Key Account Manager Consumer & Prescription

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At Galderma, we actively give our teams reasons to believe in our ambition to become the leading dermatology company in the world. With us, you have the ultimate opportunity to gain new and challenging work experiences and create an unparalleled, direct impact.

National KAM – Job Description

We are seeking a National Key Account Manager (KAM) for the pharmaceutical retailers and wholesalers of the Italian Market, reporting to Head of Sales Consumer, Italy. The KAM will drive growth and foster strategic partnerships within the perimeter of centralized offline customers. This role is ideal for a results-driven professional with strong commercial acumen and negotiation skills, and who is passionate about building lasting business relationships.

The person will have direct managerial responsibility for a Junior resource, providing day-to-day guidance, coaching and performance support

Mission and Key Responsibilities

• Strategic partnerships: development and roll-out of joint business plans with key accounts, focusing on sell-in and sell-out strategies
• Negotiation and agreements: lead commercial negotiations, securing optimal and compliant terms while maintaining strong customer focus
• Planning and forecasting: provide accurate sales forecasts and monitor performance of revenues and market share
• Cross-functional collaboration: with Marketing, Field Sales, Finance, Supply Chain and Customer Service to ensure seamless execution of business strategies

What We Are Looking For

• Strategic & analytical thinking: analytical problem solving skills and ability to anticipate market trends and develop data-driven business strategies
• Strong relationship management: excellent interpersonal skills to build and maintain high-impact partnerships
• Negotiation & influencing skills: experience in securing win-win agreements with key stakeholders
• Results-oriented approach: a passion for exceeding targets and delivering measurable business growth

Career Stream Tasks

• Implement Key Account & Client Management plans and processes to retain and strengthen client relationships.
• Implement and execute high-quality customer service and issue resolution in order to retain current clients
• Implement and execute Client engagement activities, including identifying client business requirements and preparing proposals and quotations
• Contributes to the development and administration of all processes related to Key Account & Client Management programs and policies to retain and expand current customer relationships
• Collaborate on industry-specific relationship management activities and enabling the orchestration of customer-facing roles

Differentiator

• Apply practical knowledge of job area typically obtained through advanced education and work experience
• Works independently with general / moderate supervision
• Recognized as an intermediate level contributor in the area of expertise
• Impact contained to own work with limited impact on peers in the same area
• Problems faced are difficult but not typically complex. Problems are typically solved through drawing from prior experiences, with analysis of the issue.

Soft skills requirements:

• Strategic & analytical thinking: analytical problem solving skills and ability to anticipate market trends and develop data-driven business strategies.
• Strong relationship management: excellent interpersonal skills to build and maintain high-impact partnerships with Marketing, Field Sales, Finance, Supply Chain and Customer Service, while coordinating the Junior resource to ensure seamless execution of business strategies and key-account plans.
• Negotiation & influencing skills: experience in securing win-win agreements with key stakeholders
• Results-oriented approach: a passion for exceeding targets and delivering measurable business growth

Stakeholders Management:

• May influence others within the job area through explanation of facts, policies and practices
• Support and interact primarily with colleagues of own function
• Build relationships and understand customer and key stakeholders interests and concerns
• Address task-related issues using existing solutions

Experience Level

>5 years

Education Level

Master's / Bachelor’s Degree or equivalent experience/qualification