Key Account Manager

Key Account Manager

The Key Account Manager (KAM) will be responsible for driving sustainable revenue growth, expanding product access, and securing market share across assigned strategic retail chains, institutional hospital networks, and Distribution partner(s) in the Philippines. The ideal candidate will develop highly collaborative partnerships with pharmacy procurement teams, hospital formularies, and internal stakeholders to ensure the continuous commercial success of our product portfolio.

Key Responsibilities:

1. Strategic Account & Relationship Management


• Develop and execute comprehensive Business Plans to grow revenue & achieve commercial objectives through tailored account strategies for major corporate drugstore chains (NKAs), Regional Key Accounts (RKAs) and other key accounts.
• Act as the primary commercial point of contact to build long-term, high-trust relationships with key category buyers, procurement officers & Senior management of NKAs/RKAs
• Collaborate closely with external trade partners to ensure consistent product availability, high on-shelf visibility, implement engagement plans and optimized inventory levels across key channels

2. Commercial & Trade Governance


• Lead high-stakes negotiations regarding trade agreements, listing activities for new launches (NPIs), trade terms, and discount structures within approved corporate margins.
• Actively track sales performance metrics using regular sell-in and sell-out data to quickly identify market gaps, inventory risks, or competitive threats.
• Ensure strict implementation and compliance with established national pricing strategies, trade policies, and corporate governance guidelines.
• Design and execute tailored trade promotion programs (e.g., consumer bundles, pharmacist push incentives, volume discounts) optimized for the consumer.
• Maintain complete P&L responsibility for assigned national accounts, striking the ideal balance between aggressive volume growth and healthy gross profit margins.

3. Institutional Access & Distributor Alignment


• Drive product listing inclusions within agreed timelines
• Oversee and coordinate the regulatory/tender documentation required for institutional/ hospital drug bidding activities.
• Work in alignment with team of distributor partners to guarantee flawless supply chain execution, logistics tracking, and timely credit collection.


4. Cross-Functional Synergy


• Interface regularly with Marketing, Supply Chain, Regulatory Affairs, and Finance teams to ensure commercial activations match product availability and market demands.

What You Bring:

• Education: Bachelor’s degree in Pharmacy, Life Sciences, Business Administration, Marketing, or a related field.
• Experience: Minimum of 5 years of solid experience in Key Account Management or Institutional Sales specifically around NKAs & RKAs within the pharmaceutical (OTC/branded generics) space
• Proven Track Record: Demonstrable success handling key retail drugstore chains & RKAs in the Philippines.
• Commercial Acumen: Strong proficiency in interpreting sales analytics, market trends, trade forecasting, and building pricing matrices.
• Soft Skills: Superior negotiation, presentation, and conflict-resolution capabilities coupled with excellent English and Tagalog communication skills.

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