Key Account Manager (Pharmacy)

Haleon; Hulu Kelang; On-site; MYR 167,000 - 251,000; Full time

Job summary

A leading healthcare company is seeking a Key Account Manager based in Malaysia. You will be responsible for achieving sales targets, developing Joint Business Plans, and ensuring effective merchandising within the pharmacy channel. The ideal candidate has a degree, at least 5 years of relevant experience in FMCG, and proficiency in English.

Qualifications

• Minimum 5 years of relevant experience in managing Key Accounts within FMCG with Pharmacy business exposure.
• Proficiency in spoken English.

Responsibilities

• Ensure annual sales targets by Value and Volume for assigned accounts are achieved.
• Achieve merchandising objectives agreed by Sales and Brand teams.
• Analyze sales trends and agree on a promotional strategy.
• Ensure accurate monthly sales forecasting of brands.
• Manage account stocks in-store and in warehouse.
• Achieve product/SKU listings with accounts.
• Execute brand promotions in line with trade promotion plans.
• Develop and implement effective trade promotion strategies.
• Anticipate and satisfy changing customer needs.
• Conduct half-yearly and annual Business Reviews.
• Build effective working relationships with key customer contacts.
• Ensure all business is conducted per company norms.
• Ensure Haleon’s pricing policy is implemented.
• Undertake regular field visits to monitor stock levels.

Skills

Professional Selling Skills

Negotiation Skills

Computer Skills

Market and Sales Analysis

Presentation Skills

Proven Analytical Thinking

Proven Experience in Managing Key Accounts

Education

Degree holder

Job description

About the Role

Reporting to: Channel Manager – Key Chain Pharmacies

You'd be responsible for delivering sales objectives as cascaded from the 3/1 plan in terms of Sales, Merchandising, and Commercial within the assigned pharmacy channel. You will develop Joint Business Plans with identified strategic accounts to deliver sustainable and profitable growth and achieve sales targets. You will work with customers to deliver visibility KPIs, including numeric and weighted distribution, plus share of shelf/SKU across categories.

Essential Duties and Responsibilities:

• Achieve Sales Targets: Ensure annual sales targets by Value and Volume for assigned accounts are achieved as per agreed annual targets.
• Merchandising Objectives: Achieve merchandising objectives agreed by Sales and Brand teams through proper presentations to accounts and in-store implementation by the field team.
• Promotional Strategy: Analyze sales trends with each customer and agree on a promotional strategy with Trade Marketing to meet periodic volume objectives.
• Optimize Trade-Marketing Spend: Improve profit contribution of each account by effectively apportioning, phasing, and controlling trade support budgets.
• Sales Forecasting: Ensure accurate monthly sales forecasting of brands with each account.
• Stock Management: Manage account stocks in-store and in warehouse to ensure Haleon’s products are sufficiently stocked to meet customer requirements promptly.
• Product/SKU Listings: Achieve product/SKU listings with accounts as agreed with Line management.
• Implement Brand Promotions: Execute brand promotions in line with Haleon’s trade promotion plan for the channel.
• Trade Promotion Strategies: Develop and implement innovative and effective trade promotion strategies to achieve ambitious targets and create visibility for Haleon products.
• Customer Understanding: Anticipate and satisfy changing customer needs through differentiated and value-added customer service and care initiatives.
• Business Reviews: Conduct half-yearly and annual Business Reviews with assigned customer accounts to improve performance and develop Haleon business.
• Customer Relations: Build effective working relationships with key customer contacts and decision-makers.
• Conduct Business by Company Norms: Ensure all business is conducted per company norms, including margins, delivery schedules, credit terms, and concessions.
• Implement Pricing Policy: Ensure Haleon’s pricing policy is implemented with accounts.
• Field Visits: Undertake regular field visits to monitor stock levels and displays, build positive relationships at the store level, and observe consumer responses and purchase patterns.

Basic Qualifications:

• Degree holder
• Minimum 5 years of relevant experience in managing Key Accounts within FMCG with Pharmacy business exposure.
• Proficiency in spoken English.

Preferred Qualifications:

• Professional Selling Skills
• Negotiation Skills
• Computer Skills
• Market and Sales Analysis
• Presentation Skills
• Proven Analytical Thinking
• Proven Experience in Managing Key Accounts

Location:

Haleon Ulu Kelang/Ampang (KL)