Key Accounts and Trade Manager - Pharmaceuticals

About the role

Abbott's Pharmaceutical Division is looking for a Key Accounts and Trade Manager to join its team in Roodepoort. This commercial leadership role drives sales growth, profitability, market share and commercial excellence across a portfolio of strategic pharmaceutical customers, including pharmacy groups, wholesalers, distributors and hospitals. It involves developing and executing key account and trade strategies, leading negotiations and building partnerships.

Key responsibilities

• Develop and execute annual Key Account and Trade strategies aligned to divisional objectives.
• Manage a portfolio of strategic pharmaceutical customers and drive sustainable sales and market share growth.
• Lead negotiations on pricing, contracts, rebates, promotions and trading terms.
• Build and strengthen relationships with retail pharmacy groups, wholesalers, distributors and hospital groups.
• Develop joint business plans and customer-specific growth strategies.
• Identify and secure new business, partnerships and distribution channels.
• Drive product launches, listings and promotional initiatives across key accounts.
• Manage forecasting, budgeting and commercial planning, and monitor customer profitability, GTN investments and commercial ROI.
• Collaborate with Marketing, Finance, Supply Chain, Medical Affairs, Regulatory and Sales teams, and take part in demand planning and S&OP processes.
• Deliver data-driven insights for strategic decisions and commercial performance reviews.

Required profile

• Bachelor's degree in business, commerce, marketing, pharmacy, life sciences or a related field.
• Minimum 5-10 years of commercial experience in pharmaceuticals, healthcare, FMCG or a related industry, managing commercial contracts with C-suite retail and independent pharmacies.
• Proven success in Key Account Management and Trade/Channel Management, with a track record of sales growth, profitability and market share.
• Experience managing national strategic customer relationships and commercial negotiations.
• Strong understanding of pharmaceutical distribution channels and healthcare market dynamics.
• Preferred: postgraduate qualification in Business or Commercial Management, and existing relationships in the South African pharmaceutical trade.

Required skills

• Forecasting, budgeting and demand planning
• Commercial strategy development
• Negotiation and commercial planning