Key Account Specialist (Mercury Drug)

Job Description

The Key Account Specialist is responsible for setting and implementing strategies that would increase and improve Product Availability, Visibility and Offtake in his/ her assigned area. He/ She must provide useful information and insights/ foresights that would have a significant impact on the business. The incumbent has work closely with the sales team heads and merchandising team in order to achieve shared objectives.

Key Areas of Accountability:

Volume

1. Targets

• Responsible for achieving sales/ transfer targets within the assigned area
• Deliver Top Brand targets that are aligned with the Sales and Marketing team
• Consistent monitoring of progress and develop mitigation plan to address the variance

2. Forecast

• Provide area demand forecast.
• Communicate variations to plan Participate in developing the forecast process and tool
• Forecast assumptions must be data driven and event driven

Distribution

• Responsible for the distribution reach of top/must carry sku’s in the branches
• Responsible for the establishment and achievement of Retail Performance Standards (Set RPS for the Must Carry Brands/ Create a Distribution Model per TA)
• Responsible for the establishment and achievement of area Reach and Frequency objectives
• Responsible for the establishment and achievement of area Call Effectivity objectives

Merchandising

• Responsible for the proper execution and evaluation of Merchandising guidelines within the area
• Responsible in the achievement of EPD Merchandising Standards such as good product visibility, product availability RPS Aligned with Brand, Stock Weights, On Shelf Availability (OTC), and replenishment
• Responsible for working with Trade Marketing and Brand Managers in the execution of programs and assessment of impact
• Provides data analytics and reports useful information to his/ her direct report

Promotions

• Responsible for the development, execution and evaluation of local/ area in-store promotions
• Work hand in hand with Trade Marketing in program creation to ensure that the Trade programs are aligned with the brand objectives
• Responsible for Monitoring/ assessment of program results

Account Management and Development

• Responsible for the establishment and building long-term profitable partnership/ relationship with the key customers
• Conduct Business Reviews/ Update and implement Partnership programs with customers within the given area of responsibility
• Responsible for updating and maintaining customer database/ branch profiles

Systems / Organization Development

• Participate effectively in Trade Strategic Planning
• Participates in Pre-Demand/ Trade Forecasting
• Conduct Business updates/ reviews with his/ her direct reports
• Conducts coordination meeting with the sales team
• Responsible for the analysis of sales and transfer reports (Per Region, Brand/sku)
• Consistently provides vital insights to internal customers

Job Specification

Responsible for development of MDC Branch strategy and leading the implementation including availability, visibility, and brand communication to all stakeholders/ customers. Create plans for growing the business and improving the market share through channel/area specific activities. Manage channel financial profitability while ensuring the achievement of sales objectives.

Knowledge & Experience:

At least 2-year experience in the following positions:

• Key Account Supervisor/ Customer Development Supervisor
• Trade and Merchandising Execution Manager
• Distributor Manager / Supervisor

Knowledge in the following areas:

• Pharmaceutical Chain/ Retail Business (Experience in handling MDC is an advantage)
• Demand Forecasting
• Territory Planning and Management
• Distributor Management
• Key Account Management
• Trade Marketing and Merchandising
• Financial Management
• Organization Development
• Excel/ Formula Savvy

Competencies required:

• Effective Communication Skills
• Excellent Presentation Skills
• Good Analytical Skills
• Building long-term Business Relationships
• Building Strategic Working Relationships
• Strategic Planning

Minimum Qualification:

Must have a bachelor’s degree, any Business and Marketing Course