Reports To: Head - Modern Trade & E-commerce

Job Purpose:

To drive business growth and profitability through strategic management of key organised retail pharmacy accounts (e.g., Apollo, MedPlus, Wellness Forever, etc.), B2B Players and e-commerce platforms. The role involves building strong partnerships, executing joint business plans, and ensuring seamless coordination between internal stakeholders and retail partners.

Key Responsibilities:

Account Management & Business Development:

- Manage and grow key accounts in the organised retail pharmacy and e-commerce segments.

- Develop and execute Joint Business Plans (JBPs) with key accounts to drive revenue and market share.

- Identify new business opportunities within existing accounts and explore new retail partnerships.

Sales Planning & Execution:

- Drive monthly, quarterly, and annual sales targets for assigned accounts.

- Monitor sell-in and sell-out data to optimize stock availability and reduce returns.

- Collaborate with supply chain and demand planning teams to ensure timely order fulfillment.

Strategic Collaboration:

- Act as the primary point of contact for key accounts, ensuring alignment on promotions, pricing, and product launches.

- Work closely with marketing teams to execute in-store and digital campaigns tailored to each account.

- Negotiate commercial terms, including margins, trade spends, and visibility investments.

E-commerce Channel Management:

- Manage relationships with online pharmacy platforms and marketplaces.

- Optimize product listings, digital shelf presence, and promotional strategies.

- Analyze e-commerce performance metrics and implement data-driven improvements.

Cross-functional Coordination:

- Liaise with regulatory, finance, marketing, and logistics teams to ensure smooth execution of account strategies.

- Ensure compliance with internal policies and external regulatory requirements.

Market Intelligence & Reporting:

- Track competitor activities, pricing strategies, and market trends in the organised retail and e-pharmacy space.

- Provide regular performance reports and actionable insights to senior management.

Key Skills & Competencies:

- Strong understanding of organised retail pharmacy and e-commerce ecosystems.

- Proven track record in key account management, preferably in FMCG or pharma.

- Excellent negotiation, communication, and relationship-building skills.

- Analytical mindset with proficiency in Excel, PowerPoint, and sales analytics tools.

- Ability to work in a fast-paced, cross-functional environment.

Educational Qualifications:

- Bachelor's degree in Pharmacy, Life Sciences, Business, or related field.

- MBA in Sales/Marketing or equivalent is preferred.

Pointers:

- Must have experience handling OTC products.

- Should have conducted commercial negotiations with key retail pharmacy accounts.

- Experience in managing Joint Business Plans (JBPs) is preferred.

- Prior frontend handling experience is essential.

- Prioritize candidates from the pharma industry.

- If unavailable, consider candidates from nutraceuticals, followed by FMCG as the last option.