Job Specification
Job Title:
Key Account Manager – Pharmacy & FMCG
Reports to:
Commercial Director
Location:
Field-based with regular travel across Ireland (HQ Dublin-based)
Contract Type:
Permanent, Full-time
Company Overview
We are a leading healthcare, skincare, beauty, and pharmaceutical distribution company with ambitious growth plans across the Irish market. We provide end-to-end distribution, sales, and marketing services for manufacturers of OTC medicines, supplements, pharmaceutical, skincare, and beauty products.
Job Purpose
The Key Account Manager (Pharmacy & FMCG) is responsible for managing and growing relationships with key customers across the pharmacy and FMCG channels. The role requires the successful candidate to develop and execute strategic account plans to drive revenue growth while ensuring excellent customer engagement and satisfaction.
Key Responsibilities
Account Management & Business Development
* Develop and maintain strong, long-term relationships with pharmacy chains, independent pharmacies, and FMCG retail groups.
* Act as the main point of contact for assigned key accounts at both head office and store level.
* Build annual business/account plans in line with company strategy and customer objectives.
* Identify, target, and acquire new business opportunities in line with growth objectives.
Sales & Revenue Growth
* Deliver revenue and margin targets across OTC, Skincare and supplement categories.
* Forecast and analyse account performance, including sales trends, seasonality, and promotion effectiveness.
* Maintain pricing files, implement price changes, and monitor ROI on promotional spend.
* Work with Commercial Director to shape national sales strategy and contribute to budget planning.
Trade Marketing & Education
* Collaborate with marketing teams and brand partners to execute trade marketing and promotional campaigns.
* Deliver effective product training and education to pharmacy teams and retail partners.
* Maximise visibility and sales opportunities in-store through POS, merchandising, and promotional activity.
Cross-functional Collaboration
* Partner with Territory Sales Managers, brand principals, and central functions to align on sales and marketing initiatives.
* Share insights on competitor activity, market trends, and customer feedback to inform business decisions.
* Maintain accurate reporting and trackers for key accounts, brands, and product performance.
Strategic Influence & Growth
* Develop and implement strategic plans to increase market share across key accounts.
* Engage with decision-makers, including Managers and Directors, to strengthen commercial partnerships.
* Ensure compliance with industry standards, internal policies, and commercial agreements.
Person Specification
Essential Experience & Skills
* Minimum 5 years' experience in Key Account Management.
* Proven record of managing major accounts and delivering consistent sales growth.
* Strong commercial acumen with experience in P&L, forecasting, and budget management.
* Excellent negotiation, presentation, and influencing skills at head office level.
* Skilled in Excel and PowerPoint with strong analytical ability to interpret data and drive insights.
* Demonstrated success in building and executing annual account/business plans.
* Experience engaging with multiple stakeholders, including procurement, buyers, and retail managers.
* Full clean driver's licence and flexibility to travel nationwide.
Desirable Experience & Skills
* Third-level qualification in Business, Marketing, Life Sciences, or a related field.
* Experience working across OTC, supplements, beauty, or healthcare product categories.
* Familiarity with trade marketing campaigns and brand activation in retail environments.
* Knowledge of the Irish pharmacy landscape, including independents and buying groups.
Key Competencies
* Results-driven with a track record of achieving and exceeding sales targets.
* Excellent communicator with the ability to build trust and long-term relationships.
* Strong problem-solving and decision-making skills.
* High resilience and adaptability in a competitive, fast-paced market.
* Self-motivated with the ability to work independently and as part of a wider commercial team.
* Strategic thinker with the ability to spot growth opportunities and act on them.