
• Align unit-wise order planning with chains for each sales cycle.
• Conduct cycle-wise evaluations and report gaps with action plans.
• Coordinate with distributors and its team for stock availability and servicing to key accounts.
• Monitor stock levels, expiries, and returns at key accounts and distributor level.
• Coordinate with internal departments for effective execution.
• Ensure primary & secondary displays as per planograms on assigned key accounts.
• Improve pharmacist advocacy and recommendation through RTDs, trainings, and engagement programs.
• Prepare customer-wise, cycle-wise, and monthly plans.
• Conduct performance review meetings with key accounts.
• Prepare and present performance reviews and corrective actions plan based on insights with management.
• Implement all Trade Marketing initiatives in all assigned key accounts.

Key Performance Indicators (KPIs)

• Monthly, Quarterly & Annual account wise value & unit sales achievement
• Sell-out growth
• Account wise Market growth vs. company growth
• Execution of JBPs

Required Qualifications & Skills

• Bachelor's degree (MBA preferred)
• Minimum three years of experience in Trade / Key Account / Channel Sales
• Candidates preferred having key account management experience of pharma or consumer industry.
• Excellent negotiation, analytical, and presentation skills
• Strong execution and performance-driven mindset
• Proficient in MS Office

Behavioral Expectations

• Ownership & accountability
• Strong execution discipline
• Collaborative & solution-oriented approach
• Focus on sustainable, above-market growth