Snr KAM IDP Wholesale

About the role

• As the Senior Key Account Manager: Independent Pharmacy Wholesale, you will be responsible for developing and executing strategic customer plans that drive sustainable growth, profitability and market share across Reckitt’s Independent Pharmacy Wholesale channel.
• You will own the overall commercial relationship with assigned wholesale customers, developing strong strategic partnerships and identifying opportunities to grow Reckitt’s brands through the wholesaler network and into the independent pharmacy channel.
• The role requires a strong understanding of the South African Consumer Health and FMCG environment, wholesale dynamics and the unique requirements of independent pharmacy customers. You will be accountable for delivering commercial objectives across Net Revenue, Commercial Operating Profit, Gross Margin and Net Working Capital, while ensuring strong execution of customer plans.
• You will lead customer strategy, commercial negotiations, promotional planning, trade investment, portfolio development, new product launches, demand and stock management, and cross-functional execution.

Your responsibilities

• Develop and implement strategic account plans for key Independent Pharmacy Wholesale customers in line with Reckitt’s overall commercial strategy.
• Deliver agreed customer sales, growth and profitability targets across Net Revenue, Commercial Operating Profit, Gross Margin and Net Working Capital.
• Identify and develop new opportunities to increase Reckitt’s penetration and share within the independent pharmacy wholesale channel.
• Build strong, long-term strategic relationships with key decision-makers across wholesale customers.
• Develop a deep understanding of each customer’s business model, growth priorities, profitability drivers and route-to-market.
• Identify opportunities to expand distribution, improve portfolio penetration and accelerate growth across independent pharmacies.
• Responsible for the promotional strategy per customer, and promotional execution (including trade budget management, range and space optimisation)
• Responsible for managing customer negotiations in relation to Reckitt Benckiser commercial strategy and the customer trading terms
• Implementation and ongoing management of the category strategy per customer
• Responsible for developing customer new product launch plans and ensuring successful implementation

The experience we're looking for

• Minimum 5 years’ experience in FMCG, Consumer Healthcare, Retail, Wholesale or a related commercial environment
• Bachelor’s degree ideally in a business related subject 
• Proven experience in Key Account Management, Customer Management or commercial sales.
• Experience managing pharmacy, healthcare, FMCG or wholesale customers is highly advantageous.
• Experience managing Independent Pharmacy Wholesale customers would be an advantage.
• Proven track record of delivering sales growth, profitability and commercial results.
• Strong commercial acumen, with an understanding of trading terms, gross margin, trade investment and customer profitability.
• Strong understanding of the South African FMCG, Consumer Health and Pharmacy environment.
• Demonstrated ability to analyse customer data and translate insights into commercial actions.
• Strong negotiation and influencing skills, with the ability to build relationships at senior customer level.
• Experience working cross-functionally with Marketing, Finance, Supply Chain, Category and Demand Planning teams.
• Strong business planning, forecasting and execution capabilities.

The skills for success

• Account Management, Negotiation, Commerciality, Partnerships, Strategy, Leadership, Profitability, Forecasting, Distribution, Consumer Health, Customer Mangement, Trading terms, insights, Data