Key Account Executive (Pharmacy Chains & Wholesale) @Ho Chi Minh City
SUN PHARMA · Ho Chi Minh City, Vietnam
Tailor my CV for this job — freePosition overviewThe Key Account Executive owns Sun Pharma Vietnam's commercial relationship with modern pharmacy chains and key wholesalers, and turns account insight into joint business plans that grow sell-in, sell-out and share of shelf.Job title : Key Account Executive (KAM) – Pharmacy Chains & Wholesale
Long Châu, Pharmacity, An Khang), regional chains, and key wholesalersPortfolio : OTC & Rx productsJob purpose: Act as the single point of contact for assigned key accounts. Propose account and channel strategy, negotiate trade terms, and drive in-store execution so that each account becomes a profitable growth partner.Key responsibilities1. Account strategy and planningAnalyze each account's business model, category performance and buying process to find growth opportunities.Propose annual and quarterly Joint Business Plans (JBP) per account: volume targets, assortment, listing, pricing, promotion calendar and in-store visibility.Build the chain and wholesale channel strategy with the BU Head, including channel segmentation, trade-term structure and investment allocation.Develop launch plans for new SKUs in chains: listing proposals, planogram, launch promotions and staff training.2. Partnership and negotiationBuild relationships at multiple levels of each account: category managers, buyers, procurement, marketing and store operations.Lead annual trade-term negotiations, contracts, rebate and display agreements within approved budgets.Run regular business reviews (monthly / quarterly) with accounts to track JBP progress and agree corrective actions.Manage key wholesalers: stock levels, credit, order planning and secondary distribution into independent pharmacies.3. Analytics and reportingTrack sell-in, sell-out, stock-cover and share data by account and SKU; produce monthly account performance reports.Manage trade spend against budget and report promotion ROI.Monitor competitor activity in chains (pricing, promotions, new listings) and recommend responses.4. Cross-functional collaborationWork with Marketing on brand activations and content for chain platforms, including e-commerce / app channels of the chains.Work with Supply Chain and the distributor on forecasting, order fulfilment and avoiding out-of-stocks.Work with Finance and Regulatory on pricing, contracts, rebate claims and compliance.RequirementsEducationBachelor's degree in Pharmacy, Business Administration, Marketing or a related field. A pharmacist degree is an advantage.ExperienceAt least 3 years of key account management experience working directly with major pharmacy chains in Vietnam, such as Long Châu, Pharmacity, An Khang or similar.Proven track record of proposing and negotiating joint business plans, trade terms and listing agreements.Skills and knowledgeStrong commercial and analytical skills: comfortable with sell-in / sell-out data, P&L by account, trade-spend and promotion ROI.Good understanding of the Vietnam pharmacy market, chain operating models and drug pricing / promotion regulations.Strong negotiation and presentation skills at buyer and senior management level.Good English (written and spoken) for reporting to regional management.Proficient in Excel and PowerPoint; experience with CRM or BI tools is a plus.CompetenciesStrategic thinking with a hands-on, execution-focused mindset.Relationship builder who can manage several stakeholders at once.Result-driven, proactive and able to work under pressure.High integrity and compliance with company and industry codes of conduct.Willing to travel.