Key Account Manager

R2799616 CHC Key Account Manager

• Report to: National Key Account Lead

• Location: Ho chi Minh city

Opella, the Consumer Healthcare business unit of Sanofi, is the purest and third-largest player globally in the Over-The-Counter (OTC) & Vitamins, Minerals & Supplements (VMS) market. We have an unshakable belief in the power of self-care and the role it can play in creating a healthier society and a healthier planet. That’s why we want to make self-care as simple as it should be by being consumer-led always, with science at our core. 

Through our unique and balanced portfolio of more than 100 loved brands, including 15 global and local high-growth challengers such as Allegra, Dulcolax and Buscopan, we deliver our mission: helping more than half a billion consumers worldwide take their health in their hands. This mission is brought to life by an 11,000-strong team, 13 best-in-class manufacturing sites, and 4 specialized science and innovation development centers. We are also proud to be the first major fast-moving consumer healthcare company to achieve B Corp certification. 

Join us on our mission. Health. In your hands

JOB PURPOSE

This role reports to National Key Account Lead - Vietnam, and is part of the Vietnam Key Account team. The role is to drive sustainable sales growth, market share growth, and portfolio profitability of the key pharmacy chain accounts which are under the scope of work.

• Leading the business strategy to win key account customers in terms of sustainable sales growth, market share growth, and profitability of the business in each customer or account;
• Developing investment strategy, business growth model, game plan of key account channel and driving the robust implementation of those strategies via strategic partnerships, joint business plans with customers and strong execution of the business drivers with customers and stakeholders;
• Contributing to building fit-for-future capabilities related to key account management and creating a workplace to empower and nurture talents, as part of key account team.

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KEY ACCOUNTABILITIES

1. Leading the business strategy to win key account customers in terms of sustainable sales growth, market share growth, and profitability of the business in each customer or account.

• Own and deliver the key account sales target, market share target, and sales growth ambition;
• Ensure the profitability and sustainability of investment strategy of each account in line with channel and shopper strategy;
• Developing new emerging accounts from time to time based on business potential is part of this role.

2. Developing from strategy plan to execution plan for each account, collaborating across internal functions (brand team, shopper marketing team, finance team) and being the bridge between the company and KA customers in growing the partnership.

• Develop the channel strategy, business growth model, trade schemes, co-marketing activities, and account standards (or perfect store) to with triple-win;
• Lead the top-to-top JBP discussions with KA customers to build strategic partnerships beyond transactional. Build strong relationship with KA stakeholders.
• Drive customers in category management agenda to ensure category captainship in wherever we play. Drive new initiatives with accounts to generate demand.
• Coordinate with internal functions and KA operation team to drive robust execution with 360-degree business levers, to maximize business performance.
• Manage supply & demand planning for each account, ensuring the healthy inventory level across the portfolio, in parallel with sales performance.

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3. In charge of customer contract management and execution KPIs of key accounts, adhering to company policies.

• Lead and own the customer contract negotiation and governance;
• Track performance of the customers with clear performance and execution KPIs;
• Hold customers accountable for commercial policies, trading terms and performance KPIs.

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4.Contributing to building fit-for-future capabilities related to key account management and creating a workplace to empower and nurture talents, as part of key account team.

• As part of the team, build KA capabilities for the team and the organization in general, partially helping to transform the sales organization into a fit-for-future fast moving consumer healthcare environment.
• Build talent pipeline for KAM positions in the future.
• Be the key contact point with zone/regional stakeholders in topics related to accounts in scope, and representing the Vietnam KA team in zone/regional forums.

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KEY WORKING RELATIONSHIPS

• INTERNAL: Field force, finance, growth hub (brand activator, shopper activator, HCP activator), supply chain, growth performance hub
• EXTERNAL: Local distributor, key account customers and their employees, zone/regional commercial team…

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SKILLS & EXPERIENCE REQUIRED

• Business/ Pharmaceuticals University degree/ Bachelor (preferably Business Administration, Life Sciences)
• Minimum 7 years working experience in MNC, preferably consumer goods, with proven performance record and increasing responsibilities. With learning agility and potential to grow with different roles in the future.
• Strong experience and competencies in managing Modern Trade key accounts or big customers with JBPs. Understand different stakeholders, understand P&L and Motivations behind KA customer business. Exposure to GT/traditional channels besides MT, exposure to trade marketing/ planning is a plus.
• Minimum 2 years at managerial levels. Having people management experience is a plus.
• Strong business acumen, analytical and strategy thinking, and also execution management
• Personally mature, able to manage conflicts and deal effectively with complex issues and diversity of people
• Relationship building & networking / influencing skills, peer and stakeholders leadership
• Excellent command of English, and good communication