The Commercial Account & Channel Manager is responsible for driving sustainable revenue growth, market access, and channel effectiveness across both direct key accounts (open market / uni-branded portfolio) and indirect channels (distributor-led branded generics business).
This role requires a balance of strategic account planning, commercial acumen, and hands-on execution, ensuring strong customer partnerships, optimized pricing strategies, and disciplined distributor management. The position plays a critical role in expanding market presence, strengthening trade relationships, and delivering against sales and profitability targets.
Key Responsibilities:
1. Strategic Key Account Management (Open Market / Uni-Branded Portfolio)
- Lead end-to-end management of assigned key accounts, including hospitals, clinics, pharmacy chains, and institutional buyers
- Develop robust account plans covering sales targets, assortment expansion, distribution objectives, and profitability improvement
- Drive account penetration and share-of-wallet growth through strategic engagement and tailored commercial initiatives
- Establish and maintain high-level stakeholder relationships (procurement, medical, operations, and commercial teams)
- Analyze account performance using sell-in/sell-out data to identify risks, gaps, and growth opportunities
- Ensure consistent execution of trade programs, agreements, and service-level expectations
2. Business Development & Market Expansion
- Identify and onboard new open-market accounts, expanding reach and availability of the portfolio
- Increase product listings and visibility across priority accounts and channels
- Lead execution of sell-in and sell-out programs, including promotions, bundling strategies, and account-specific activations
- Support new product introductions, ensuring strong launch execution, distribution build-up, and early adoption
- Collaborate with cross-functional teams (Marketing, Medical, Supply Chain) to align commercial initiatives with overall brand strategy
- Provide market intelligence and customer insights to refine go-to-market approaches
3. Pricing & Commercial Strategy Execution
- Develop and recommend account-specific pricing strategies, discount structures, and trade terms within company guidelines
- Ensure alignment between pricing strategy and profitability targets, balancing volume growth with margin protection
- Monitor market pricing trends, competitor movements, and channel dynamics to inform tactical decisions
- Lead commercial negotiations with key accounts, securing favorable and sustainable agreements
- Enforce pricing discipline across accounts and channels, minimizing leakages and inconsistencies
4. Distributor & Channel Management (Branded Generics Portfolio)
- Manage and develop distributor partners to ensure strong market coverage, availability, and execution excellence
- Drive joint business planning (JBP) with distributors, including target setting, growth strategies, and investment priorities
- Conduct regular business reviews to evaluate sales performance, stock levels, receivables, and operational KPIs
- Strengthen distributor accountability on forecasting accuracy, inventory management, and sell-out performance
- Ensure strict adherence to pricing policies, discount structures, and trade marketing programs
- Identify capability gaps and work with distributors to improve field execution, coverage, and reporting quality
5. Performance Management, Forecasting & Reporting
- Deliver accurate sales forecasts, demand plans, and pipeline visibility across accounts and distributors
- Track and analyze KPIs including revenue growth, distribution reach, account profitability, and program effectiveness
- Utilize CRM and analytics tools to maintain data-driven account management and decision-making
- Prepare and present business reviews, performance reports, and strategic recommendations to internal stakeholders
- Continuously identify opportunities to improve commercial efficiency and channel productivity
Qualifications & Experience:- Bachelor's degree in Business, Marketing, Pharmacy, or a related discipline
- Minimum 5–7 years of relevant experience in:
- Key account management
- Pharmaceutical, healthcare, or FMCG commercial roles
- Distributor-led or multi-channel sales environments
- Proven track record in managing key accounts and driving revenue growth
- Experience in handling pricing, trade terms, and commercial negotiations
- Exposure to open market channels and/or institutional accounts is highly advantageous
- Strong working knowledge of Excel, PowerPoint, and CRM/reporting systems
Core Competencies
- Commercial Acumen: Strong understanding of pricing, margins, and channel economics
- Negotiation & Influence: Ability to secure favorable terms while maintaining long-term partnerships
- Account Management Excellence: Structured approach to planning, execution, and performance tracking
- Analytical Thinking: Ability to translate data into actionable business insights
- Stakeholder Management: Effective engagement across internal teams and external partners
- Execution Discipline: Strong follow-through and ability to manage multiple priorities in a dynamic environment
