π Core Information
πΉ Job Title: Pharmacy Channel Manager (Key Account)
πΉ Company: Nestle Operational Services Worldwide SA
πΉ Location: Ho Chi Minh City, Vietnam
πΉ Job Type: On-site
πΉ Category: Sales & Business Development
πΉ Date Posted: May 19, 2025
πΉ Experience Level: 10+ years
πΉ Remote Status: On-site
π 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.
π Key Responsibilities
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Define and execute strategies and plans (JBPs) for the Customer (s) in line with business requirements
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Ensure achievement of agreed Customer(s) targets/KPIs
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Liaise with internal stakeholders (Supply Chain, Commercial Development Team, Sales Field, Marketing) to make sure customer-related activities are aligned and executed on time
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Dealing with trading terms/monthly activity to execute the plans in pharmacy key accounts for NHS core and VMHS business
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Conduct monthly/quarterly sales review, analysis and contribute to the MBP cycle
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Liaise with NESA BGS and Customer service teams to ensure VMHS orders are serviced within the standard lead time
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Liaise with Marketing and Regulatory Affairs teams for new product listing with customers and NPD registration for VMHS distributors
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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.
π― 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.
π° 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.
π Applicant Insights
π 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.
π 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.
π 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.
πΌ 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.
π οΈ 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.
π 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.
β οΈ 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.
π 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.
π 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.
β 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.
π 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
β οΈ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.