Key Account Manager Consumer & Prescription

Galderma is the emerging pure-play dermatology category leader, present in approximately 90 countries. We deliver an innovative, science-based portfolio of premium flagship brands and services that span the full spectrum of the fast-growing dermatology market through Injectable Aesthetics, Dermatological Skincare and Therapeutic Dermatology. Since our foundation in 1981, we have dedicated our focus and passion to the human body's largest organ - the skin - meeting individual consumer and patient needs with superior outcomes in partnership with healthcare professionals. Because we understand that the skin, we are in shapes our lives, we are advancing dermatology for every skin story.

We look for people who focus on getting results, embrace learning and bring a positive energy. They must combine initiative with a sense of teamwork and collaboration. Above all, they must be passionate about doing something meaningful for consumers, patients, and the healthcare professionals we serve every day. We aim to empower each employee and promote their personal growth while ensuring business needs are met now and into the future. Across our company, we embrace diversity and respect the dignity, privacy, and personal rights of every employee.

At Galderma, we actively give our teams reasons to believe in our bold ambition to become the leading dermatology company in the world. With us, you have the ultimate opportunity to gain new and challenging work experiences and create an unparalleled, direct impact.

National KAM – Job Description

We are seeking a National Key Account Manager (KAM) for the pharmaceutical retailers and wholesalers of the Italian Market, reporting to Head of Sales Consumer, Italy. The KAM will drive growth and foster strategic partnerships within the perimeter of centralized offline customers. This role is ideal for a results-driven professional with strong commercial acumen and negotiation skills, and who is passionate about building lasting business relationships.

The person will have direct managerial responsibility for a Junior resource, providing day-to-day guidance, coaching and performance support

Mission and Key Responsibilities

• Strategic partnerships: development and roll-out of joint business plans with key accounts, focusing on sell-in and sell-out strategies
• Negotiation and agreements: lead commercial negotiations, securing optimal and compliant terms while maintaining strong customer focus
• Planning and forecasting: provide accurate sales forecasts and monitor performance of revenues and market share
• Cross-functional collaboration: with Marketing, Field Sales, Finance, Supply Chain and Customer Service to ensure seamless execution of business strategies

What We Are Looking For

• Strategic & analytical thinking: analytical problem solving skills and ability to anticipate market trends and develop data-driven business strategies
• Strong relationship management: excellent interpersonal skills to build and maintain high-impact partnerships
• Negotiation & influencing skills: experience in securing win-win agreements with key stakeholders
• Results-oriented approach: a passion for exceeding targets and delivering measurable business growth

Career Stream Tasks

• Implement Key Account & Client Management plans and processes to retain and strengthen client relationships.
• Implement and execute high-quality customer service and issue resolution in order to retain current clients
• Implement and execute Client engagement activities, including identifying client business requirements and preparing proposals and quotations
• Contributes to the development and administration of all processes related to Key Account & Client Management programs and policies to retain and expand current customer relationships
• Collaborate on industry-specific relationship management activities and enabling the orchestration of customer-facing roles

Differentiator

• Apply practical knowledge of job area typically obtained through advanced education and work experience
• Works independently with general / moderate supervision
• Recognized as an intermediate level contributor in the area of expertise
• Impact contained to own work with limited impact on peers in the same area
• Problems faced are difficult but not typically complex. Problems are typically solved through drawing from prior experiences, with analysis of the issue.

Soft skills requirements:

• Strategic & analytical thinking: analytical problem solving skills and ability to anticipate market trends and develop data-driven business strategies.
• Strong relationship management: excellent interpersonal skills to build and maintain high-impact partnerships with Marketing, Field Sales, Finance, Supply Chain and Customer Service, while coordinating the Junior resource to ensure seamless execution of business strategies and key-account plans.
• Negotiation & influencing skills: experience in securing win-win agreements with key stakeholders
• Results-oriented approach: a passion for exceeding targets and delivering measurable business growth

Stakeholders Management:

• May influence others within the job area through explanation of facts, policies and practices
• Support and interact primarily with colleagues of own function
• Build relationships and understand customer and key stakeholders interests and concerns
• Address task-related issues using existing solutions

Experience Level

>5 years

Education Level

Master's / Bachelor’s Degree or equivalent experience/qualification