Key Account Manager – Chain Pharmacy

Galderma India (Private); Mumbai; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Galderma India (Private) is seeking an Account Management professional to own end-to-end relationships with national and regional retail chains in India.

You will develop Joint Business Plans, negotiate commercial terms, drive assortment expansion and new product listings, and ensure in-store execution.

The role requires 5–10 years of FMCG sales experience with Modern Trade exposure, strong negotiation and data-driven decision making, and cross‑functional collaboration.

Qualifications

• 5–10 years of FMCG sales experience.
• 3–5 years in Modern Trade / Key Account Management.
• Experience handling national or regional retail chains.
• Strong understanding of trade marketing and retail operations.
• Graduate or MBA preferred.

Responsibilities

• Own end-to-end relationship with national/regional retail chains.
• Develop and execute Joint Business Plans with key customers.
• Drive assortment expansion and product listings.
• Deliver sales targets and monitor sell‑in vs sell‑out.
• Plan and execute customer-specific promotions and campaigns.
• Manage account P&L and trade spends; ensure profitability.
• Coordinate with supply chain, marketing, and trade teams.
• Analyse sales data and provide actionable insights.

Skills

Negotiation

P&L management

Analytical skills

Relationship management

Execution excellence

Cross-functional collaboration

Strategic thinking

Education

Graduate/MBA

Job description

Whether it's the unique breadth of our integrated offering that covers Injectable Aesthetics, Dermatological Skincare and Therapeutic Dermatology products; or our commitment to recognizing and rewarding people for the contribution they make - working here isn't like anywhere else. At Galderma, we actively give our teams reasons to believe in our ambition to become the leading dermatology company in the world. With us, you have the ultimate opportunity to gain new and challenging work experiences and create an unparalleled, direct impact.

Account Management

• Own end-to-end relationship with assigned Chain Pharmacy accounts (National / Regional chains)
• Develop and execute Joint Business Plans (JBPs) with key customers
• Negotiate annual commercial terms including margins, listing fees, trade spends, and promotional investments
• Drive assortment expansion and new product listings

Sales & Business Delivery

• Deliver monthly, quarterly, and annual sales targets
• Monitor sell-in vs sell-out performance and optimize replenishment
• Drive secondary growth through promotions, activations, and visibility
• Ensure strong in-store execution and planogram compliance

Trade Marketing & Execution

• Plan and execute customer‑specific promotions and campaigns
• Ensure implementation of visibility assets and in-store branding
• Track ROI of trade investments and promotional spends
• Collaborate with marketing on launch calendars and category initiatives

Financial Management

• Manage account P&L and trade spend budgets
• Control claims, deductions, and reconciliation with finance
• Ensure profitability and working capital efficiency

Cross‑functional Coordination

• Work with supply chain for forecasting and availability
• Align with marketing for campaign execution
• Coordinate with trade marketing teams for in‑store excellence

Data & Insights

• Analyse sales data, shopper trends, and category performance
• Provide actionable insights to improve share and shelf presence
• Prepare business reviews and management reports

Key Skills & Competencies

• Strong negotiation and commercial acumen
• Account P&L management capability
• Analytical and data‑driven decision making
• Relationship management with large retail chains
• Execution excellence and field orientation
• Cross‑functional collaboration
• Strategic thinking with operational rigor

Qualifications & Experience

• Graduate / MBA preferred
• 5–10 years’ experience in FMCG sales
• Minimum 3–5 years in Modern Trade / Key Account Management
• Experience handling national or regional retail chains
• Strong understanding of trade marketing and retail operations