Key Account Manager Online & Distributor

Alfasigma is a privately held global healthcare company founded over 75 years ago in Italy, where it remains headquartered today in Bologna and Milan. The Group operates in over 100 markets spanning Europe, North and South America, Asia, and Africa.

Over three years ago, we embarked on a transformative journey to become a truly global innovative healthcare company with a leading focus on Gastrointestinal (GI) health. We have experienced remarkable growth, nearly doubled our revenues, expanding geographically, and integrating several key acquisitions. We have also evolved our portfolio, expanded into rare and specialty segments, and strengthened our pipeline and people's capabilities.

But our journey is far from complete! In fact, this is just the beginning of a bold new chapter in Alfasigma's history. We are committed to advancing innovation and leveraging our deep expertise to provide better health and a better quality of life for patients and consumers worldwide and expand our reach across diverse markets.

Scope of the role:

Key Account Manager Online & Distributor is the driving force behind our growth in strategically vital channels, responsible for the initiative-taking expansion of new business and the maximization of profitable revenue with existing key customers. With a clear focus on "Sell-In", this role develops tailored strategies to significantly increase market penetration of our CHC products and sustainably strengthen our market position in Germany. This position reports directly to the Business Unit Director CHC.

Your role:

• Revenue Generation & Growth Strategy: Develop and implement proactive "Sell-In" strategies and account plans to achieve ambitious sales targets and significantly expand our market share with mail order pharmacies, wholesalers, pharmacy cooperations and selected flagship pharmacies in Germany.
• The proactive “Sell-In” strategies have to take into account customer capacities and customer company policies related to internal stock targets and capital expenditure. The built-up of this knowledge is key to have “Sell-In” strategies in place taking into consideration planned and actual “sell-out” (including planned “sell-out activities” and the limitation of the overall risk of returns.
• Strategic Customer Relationship Building: Identify, acquire, and solidify profitable business relationships with new key customers, continuously expanding our network within relevant CHC channels (key accounts, wholesaler and mail order pharmacies).
• Negotiation & Profitability Optimization: Independently lead complex contract, pricing, and terms negotiations to ensure maximum short- and long-term profitability and competitiveness.
• Proactive Offer Management: Develop and present compelling product and service offerings tailored to the specific needs of key accounts, actively promoting the sell-in of our CHC products.
• Market & Competitor Analysis: Continuously monitor market trends, competitor activities, and customers need to proactively identify opportunities for new "Sell-In" initiatives and mitigate potential risks.
• Sales Forecasting & Supply Chain Alignment: Generate accurate sales forecast for the area of responsibility (wholesalers, mail order pharmacies) reflecting the overall Sales Forecast developed cross-functionally between the CHC BU, Finance and Commercial Operations as well as Supply. Also ensure and reflect the necessary share of product for the areas of responsibility in collaboration with Supply and BU CHC. The overall Demand Plan is developed in cross-functional collaboration by the BU CHC with the Supply Team.
• Monthly report of discrepancies from budget plan
• Plan, monitor and report WKZ budget
• Cross-Functional Collaboration: Drive collaboration with Marketing and Sales to plan and execute integrated campaigns and initiatives that maximize Sell-In in line with overall Sell-Out planning within your key accounts.
• Service Provider Management: Act as the central CHC point of contact with the Supply and Distribution Team to ensure smooth goods flow. The Supply Team then will take care of an efficient logistics setup for CHC.
• Negotiate contracts, pricing, and terms with key accounts to achieve mutually beneficial agreements.
• Develop and implement strategic sales plans to expand market share and drive revenue growth.
• Collaborate with cross-functional teams, including sales, marketing, to ensure the successful execution of account plans and initiatives.
• Identify new business opportunities and potential customers within the OTC sector. This includes identifying possibilities to support “sell-out” activities within the area of responsibility.
• Monitor market trends, competitor activities, and consumer preferences to identify opportunities and threats.
• Develop accurate sales forecasts and demand plans in collaboration with supply chain and internal stakeholders.
• Plan and execute promotional activities, including product launches, advertising campaigns, and promotional events, to drive sales and increase brand awareness. 

Who are you:

• Bachelor’s degree in business administration, or a related field
• At least 5 years of professional experience in sales and E-Commerce positions
• At least 2 years of experience in dealing with key account customers
• Proven experience in key account management within the pharmaceutical or healthcare industry, with a focus on CHC products
• Existing network to key stakeholders in the E-Commerce market in Germany
• Strong understanding of the OTC market, including regulatory requirements, industry trends, and competitive landscape

Competencies & Major skills

• Excellent communication, negotiation, and interpersonal skills
• Ability to analyse data, identify trends, and develop actionable insights
• Results-oriented mindset with a track record of achieving sales targets and driving business growth
• Proficiency in Microsoft Office suite (Excel, PowerPoint, Word) and CRM software
• Willingness to travel as needed
• Fluent or native speaking in German and English

Why Join Alfasigma:

At Alfasigma, we foster a culture where the courage to innovate is key to our success.
 We offer a competitive salary, comprehensive benefits, and extensive opportunities for professional growth and development.

Our commitment to people and patients is at the heart of everything we do. We value diversity and welcome individuals with unique perspectives and experiences. We believe that open-mindedness, collaboration, and a shared passion for innovation are essential to achieving meaningful progress.

Join Alfasigma and become part of a forward-thinking team dedicated to shaping the future of the pharmaceutical industry.