National Key Accounts Lead

10-13 years
Job Description

Job title:
About the job
Main responsibilities:
Leading national key accounts team to win key account customers in terms of sustainable sales growth, market share growth, and profitability of the business in each customer and of the whole channel.
Own and deliver the key account channel sales target, market share target, and sales growth ambition
Ensure the profitability and sustainability of investment strategy of key account channel as per company strategy
Key account channel includes: pharmacy chains, modern wholesales KA, and ecommerce
Exploring new emerging channels to drive the business is also part of this role.
Developing from strategy plan to execution plan of key account channel, collaborating across internal functions (brand team, shopper marketing team, finance team) and being the bridge between the company KA customers in growing the partnership.
Develop the channel strategy, business growth model, and key accounts game plan to with triple-win
Lead the JBP discussions with KA customers to build strategic partnerships beyond transactional
Drive customers in category management agenda to ensure category captainship in wherever we play
Leading the team and stakeholders to develop and drive robust execution plan with 360-degree business levers, to maximize impact to business.
In charge of customer contract management and execution KPIs of key account channels, adhering to company policies.
Own the customer contracts and in charge of overall business governance
Track performance of the channel, and by customer with clear performance and execution KPIs
Hold customers accountable for commercial policies, trading terms and performance KPIs.
Developing the key account team to build fit-for-future capabilities related to key account management and creating a workplace to empower and nurture talents.
This role is to manage managers and a team of field force both on planning, top2top management, and daily execution in the field from end to end of the key account channel business,
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.
About you

  • Business/ Pharmaceutial University degree/ Bachelor (preferably Business Administration, Life Sciences)
  • Minimum 10 years working experience in MNC, preferably consumer goods, with proven performance record and increasing responsibilities. With learning agility and potential to grow with diffferent 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, expocure to trade marketing/ planning is a plus.
  • Minimum 5 years at managerial levels. Used to managing big team (at least 10 headcounts) 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

Sanofi Behaviors and Skills
This position is required to demonstrate behaviors such as Stretch, Put the interest of the organization, Act in the interest of our patients and customers and Take Action. During the interview we will also be asking for examples of skills such as Strategic Thinking, Result Orientation, People Leadership (if applicable), Relationship and Influence.
Pursue progress, discover extraordinary
Better is out there. Better medications, better outcomes, better science. But progress doesn't happen without people - people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let's be those people.
At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.
Watch our and check out our Diversity Equity and Inclusion actions at !
At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.



Job Source:

We are Sanofi, an innovative global healthcare company. We chase the miracles of science to improve people’s lives.
Our team, across some 100 countries, is dedicated to transforming the practice of medicine by working to turn the impossible into the possible. We provide potentially life-changing treatment options and life-saving vaccine protection to millions of people globally, while putting sustainability and social responsibility at the center of our ambitions.

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