Yêu cầu công việc
1. Educational Qualifications
• Bachelor's degree in Marketing, Business Administration, Economics, Pharmacy, or a related field.
2. Experience
• At least 3 years of experience in key account management, sales, trade marketing, or business development, preferably in pharmaceuticals, dermo-cosmetics, beauty/personal care, FMCG, or retail. Hands-on experience working with pharmacy chains, modern trade, beauty chains, mom & baby chains, or professional channels is strongly preferred.
Công việc cụ thể là gì?
The Key Account Specialist is responsible for developing and managing assigned key accounts across pharmacy chains, beauty and personal care chains, mom & baby chains, and selected professional accounts (spas and aesthetic clinics). The role drives sales growth, account penetration, product listing, promotion execution, and long-term customer partnerships. Working closely with Sales, Marketing, Supply Chain, and Finance, this position ensures achievement of account targets, effective commercial execution, accurate forecasting, and strong service levels to secure sustainable sell-in, sell-out, and repeat orders.
Responsibilities
1. Key account management – Manage assigned key accounts and act as the primary contact for day-to-day commercial coordination, relationship development, and issue resolution.
2. Sales target delivery – Develop account action plans and deliver monthly, quarterly, and annual sales, distribution, and collection targets for assigned customers.
3. Joint business planning – Prepare and execute joint business plans with key accounts, including sales targets, assortment, launches, promotions, visibility, and growth initiatives.
4. Commercial negotiation – Negotiate listings, trading terms, promotion mechanics, visibility packages, contracts, and other commercial conditions within approved policies and budgets.
5. Product listing & assortment – Secure new product listings, expand assortment and distribution, and identify opportunities to grow niche and professional SKUs across relevant accounts.
6. Promotion & in-store execution – Coordinate with Marketing and field teams to implement promotions, merchandising, POSM, product education, and account-specific activation plans effectively.
7. Performance monitoring – Track sell-in, sell-out, stock, promotion performance, account profitability, trade spend, and receivables; recommend corrective actions when performance is below plan.
8. Forecasting & supply coordination – Prepare accurate account forecasts and coordinate with Supply Chain and internal stakeholders to ensure product availability and minimize out-of-stock or overstock risks.
9. Customer relationship & service – Build strong relationships with account decision-makers, improve service levels, address operational issues promptly, and secure repeat orders and long-term partnerships.
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