JOB DESCRIPTION:
To manage and grow assigned key accounts by driving sell‑in & sell‑out, visibility, trade promotions, and JBPs, ensuring above‑market growth and 100% execution of agreed commercial initiatives.
Key Responsibilities
- Manage assigned key accounts, develop and execute Joint Business Plans.
- Build strong working relationships with relevant stakeholders of key accounts.
- Drive key accounts quarterly & annual targets, develop plans to increase sell-out.
- Ensure above market growth from assigned key accounts.
- Align unit‑wise order planning with chains for each sales cycle.
- Conduct cycle‑wise evaluations and report gaps with action plans.
- Coordinate with distributors and its team for stock availability and servicing to key accounts.
- Monitor stock levels, expiries, and returns at key accounts and distributor level.
- Coordinate with internal departments for effective execution.
- Ensure primary & secondary displays as per planograms on assigned key accounts.
- Improve pharmacist advocacy and recommendation through RTDs, trainings, and engagement programs.
- Prepare customer‑wise, cycle‑wise, and monthly plans.
- Conduct performance review meetings with key accounts.
- Prepare and present performance reviews and corrective actions plan based on insights with management.
- Implement all Trade Marketing initiatives in all assigned key accounts.
Key Performance Indicators (KPIs)
- Monthly, Quarterly & Annual account wise value & unit sales achievement
- Sell‑out growth
- Account wise Market growth vs. company growth
- Execution of JBPs
Required Qualifications & Skills
- Bachelor’s degree (MBA preferred)
- Minimum three years of experience in Trade / Key Account / Channel Sales
- Candidates preferred having key account management experience of pharma or consumer industry.
- Excellent negotiation, analytical, and presentation skills
- Strong execution and performance‑driven mindset
- Proficient in MS Office
Behavioral Expectations
- Ownership & accountability
- Strong execution discipline
- Collaborative & solution‑oriented approach
- Focus on sustainable, above‑market growth
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
EPD Established Pharma
LOCATION:
Pakistan > Karachi : Plot No ST-2;KDA Scheme
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 20 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)