Key Account Manager - Pharmacy

Your Tasks

Primary Objective: Achieve Beiersdorf sales objectives via distribution, shelf management, promotional program and initiatives across TerryWhite Chemmart (TWCM) & National/State Pharmacy Banner Groups associated via Symbion Pharmacy Wholesalers through the use of efficient trade fund investment and category management principles for the NIVEA cosmetics portfolio.

Accountabilities

Achieve Sales Targets

• Implement promotional programs to achieve budgeted sales targets.
• Prepare business development plans for TWCM and selected State Pharmacy Banner Groups associated to Symbion Wholesaler Pharmacy Business
• Prepare category strategic documents and category plans for TWCM and selected State Pharmacy Banner Groups associated to Symbion Wholesaler Pharmacy Business
• Oversee & manage Beiersdorf category portfolios within Symbion Wholesaler Pharmacy Business

Maximise Value of Trade Investment

• Submit account promotional activity via use of co-operative funds:
• In line with accounts trading terms & RGM guidelines
• Extract additional benefit by way of improved activity levels from trading terms
• Explore, negotiate, and implement over & above opportunities within the account. Ensure that profitable returns are achieved for each activity and that spend is within TTC guidelines.
• Negotiate everyday & case deals to ensure maximum value of trade funds.
• Ensure trade expenditure system is updated regularly with all promotional, case deal, co-op activity.

Maximise Distribution

• Present new lines to buyers.
• Continually seek distribution opportunities across the Beiersdorf portfolio
• Review and maximise shelf efficiency across POG

Shelf Management

• Working with the account to ensure Beiersdorf products are presented in a manner to maximise shelf space and position according to RE & Marketing guidelines.

Analysis of Promotions

• Continually evaluate promotions conducted to ensure maximum effectiveness of trade funds (via scan sales & warehouse withdrawals) & RGM platforms.
• Implement agreed pricing and promotional strategies of Beiersdorf products across each of the categories we operate.

Promotional Claim Management

• Review & validate claims to ensure prompt payment
• Disputed claims should be addressed via correspondence with the account immediately.
• Ensure that accrual reconciliation is carried out continuously and that a net balance is achieved between accruals and payments each month

Communication

• Effectively communicate priorities to the Head of Pharmacy, Senior National Business Manager Pharmacy & National Field Operations Manager
• Ensure all details pertaining to ranging, layouts & promotions are clearly communicated.
• Ensure that all priorities are input into SFA system each month and that ad hoc activity is communicated to the field via the National Operations Manager when required.
• Clearly communicate requirements for each Category review to S&CM teams and actively work on developing relevant trade stories to be presented to the TWCW Buying team.

Team Support

• Provide leadership, account support & guidance to Pharmacy Business Manager across selected State Pharmacy Banner Groups associated to Symbion Wholesaler Pharmacy Business

Your Profile

• Tertiary Degree Qualified
• Minimum 5 years’ experience in FMCG
• Minimum 3 years’ experience in Pharmacy/Grocery Account Management
• Experience in dealing at Head Office level with major Pharmacy/Grocery Accounts
• Exposure and understanding of FMCG market data eg Circana/IQVIA
• Excellent analytical skills
• Strong communication and negotiation skills
• Ability to work in a team environment as well as a self-starter

At Beiersdorf, we want to help people feel good about their skin – and our commitment goes far beyond caring for skin. For 140 years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment and society.

Behind every brand, every product and every accomplishment are our more than 20,000 employees. It is for them that we live an inclusive culture of respect and trust that is strongly aligned with our values – CARE, COURAGE, SIMPLICITY and TRUST. We also embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.

Additional Information

Location: 4 Khartoum Road, North Ryde, NSW 2113