Key Account Manager - Modern Trade (Pharma)

Role Overview

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.