Key Account Manager Chain Drug Store
Location: Bangkok, Thailand (with travel to oversee national coverage)
Reports To: Head of Sales and Marketing
Position Summary
We are looking for a strategic and analytical leader to drive growth within our Chain Drug Store channel. As the Key Account Manager, you will be responsible for the holistic performance of B2B customers across Thailand. You will lead a team of Key Account Executives, moving beyond traditional sales management to interpret data, design proactive strategies, and foster a culture of innovation. You will be the bridge between high-level company strategy and on-ground execution.
Key Responsibilities
1. Strategic Leadership & Team Management
- Lead and Develop: Directly manage, coach, and mentor a team of Key Account Executives. Transform them from tactical sellers into strategic partners for their territories.
- National Oversight: Oversee the performance of the Chain Drug Store channel across all of Thailand, ensuring alignment with national business objectives.
- Culture of Innovation: Champion a growth mindset within the team. Initiate and pilot new ways of working, test new sales strategies, and encourage the team to challenge the status quo to improve efficiency.
2. Data Analytics & Proactive Planning
- Dashboard Interpretation: Utilize sales dashboards and business intelligence tools to monitor performance (sell-in/sell-out), market share, and channel profitability.
- Insight-Led Action: Translate complex data into actionable insights. Move beyond reactive reporting to generate proactive action plans that address gaps, capitalize on trends, and preempt competitor moves.
- Forecasting: Accurately forecast sales and stock requirements based on historical data and seasonal trend analysis to minimize out-of-stock situations.
3. Key Account Management & Business Growth
- Strategic Partnerships: Develop and manage Joint Business Plans (JBP) with headquarters of major Chain Drug Stores to secure long-term growth and partnership.
- Market Penetration: Identify and execute strategies to penetrate new markets and expand the product footprint within existing key accounts.
- Trade Marketing Alignment: Collaborate with Marketing to design high-impact trade activities and seasonal campaigns. Ensure the team executes these effectively at the store level.
4. Financial & Operational Excellence
- Budget Management: Manage the trade spending budget efficiently to maximize ROI on promotions and listing fees.
- Negotiation: Lead high-level negotiations regarding trading terms, listing new products, and annual contract renewals.
Qualifications
Education: Bachelor's degree in Pharmaceutical Science, Business Administration, Marketing, or a related field. (Master's degree is a plus).
Experience:
- Minimum 57 years of experience in Sales or Key Account Management within the Pharmaceutical or FMCG industry.
- Proven experience in managing Chain Drug Store channels (e.g., Boots, Watsons, Pure, Fascino, etc.).
- Required: Minimum 3 years of experience in a people management role (leading a team).
Key Competencies:
- Analytical Mastery: Advanced proficiency in Excel and data interpretation. Ability to read dashboards and pivot data into strategy.
- Strategic Thinker: Ability to see the big picture of the Thai market while managing daily operations.
- Leadership: Strong coaching skills with the ability to motivate a team to achieve challenging targets.
- Growth Mindset: Demonstrated history of taking initiative, innovating processes, or turning around difficult accounts.
- Mobility: Based in Bangkok but willing to travel regularly to support the team and visit key customers across Thailand.
- Language: Fluent in Thai; Professional proficiency in English (for reporting and regional collaboration).
