Key Account Manager (Pharmaceutical)

Curran Daly & Associates; Southern Manila District; On-site; PHP 900,000 - 1,500,000; Full time

Job summary

Curran Daly & Associates is seeking a strategic Key Account Manager for Modern Trade in the Philippines to oversee pharma retail chains such as Watsons, Rose Pharmacy, Mercury Drug and Southstar Drug.

You will bridge sales strategy and trade marketing to drive volume, ensure product visibility, and execute JBPs with major accounts. Collaborate with supply chain, regulatory, brand management and finance for timely delivery and accurate forecasting.

Qualifications

• Bachelor’s degree in Business, Marketing, Pharmacy, or related field.
• Experience in Key Account Management or Trade Marketing within Pharma/CH/FMCG in the Philippines.
• Strong negotiation and communication skills in English and Filipino.

Responsibilities

• Lead relationship management with key modern trade pharmacy accounts.
• Develop and execute JBPs to meet sales targets and profitability metrics.
• Monitor sales performance, stock levels, and pricing across accounts to prevent stock-outs and manage inventory turn.
• Lead contract negotiations, trade terms, listing agreements, and rebate structures.
• Collaborate with internal teams to ensure smooth order fulfillment and timely deliveries.

Skills

Commercial acumen

Negotiation skills

Trade marketing

P&L management

Retail merchandising

Education

Bachelor's degree

Job description

Key Account Manager – Modern Trade (Pharma)

Location: Philippines

Reports To: Head of Sales / National Sales Manager

Department: Commercial / Trade Marketing & Sales

Role Overview

We are looking for a strategic and results-driven Key Account Manager (KAM) to oversee and grow our Modern Trade channel. In this role, you will manage our business relationships with major pharmacy retail chains across the Philippines, including Watsons, Rose Pharmacy, Mercury Drug, and Southstar Drug.

You will bridge sales strategy and trade marketing to drive volume growth, ensure high product visibility, and execute joint business plans (JBP) that align our portfolio with key retail partners.

Key Responsibilities

Account Management & Strategy

• Lead overall relationship management with key modern trade pharmacy accounts.
• Develop and execute joint business plans (JBPs) to meet sales targets, distribution goals, and profitability metrics.
• Monitor sales performance, off-take trends, and stock levels across accounts to prevent stock-outs and manage inventory turn.
• Lead annual contract negotiations, trade terms, listing agreements, and rebate structures.

Trade Marketing & In-Store Execution

• Work with the Trade Marketing team to design, execute, and evaluate tailor-made promotional campaigns, monthly thematic drives, and brand activations for specific retail accounts.
• Ensure planogram compliance, prime shelf placement, and high visibility for key brands at the store level.
• Manage promotional budgets, trade spends, and co-op advertising funds, ensuring high ROI on all trade initiatives.
• Track category growth, competitor activities, pricing moves, and in-store execution across major retail locations.

Stakeholder & Operational Coordination

• Collaborate with internal teams (Supply Chain, Regulatory, Brand Management, and Finance) to ensure smooth order fulfillment, timely deliveries, and prompt payment collections.
• Align with field sales and merchandisers to verify that trade marketing plans are executed accurately on the ground.
• Prepare monthly sales forecasts, quarterly performance reviews, and trade spend reconciliation for management review.

Qualifications & Requirements

• Experience: Minimum 3–5 years of experience in Key Account Management or Trade Marketing within the Pharmaceutical, Consumer Health, or FMCG sectors in the Philippines.
• Track Record: Proven background in managing major retail drugstores (e.g., Watsons, Rose Pharmacy, Mercury Drug) and executing JBP strategies.
• Skills:
  • Strong commercial acumen and negotiation skills.
  • Experience handling trade budgets, P&L management, and promotional ROI analysis.
  • Solid understanding of modern trade logistics, supply chain, and retail merchandising.
• Communication: Excellent verbal and written communication skills in English and Filipino.
• Education: Bachelor’s degree in Business, Marketing, Pharmacy, or a related field.