Pharmacy Channel Manager (Key Account) Pharmacy Channel Manager (Key Account)

📌 Core Information

🔹 Job Title: Pharmacy Channel Manager (Key Account)

🔹 Company: Nestle Operational Services Worldwide SA

🔹 Location: Ho Chi Minh City, Vietnam

🔹 Job Type: On-site

🔹 Category: Sales & Business Development

🔹 Date Posted: May 19, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: On-site

🚀 Job Overview

Key aspects of this role include:

• Leading the development and implementation of annual customer plans for Pharmacy Chains and Vitamin Health Science customers
• Achieving profitable sales objectives through strategic planning and execution
• Collaborating with internal stakeholders to ensure customer-related activities are aligned and executed on time
• Conducting sales reviews and contributing to the MBP cycle
• Liaising with NESA BGS, Customer Service teams, Marketing, and Regulatory Affairs teams for new product listings and NPD registration

ASSUMPTION: This role requires a high level of strategic thinking, strong interpersonal skills, and the ability to manage multiple stakeholders effectively.

📋 Key Responsibilities

✅ Define and execute strategies and plans (JBPs) for the Customer (s) in line with business requirements

✅ Ensure achievement of agreed Customer(s) targets/KPIs

✅ Liaise with internal stakeholders (Supply Chain, Commercial Development Team, Sales Field, Marketing) to make sure customer-related activities are aligned and executed on time

✅ Dealing with trading terms/monthly activity to execute the plans in pharmacy key accounts for NHS core and VMHS business

✅ Conduct monthly/quarterly sales review, analysis and contribute to the MBP cycle

✅ Liaise with NESA BGS and Customer service teams to ensure VMHS orders are serviced within the standard lead time

✅ Liaise with Marketing and Regulatory Affairs teams for new product listing with customers and NPD registration for VMHS distributors

✅ Ensure adherence to all Company principles and policies

ASSUMPTION: This role involves a mix of strategic planning, tactical execution, and stakeholder management, requiring strong organizational skills and the ability to balance multiple priorities.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field

Experience: More than 7 years in sales, with at least 3 years in key account management, preferably with pharmacy account experience

Required Skills:

• Proven track record of delivering on KPIs, especially top and bottom line business results
• Demonstrated success in several diverse sales roles, handling multiple categories
• Strong understanding of all sales functions, including Trade Marketing, Customer, Field, and Supply Chain
• Ability to motivate and develop people, work with cross-functional teams to drive results

Preferred Skills:

• Fluency in Vietnamese and English
• Experience with sales analytics tools

ASSUMPTION: Candidates with experience in the food and beverage industry or relevant FMCG experience may have an advantage in this role.

💰 Compensation & Benefits

Salary Range: Industry standard for a senior sales role in Vietnam, with a range of VND 1,200,000,000 - VND 1,800,000,000 per annum, depending on experience and qualifications

Benefits:

• Health insurance and retirement benefits
• Performance-based bonuses
• Opportunities for professional development and career growth

Working Hours: Full-time, with standard office hours and occasional overtime as needed

ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's qualifications and experience.

📌 Applicant Insights

🔍 Company Context

Industry: Nestle is a multinational food and beverage company, operating in the competitive FMCG sector

Company Size: With over 273,000 employees worldwide, Nestle is a large corporation that offers numerous opportunities for career growth and development

Founded: Nestle was founded in 1866 and has a rich history and strong brand presence globally

Company Description:

• Nestle is committed to enhancing quality of life through its wide range of nutritious and delicious products
• The company operates with a spirit of excellence and a strong focus on sustainability
• Nestle's culture is based on values rooted in respect, including respect for oneself, others, diversity, and the future

Company Specialties:

• Coffee and beverages
• Dairy
• Confectionary
• Culinary and frozen food
• Ice Cream
• Infant nutrition
• Healthcare nutrition
• Out of home F&B solutions
• Petcare

Company Website: http://www.nestle.com

ASSUMPTION: Nestle's extensive product portfolio and global presence offer applicants a diverse range of career opportunities and exposure to different markets and cultures.

📊 Role Analysis

Career Level: This role is a senior-level position, reporting directly to the Head of Sales or a similar role

Reporting Structure: The Pharmacy Channel Manager may have team members or junior sales representatives reporting to them, depending on the organization's structure

Work Arrangement: This role is on-site, with the possibility of occasional remote work or hybrid arrangements, depending on the company's policies and the candidate's needs

Growth Opportunities:

• Progression to a regional or global role within Nestle's sales organization
• Transition to a different function, such as marketing or supply chain, with relevant experience and qualifications
• Development of leadership and management skills through mentoring and coaching opportunities

ASSUMPTION: Successful candidates in this role will have the opportunity to grow both personally and professionally within Nestle's large and diverse organization.

🌍 Location & Work Environment

Office Type: Modern, professional office environment with a collaborative and inclusive culture

Office Location(s): Head Office, Ho Chi Minh City

Geographic Context:

• Ho Chi Minh City is a vibrant, bustling city with a mix of traditional and modern influences
• The city offers a wide range of dining, entertainment, and cultural experiences
• Ho Chi Minh City has a tropical climate, with high temperatures and humidity throughout the year

Work Schedule: Standard office hours, with occasional overtime as needed to meet business objectives

ASSUMPTION: Applicants should be comfortable working in a dynamic, fast-paced environment and be able to adapt to changing priorities and deadlines.

💼 Interview & Application Insights

Typical Process:

• Online application and resume screening
• Phone or video screening with the HR department
• In-depth interviews with the hiring manager and relevant stakeholders
• Final round interviews, potentially including a case study or presentation

Key Assessment Areas:

• Sales and negotiation skills
• Strategic thinking and planning
• Stakeholder management and communication
• Cultural fit and alignment with Nestle's values

Application Tips:

• Tailor your resume and cover letter to highlight your relevant sales experience and achievements
• Prepare examples of your strategic planning, stakeholder management, and problem-solving skills
• Research Nestle's products, market position, and competition to demonstrate your industry knowledge

ATS Keywords: Sales, Key Account Management, Pharmacy Account Experience, Trade Marketing, Customer Management, Field Sales, Supply Chain Management, Cross-Functional Teamwork, Motivating People, Business Strategy, Sales Analysis, Customer Target Achievement, New Product Development, Regulatory Affairs, Customer Service, Monthly Activity Planning

ASSUMPTION: Applicants should be prepared to discuss their sales strategies, tactics, and results in detail, as well as their ability to work effectively with multiple stakeholders.

🛠️ Tools & Technologies

• Salesforce
• Microsoft Office Suite (Word, Excel, PowerPoint)
• Sales analytics tools (e.g., Tableau, Power BI)
• Project management tools (e.g., Asana, Trello)

ASSUMPTION: Proficiency in relevant sales and project management tools is essential for success in this role.

👔 Cultural Fit Considerations

Company Values:

• Respect
• Excellence
• Integrity
• Collaboration
• Accountability

Work Style:

• Results-driven and entrepreneurial
• Collaborative and inclusive
• Adaptable and resilient
• Strategic and forward-thinking

Self-Assessment Questions:

• How do you demonstrate respect for others in your daily work?
• Can you provide an example of a time when you had to adapt to a significant change in your work environment?
• How do you prioritize and manage multiple projects or priorities effectively?

ASSUMPTION: Applicants should be able to articulate their alignment with Nestle's values and demonstrate their fit with the company's work style.

⚠️ Potential Challenges

• Managing multiple stakeholders with competing priorities
• Adapting to a dynamic and fast-paced work environment
• Balancing strategic planning and tactical execution
• Working in a competitive and evolving market

ASSUMPTION: Successful candidates will be able to navigate these challenges effectively and contribute to Nestle's continued success.

📈 Similar Roles Comparison

• Compared to other key account manager roles, this position has a stronger focus on strategic planning and execution, as well as working with a broader range of stakeholders
• In the FMCG industry, this role is similar to those found in other multinational corporations, with a focus on driving sales growth and market share
• Career progression in this role may involve moving into regional or global roles, or transitioning to a different function within Nestle's organization

ASSUMPTION: Applicants should research similar roles in the industry to better understand the competitive landscape and expectations for this position.

📝 Sample Projects

• Developing and implementing an annual customer plan for a key pharmacy account, resulting in a 15% increase in sales
• Negotiating trading terms with a pharmacy chain to secure favorable terms and improve profitability
• Conducting a sales review and analysis, identifying opportunities for improvement and presenting recommendations to the management team

ASSUMPTION: Applicants should be prepared to discuss their experience with similar projects and the results they achieved.

❓ Key Questions to Ask During Interview

• Can you describe the company's strategy for growing its pharmacy channel business in Vietnam?
• How does this role fit into the overall sales organization, and what are the key priorities for the first 90 days?
• What are the most significant challenges facing the pharmacy channel in Vietnam, and how can this role address them?
• How does Nestle support the professional development and career growth of its sales team members?
• What are the key performance indicators (KPIs) for this role, and how will my performance be measured?

ASSUMPTION: Applicants should ask thoughtful and insightful questions to demonstrate their interest in the role and their understanding of the business.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant sales experience and achievements
• Prepare examples of your strategic planning, stakeholder management, and problem-solving skills
• Research Nestle's products, market position, and competition to demonstrate your industry knowledge
• Follow up with the HR department one week after submitting your application to confirm receipt and inquire about the next steps in the process

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.