Key Account Manager, Private Label

Job purpose

As a valuable member of the Canadian Commercial Team, the Key Account Manager will be responsible for the sales management of all Private Label accounts in the Canadian marketplace. The Key Account Manager will work on creating strategic and tactical initiatives aimed at increasing product revenue and profitability of all Private Label products. Working closely with theDirector, OTC, eCommerce and Trade Marketing, the Key Account Manager will also support the development and management of annual sales budgets, assessing performance, providing insight to the management team and identifying pipeline opportunities for the Private Label portfolio. This role will also develop existing business relationships, requires the use of strong organizational and analytical skills to develop and execute business plans. This will be achieved through the coordination of internal and external stakeholders, bringing more products to retail shelves in the Canadian Private Label market.

Duties and responsibilities

• Key sales contact for all Private Label customers providing full support from presenting new product opportunities to ongoing day to day management of business
• Responsible for meeting annual revenue targets for Canadian Private Label business
• Work with the Director, OTC, eCommerce and Trade Marketing, in the management of sales plans that encompass account strategies, SKU optimization and achieving product sales targets
• Support annual budgeting models to facilitate 1-3 year sales projections
• Support Latest Estimate and Quarterly Business review process
• Assist in the development and execution of all product strategies and forecasting
• Conduct quarterly customer reviews and ongoing meetings to evaluate current product performance, supply commitments and opportunities
• Collaboratively work with customers to uncover their business needs, identifying market trends, competitor analysis that have the potential to impact business and contribute to opportunity or mitigation planning and implementation
• Participate in trade shows, sales workshops, seminars and events on behalf of the business in order to gain insight on market
• Collaborate with the Director, OTC, eCommerce and Trade Marketing in the selection of new products for the Private Label portfolio, including determining the selection criteria, product evaluation, recommendations and prioritization of pipeline opportunities
• Negotiate and close pricing
• Oversee all aspects of the product launch process including project initiation, artwork development, forecasting, production scheduling and launch execution
• Maintain accurate records of sales activities, customer interactions, and pipeline status in CRM

Additional responsibility (Only applicable to customer facing roles)

Report any adverse event received from customers for company products to the pharmacovigilance department / Drug Safety on the same day or within 1 business day

Qualifications

• University degree or College diploma, preferably in Commerce, or equivalent experience
• Five to Ten (5 -10) years’ experience in a Sales, Marketing, or Commercial Operations
• Software: SAP, Advanced Microsoft Excel + Office Suite.
• Experience working in the generic pharmaceutical industry or a similar commodity-driven healthcare industry.
• Bilingualism a definite asset
• Experience in account management, working with key Canadian retailers
• Product Management experience, preferably in the OTC Pharmaceutical Industry
• Experience working with multiple internal stakeholders such as Regulatory Affairs, Supply Chain, Finance, Operations, Marketing and Business Development
• Sales skills
• Ability to form and maintain strong customer relationships
• Exceptional communication skills, both oral and written
• Demonstrated ability to work under pressure
• Strong ability to navigate conflicting priorities between stakeholders
• Strong interpersonal skills, experience working in a highly dynamic team environment
• Solid problem solving and decision-making skills

Working conditions

• Generally good working conditions
• Local and out of province travel required (25%)

Physical requirements

Field based / Hybrid

Direct reports

NA