Senior Key Account Manager

National / Senior Key Account Manager

The National / Senior Key Account Manager will be responsible for managing and developing strategic relationships with the largest pharmacy networks in Poland. The goal of the position is to optimize commercial cooperation, negotiate business terms, and maximize sales and profitability based on the analysis of the client's P&L and the development of Joint Business Plans (JBP).

Additionally, the person in this position will be responsible for managing sales in the E-commerce channel, supporting the development of online sales in internet pharmacies and e-commerce platforms associated with pharmacy networks and distributors.

The person in this position should demonstrate strong negotiation skills, experience in building long-term relationships with key business partners, and the ability to manage commercial processes in a P&L model.

Key Responsibilities:

1. Management of Key Clients – Pharmacy Networks

• Building and developing strategic partnerships with the largest pharmacy networks in Poland.
• Negotiating long-term commercial agreements covering discount policies, distribution terms, and sales support programs.
• Developing Joint Business Plans (JBP) to maximize sales and optimize commercial terms.
• Analyzing the client's P&L, monitoring key profitability indicators, and adjusting cooperation strategies.
• Managing the commercial budget, optimizing GTN (Gross-to-Net), and monitoring the profitability of cooperation.

2. Management of Sales in the E-commerce Channel

• Creating and implementing online sales strategies for pharmacy e-commerce platforms and collaborating with pharmacy networks on internet sales.
• Optimizing pricing, discount, and promotional policies in the e-commerce channel.
• Analyzing the effectiveness of online sales, monitoring conversions, traffic on platforms, and market share.
• Collaborating with the Marketing department to implement online campaigns and promote products in the digital channel.
• Identifying and implementing new digital tools supporting online sales and analyzing consumer trends in e-commerce.

3. Achievement of Sales Goals & Business Development

• Responsibility for achieving sales goals and market share for selected key clients.
• Monitoring financial results of clients and adjusting strategic actions to increase profitability.
• Creating promotional and marketing strategies in collaboration with the marketing department.
• Implementing innovative sales tools, optimizing commercial activities.

4. Management of Commercial Terms & Cooperation with Internal Departments

• Managing pricing, discount, and promotional policies in accordance with company policy and market trends.
• Cooperating with the finance department to analyze customer profitability and implement optimization strategies.
• Participating in the optimization of forecasting and sales planning processes in collaboration with the S&OP team.
• Monitoring parallel imports and analyzing their impact on pricing policy and sales.

5. Market Analysis & Key Performance Indicators (KPIs)

• Analyzing sales and market data using BI tools (e.g., IQVIA, PEX, S4U) to identify trends and growth opportunities.
• Monitoring the effectiveness of promotions, commercial activities, and competition in the pharmacy market.
• Preparing periodic reports for management, recommending optimization actions.

Requirements & Experience:

• Minimum 2 years of experience in managing key clients in the pharmaceutical or FMCG industry.
• Experience in negotiating commercial agreements at the level of retail networks.
• Ability to manage the client's P&L and build and implement Joint Business Plans (JBP).
• Experience in managing E-commerce sales – knowledge of e-commerce platforms, pricing strategies, and optimization of online activities.
• Experience in optimizing GTN and commercial terms.
• Knowledge of the market for pharmacy networks in Poland, the pharmaceutical distribution system.
• Ability to analyze sales and market data (e.g., IQVIA, PEX, S4U).
• Strong negotiation, analytical, and strategic skills.
• Proficiency in working with BI, CRM tools, and forecasting systems.
• Knowledge of English will be an additional advantage.

Biocodex Poland

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