Key Account Manager – Chain Pharmacy

Galderma India (Private); Mumbai; On-site; INR 900,000 - 1,800,000; Full time

Job summary

Galderma India (Private) in Mumbai is seeking a seasoned Account Management lead to own end-to-end relationships with national and regional chains. You will develop JBPs, negotiate terms, and drive assortment expansion and listings to meet growth targets.

You will manage trade spend, plan in-store campaigns, and ensure strong execution across channels, while coordinating with supply chain and marketing to optimize profitability and market share.

Qualifications

• 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.
• MBA preferred or equivalent graduate qualification.

Responsibilities

• 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.
• Deliver monthly, quarterly, and annual sales targets; monitor sell-in vs sell-out performance.
• Drive secondary growth through promotions, activations, and visibility.
• Plan and execute customer-specific promotions and campaigns; ensure in-store branding.
• Manage account P&L and trade spend budgets; control deductions and reconciliation with finance.
• Coordinate with supply chain for forecasting and availability; align with marketing for campaigns.

Skills

Negotiation

P&L management

Analytical thinking

Relationship management

Execution excellence

Cross-functional collaboration

Strategic thinking

Education

Graduate

MBA preferred

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

Galderma is the emerging pure-play dermatology category leader, present in approximately 90 countries. We deliver an innovative, science-based portfolio of premium flagship brands and services that span the full spectrum of the fast-growing dermatology market through Injectable Aesthetics, Dermatological Skincare and Therapeutic Dermatology. Since our foundation in 1981, we have dedicated our focus and passion to the human body's largest organ - the skin - meeting individual consumer and patient needs with superior outcomes in partnership with healthcare professionals. Because we understand that the skin we are in shapes our lives, we are advancing dermatology for every skin story.

For more information go to www.galderma.com/careers