Key Account Manager – Wholesale (Traditional Trade)

About the role

The Key Account Manager (WHL) for Traditional Trade will drive commercial strategy, sales growth and profitability across the wholesale, distributor and independent pharmacy channels. You will build strong relationships with key customers, ensure optimal product availability and lead joint business planning initiatives.

Key responsibilities

• Develop and execute strategic account plans aligned with business objectives for main WHL accounts.
• Achieve revenue, volume and profitability targets, managing a ~30% sell‑in and 26% sell‑out mix.
• Lead negotiations on pricing, promotions, trade terms and commercial agreements.
• Coordinate with distributors and wholesalers to guarantee product coverage and right‑price execution.
• Monitor sales performance, market trends and competitor activity; provide scenario analysis and risk assessments.
• Consolidate and validate customer forecasts, ensuring accurate promotional forecasting.
• Lead a team of four KAE professionals to manage sell‑through and sell‑in processes.
• Collaborate cross‑functionally with Marketing, Supply Chain, Finance and Sell‑Out performance teams to close gaps between sell‑in and sell‑out.

Required profile

• Proven experience managing key accounts within traditional trade (wholesale) channels.
• Demonstrated ability to meet revenue and profitability targets.
• Strong negotiation skills and experience leading joint business plans.
• Leadership experience overseeing a small sales team.
• Analytical mindset for forecasting, scenario analysis and performance monitoring.

Required skills