Job Description: Key Account Manager – Chain Pharmacy
Experience: 7–12 years
Industry: FMCG / Personal Care / Derma / OTC
Role Purpose
Drive sustainable and profitable business growth across national and regional chain pharmacy accounts such as Apollo Pharmacy, MedPlus, Wellness Forever, Emami Frank Ross and other regional chains. The role involves strategic account planning, customer relationship management, commercial negotiations, category expansion, new product launches and execution of trade marketing initiatives to achieve sales and profitability objectives.
Key Responsibilities
1. Strategic Account Planning & Business Growth
• Develop account-specific business plans and Joint Business Plans (JBPs) aligned with channel growth and brand objectives.
• Drive sales growth, distribution expansion, assortment optimization and category penetration across assigned accounts.
• Identify growth opportunities through new store openings, premium product expansion and improved SKU productivity.
2. Customer Relationship & Commercial Management
• Build robust relationships with customer leadership, category heads, buying teams and merchandising teams.
• Lead annual commercial negotiations covering pricing, margins, promotional schemes, visibility investments and business commitments.
• Conduct periodic business reviews to assess performance, identify gaps and agree on growth opportunities.
3. Sales, Distribution & New Product Development
• Deliver account-wise sales targets and expand product availability across existing and new stores.
• Drive timely product listings, launch plans, first purchase orders and distribution ramp-up for new product development (NPDs).
• Strengthening category presence across core skincare, premium derma and emerging product segments.
4. Trade Marketing & Retail Execution
• Plan and execute account-specific consumer promotions, visibility programs, merchandising and retail activations.
• Coordinate with regional sales teams and merchandising