Key Account Manager

4 weeks ago

London, United Kingdom Hays Full time

The Key Account Manager (KAM) will drive the growth and market penetration of OTC products in the UKI cluster by strategically managing key accounts and distributor relationships. The KAM is responsible for developing and executing sales strategies that align with company objectives, fostering strong partnerships with retailers and distributors most likely focused on a given channel, i.e. one of High Street, Grocery, e-Commerce or Convenience & Discount and ensuring efficient product distribution. This role is pivotal in enhancing brand presence, achieving sales targets, and supporting the company’s mission to help individuals quit smoking through effective nicotine replacement therapies.


Key Responsibilities -


STRATEGIC ACCOUNT MANAGEMENT

  • Develop & nurture strong commercial relationships with UKI distributors and key trade partners within a target channel e.g. grocery
  • Contract negotiation: negotiate terms, pricing structures, and promotional agreements with distributors and key accounts within a given channel.
  • Joint Business Planning: Collaborate with distributors and key accounts to develop annual business plans that drive mutual growth, achieving targets.
  • Work to identify distribution account/channel gaps and pen/share growth opportunities across the UKI retail trade.


SALES STRATEGY & EXECUTION

  • Create comprehensive sales plans to meet and exceed revenue targets for OTC products.
  • Launch promotional campaigns and new product introductions in collaboration with the marketing team.
  • Coordinate in-store promotions and visibility initiatives to enhance brand presence.
  • Track sales metrics and key performance indicators (KPIs) regularly.
  • Adjust strategies based on performance data and market feedback to optimize results.
  • Identify & develop incremental business plans such as private label & tenders.


DISTRIBUTOR MANAGEMENT

  • Manage relationships with distributors to ensure efficient product distribution, working within a designated channel e.g. High Street.
  • Monitor distributor performance and compliance with contractual agreements.
  • Address any logistical challenges to prevent stock shortages or delays.
  • Ensure distributor activities support overall sales objectives for Brand.
  • Provide training and support to distributor sales teams to enhance their effectiveness.


ORGANISATION

  • Communicate with all levels of the organization to ensure buy-in of sales plans and priorities
  • Communicate with all levels of the organization to reflect their business needs into marketing plans.
  • Stay informed about market trends, retailer strategy, shopper behaviours, and competitor activities.
  • Prepare and present regular sales reports and forecasts to senior management. Provide actionable recommendations based on data analysis and market insights.


Qualifications

  • University degree
  • 10+ years in Consumer Health (over the counter) sales on strategic top accounts (one of Tesco, Boots, Asda, Amazon).
  • Experience of managing a distributor relationship with demonstrable influence and results (a bonus)
  • Experience of trade/shopper marketing
  • and/or digital sales/ e-commerce (a bonus)


Knowledge and Skills

  • Fluent in local and English languages
  • Strong communication, presentation, analytical, & story telling capabilities.
  • IMPORTANT: Solid hands on experience with e- commerce
  • Strong leadership skills allowing to manage external distributors teams (if needed in the market)
  • Self-starter and self-driven
  • High agility level acting with speed - has courage to take appropriate risks.
  • Strong creativity – thinks out of the box – creates solutions even if challenging.
  • Can easily navigate in ambiguous environment and intensely relies on intuition to drive ideas – can effectively bring strong rationale to intuition.
  • Externally focused - driven by adding value to consumers and customers.

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