Key Account Manager – Chain Pharmacy

Galderma; Mumbai City; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Galderma seeks an Account Manager in Mumbai to lead end-to-end relationships with national and regional chains. You will develop Joint Business Plans, negotiate terms, drive promotions, and ensure optimal shelf presence.

The role requires 5–10 years in FMCG sales with Modern Trade/KAM experience, strong analytical and negotiation skills, and a track record of achieving sales targets.

Qualifications

• Graduate or MBA preferred with FMCG exposure.
• Strong negotiation and commercial acumen required.
• Experience in Modern Trade / Key Account Management is essential.

Responsibilities

• Own end-to-end relationship with assigned Chain Pharmacy accounts (National / Regional chains).
• Develop and execute Joint Business Plans with key customers.
• Negotiate annual terms including margins, listing fees, trade spends, and promotions.
• Drive assortment expansion and new product listings.
• Deliver monthly, quarterly, and annual sales targets.
• Monitor sell-in vs sell-out and optimize replenishment.
• Track ROI of trade investments and collaborate with marketing on launches.
• Manage account P&L and trade spend budgets.
• Coordinate with supply chain for forecasting and availability.

Skills

Negotiation skills

P&L management

Analytical thinking

Retail account management

Cross-functional collaboration

Strategic thinking

Education

Graduate / MBA preferred

Job description

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.

We look for people who focus on getting results, embrace learning and bring a positive energy. They must combine initiative with a sense of teamwork and collaboration. Above all, they must be passionate about doing something meaningful for consumers, patients, and the healthcare professionals we serve every day. We aim to empower each employee and promote their personal growth while ensuring business needs are met now and into the future. Across our company, we embrace diversity and respect the dignity, privacy, and personal rights of every employee.

At Galderma, we actively give our teams reasons to believe in our bold 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