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Key Account Manager

hace 2 semanas

Ciudad de México, Ciudad de México myGwork - LGBTQ+ Business Community A tiempo completo

This job is with Pfizer, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.
Role Overview
Responsible for designing and implementing comprehensive strategic alliances with national pharmacy chains in the north of Mexico, maximizing business opportunities and achieving sales and profitability objectives for Pfizer's portfolio. This role emphasizes building long-term, mutually beneficial relationships with key pharmacy accounts, leveraging Joint Business Plans (JBPs) and ensuring the successful launch and sustained growth of Pfizer products in this channel.

Key Responsibilities
Strategic Sales Leadership

  • Develop and execute sustainable growth strategies tailored to national pharmacy chains in northern Mexico, based on in-depth analysis of market trends and Pfizer's strategic objectives.
  • Achieve sales and margin targets by identifying and capitalizing on opportunities within the pharmacy channel.
  • Lead negotiations and maximize the value of commercial agreements, ensuring medium- and long-term profitability for both Pfizer and pharmacy partners.
  • Design and implement collaborative Joint Business Plans with pharmacy chains, focusing on continuous sales and profitability growth.
  • Propose and drive improvements in processes and strategies specific to pharmacy operations (e.g., retail promotions, inventory management, category development).

Execution & Operations

  • Ensure flawless execution of commercial plans and end-to-end processes with pharmacy partners and internal Pfizer teams.
  • Oversee the implementation of marketing and trade activities within pharmacy chains (e.g., national campaigns, point-of-sale promotions, Pfizer Conmigo initiatives).
  • Guarantee optimal product presence and healthy Days on Hand (DOH) in pharmacy locations.
  • Manage the collection and analysis of client data (sell-out, inventory levels, market share) to inform business decisions.
  • Coordinate supply chain fulfillment to meet pharmacy requirements efficiently.

Administrative & Compliance

  • Oversee compliance with all agreements relevant to pharmacy operations (Order to Cash, Credit and Collections, Logistics Agreements, etc.).
  • Ensure all legal, compliance, and pharmacovigilance requirements are met and up to date for pharmacy-related activities.
  • Optimize budget and investment allocation for pharmacy accounts, collaborating with cross-functional teams.

Client Relations & Negotiation

  • Serve as Pfizer's primary representative to national pharmacy chains in the region.
  • Lead negotiations on commercial terms, growth plans, logistics fees, promotional visibility, and trade marketing initiatives.
  • Manage all client matters related to pharmacy operations, ensuring high service levels and issue resolution.

Availability & Location

  • High to medium travel required within northern Mexico to maintain strong relationships with pharmacy partners.
  • Preferred base locations: Monterrey

Collaboration Networks
Internal

  • Category Leads
  • Sales Force
  • Commercial Strategy and Trade Marketing
  • Legal, Compliance, Innovation & Transformation, Supply Chain

External

  • Directors and Managers of Marketing/Purchasing at national pharmacy chains
  • Operations Directors and Managers within pharmacy organizations

Qualifications & Experience

  • Education: Bachelor's degree required; Master's preferred in a quantitative or business discipline.

  • Experience:

  • Minimum 8-9 years in Trade Marketing, Key Account Management.

  • Proven track record in developing and executing successful G2M strategies and product launches.
  • Experience in Pharma or FMCG sectors.

  • Expertise in patient support programs and Specialty Care is a plus.

  • Language: Fluency in English required.

  • Skills:

  • Strong leadership.

  • Excellent analytical and strategic thinking.
  • Ability to influence externally & internally.
  • Solid understanding of budget management and financial analysis.
  • High proficiency in data-driven decision-making and market analysis.
  • Exceptional communication and collaboration.
  • Proactive, self-motivated, resilient, and energetic.
  • Critical and creative thinking.
  • Ability to develop and deliver effective presentations to diverse audiences.
  • Positive "can-do" attitude.

EEO (Equal Employment Opportunity) & Employment Eligibility
Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, or disability.

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