Key Accountabilities :
- Define and lead the overall distribution and distributor account strategy, ensuring full alignment with ToMarket objectives and cascading clear priorities, targets, and execution guidelines to Distribution and Distributor KAMs.
- Approve, govern, and monitor strategic account plans developed by KAMs, ensuring strong execution, financial discipline, and achievement of sales growth, coverage, and availability objectives.
- Own commercial governance and seniorlevel negotiations with key wholesalers and distributors, including pricing frameworks, discount structures, payment terms, and strategic partnerships, in line with company policies.
- Drive overall sales performance, distribution availability, stock health, and collection efficiency across all managed accounts, proactively managing risks related to supply continuity, credit exposure, and expiries.
- Lead, coach, and develop Distribution and Distributor KAMs, setting clear performance expectations, reviewing KPIs, and strengthening commercial, negotiation, and account management capabilities.
- Act as the senior crossfunctional interface with Sales, Marketing, Medical Affairs, Supply Chain, Finance, and Legal to ensure seamless execution of distribution strategies, product launches, and joint initiatives.
- Provide regular performance reviews, market insights, and strategic recommendations to the ToMarket Head of Sales, supporting datadriven decisionmaking and continuous improvement of the distribution model.
- Hire, develop, coach, retain, and prepare succession plans to build a high-performing and motivated team.
Academic, technical, and professional qualifications:
- Bachelor's degree in Pharmacy, Business, or a related science field.
- 7+years of experience in the pharmaceutical industry, with significant experience in key account management, market access, or institutional sales.
- At least 35 years in distribution, wholesalers, or key account leadership
- Proven experience managing teams and complex trade negotiations.
Skills (Basic/Intermediate/Advanced):
- Relationship Management: Advanced
- Strategic Business Planning: Advanced
- Negotiation Skills: Advanced
- Financial Analysis: Intermediate
- Communication Skills: Advanced
Core Competencies:
- Result Orientation: Advanced
- Active Change: Advanced
- Customer Engagement: Advanced
- Proactive Cooperation: Advanced
- Business Acumen: Advanced
- Leadership: Advanced
Management Competencies:
- Managing People and Performance: Advanced
- Strategic Orientation: Advanced
Functional Competencies:
- Decision Making: Advanced
- Knowledge & Selling Skills: Advanced
