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Open nowFirst seen 3 days ago

Pharma Key Accounts Manager

HRTX1,628 open roles

Where
Cabuyao, Laguna, Philippines
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Your applicationOpen nowPharma Key Accounts ManagerHRTX · Cabuyao, Laguna, Philippines

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  4. CV RocketApplied on HRTX's own form.

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The clock on this job

Early applications get read.

12.1% of postings close within 7 days. Measured by our own scanner across the market.

Share of postings closed within
  1. 2.1%1 day
  2. 4.5%3 days
  3. 12.1%7 days
  4. 19.1%14 days
  5. 35.6%30 days
  6. 52.7%60 days
This job: first seen 3 days ago

The posting

Role Overview

The Commercial Account & Channel Manager is responsible for driving sustainable revenue growth, market access, and channel effectiveness across both direct key accounts (open market / uni-branded portfolio) and indirect channels (distributor-led branded generics business).

This role requires a balance of strategic account planning, commercial acumen, and hands-on execution, ensuring strong customer partnerships, optimized pricing strategies, and disciplined distributor management. The position plays a critical role in expanding market presence, strengthening trade relationships, and delivering against sales and profitability targets.

Key Responsibilities

1. Strategic Key Account Management (Open Market / Uni-Branded Portfolio)

  • Lead end-to-end management of assigned key accounts, including hospitals, clinics, pharmacy chains, and institutional buyers
  • Develop robust account plans covering sales targets, assortment expansion, distribution objectives, and profitability improvement
  • Drive account penetration and share-of-wallet growth through strategic engagement and tailored commercial initiatives
  • Establish and maintain high-level stakeholder relationships (procurement, medical, operations, and commercial teams)
  • Analyze account performance using sell-in/sell-out data to identify risks, gaps, and growth opportunities
  • Ensure consistent execution of trade programs, agreements, and service-level expectations

2. Business Development & Market Expansion

  • Identify and onboard new open-market accounts, expanding reach and availability of the portfolio
  • Increase product listings and visibility across priority accounts and channels
  • Lead execution of sell-in and sell-out programs, including promotions, bundling strategies, and account-specific activations
  • Support new product introductions, ensuring strong launch execution, distribution build-up, and early adoption
  • Collaborate with cross-functional teams (Marketing, Medical, Supply Chain) to align commercial initiatives with overall brand strategy
  • Provide market intelligence and customer insights to refine go-to-market approaches

3. Pricing & Commercial Strategy Execution

  • Develop and recommend account-specific pricing strategies, discount structures, and trade terms within company guidelines
  • Ensure alignment between pricing strategy and profitability targets, balancing volume growth with margin protection
  • Monitor market pricing trends, competitor movements, and channel dynamics to inform tactical decisions
  • Lead commercial negotiations with key accounts, securing favorable and sustainable agreements
  • Enforce pricing discipline across accounts and channels, minimizing leakages and inconsistencies

4. Distributor & Channel Management (Branded Generics Portfolio)

  • Manage and develop distributor partners to ensure strong market coverage, availability, and execution excellence
  • Drive joint business planning (JBP) with distributors, including target setting, growth strategies, and investment priorities
  • Conduct regular business reviews to evaluate sales performance, stock levels, receivables, and operational KPIs
  • Strengthen distributor accountability on forecasting accuracy, inventory management, and sell-out performance
  • Ensure strict adherence to pricing policies, discount structures, and trade marketing programs
  • Identify capability gaps and work with distributors to improve field execution, coverage, and reporting quality

5. Performance Management, Forecasting & Reporting

  • Deliver accurate sales forecasts, demand plans, and pipeline visibility across accounts and distributors
  • Track and analyze KPIs including revenue growth, distribution reach, account profitability, and program effectiveness
  • Utilize CRM and analytics tools to maintain data-driven account management and decision-making
  • Prepare and present business reviews, performance reports, and strategic recommendations to internal stakeholders
  • Continuously identify opportunities to improve commercial efficiency and channel productivity

Qualifications & Experience

  • Bachelor's degree in Business, Marketing, Pharmacy, or a related discipline
  • Minimum 3–5+ years of relevant experience in: Key account management Pharmaceutical, healthcare, or FMCG commercial roles Distributor-led or multi-channel sales environments
  • Proven track record in managing key accounts and driving revenue growth
  • Experience in handling pricing, trade terms, and commercial negotiations
  • Exposure to open market channels and/or institutional accounts is highly advantageous
  • Strong working knowledge of Excel, PowerPoint, and CRM/reporting systems

Core Competencies

  • Commercial Acumen: Strong understanding of pricing, margins, and channel economics
  • Negotiation & Influence: Ability to secure favorable terms while maintaining long-term partnerships
  • Account Management Excellence: Structured approach to planning, execution, and performance tracking
  • Analytical Thinking: Ability to translate data into actionable business insights
  • Stakeholder Management: Effective engagement across internal teams and external partners
  • Execution Discipline: Strong follow-through and ability to manage multiple priorities in a dynamic environment
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