全职 Key Account Manager (Commercial Trade Channel - IVF Centres) 工作, 薪水 up to MYR 8,000, BSV Bioscience Malaysia Selangor 公司招聘中 - Ricebowl

Job Summary

The Key Account Manager holds end-to-end ownership of BSV's fertility and women's health portfolio across two channels: local key account pharmacy chains (the primary focus, approximately 70% of the role) and a select group of priority IVF centres, maintained mainly to protect share of voice (approximately 30% of the role). This role combines trade account management, ATL/BTL activation, scientific engagement, and business analytics to secure market leadership, strengthen customer partnerships, and deliver sustainable growth across both channels.

Key Responsibilities

• Own and manage the commercial relationship with local key account pharmacy chains, including BCG, Healthlane, AA, Alpro, Mega Kulim, and Sunway Multicare.
• Develop and execute account-specific joint business plans with each pharmacy chain, covering listing, pricing-volume contracts, shelf presence, and promotional calendars.
• Negotiate and manage trading terms, rebates, and VIP pricing-volume agreements with pharmacy chain headquarters and category buyers.
• Plan, execute, and evaluate trade activation programmes across both Above-The-Line (ATL) and Below-The-Line (BTL) channels to drive footfall, sell-out, and brand visibility within these accounts.
• Coordinate in-store BTL activities such as counter promotions, pharmacist detailing, patient education corners, bundling, and point-of-sale materials in coordination with the brand and trade marketing teams.
• Align ATL support (digital, social, and mass-media campaigns) with in-store BTL execution to ensure a consistent go-to-market push at account level.
• Track sell-in and sell-out performance by pharmacy account, identifying gaps and opportunities to grow share of shelf and share of category.
• Manage inventory levels, stock freshness, and planogram/display compliance in-store, in coordination with each chain's category and merchandising teams.
• Conduct regular product knowledge and selling-skills training for pharmacy chain staff and pharmacists to strengthen counter recommendation and conversion.
• Conduct Quarterly Business Reviews (QBRs) with each pharmacy chain, aligning business objectives and ensuring execution excellence.
• Build strong working relationships with pharmacy chain buyers, category managers, area managers, and store-level pharmacists, extending to executive-level stakeholders at chain HQ where relevant, to strengthen partnership and secure preferred positioning.
• Drive sales performance across the pharmacy channel, ensuring achievement of monthly, quarterly, and annual targets.
• Maintain professional relationships with a select group of priority fertility specialists and O&G consultants at key IVF centres, focused on protecting share of voice.
• Deliver periodic scientific updates and product knowledge to sustain brand visibility and recall among these priority accounts.
• Plan and execute light-touch field visits to sustain presence and relationships without displacing focus from the core pharmacy channel.
• Monitor competitive share-of-voice at these centres and flag any erosion for follow-up action.
• Analyse monthly sell-in/sell-out and category data by pharmacy account to identify account and territory gaps, and to size growth opportunities.
• Prepare and present Monthly Performance Reviews (MPRs) to internal management, with account-level and chain-level performance breakdowns.
• Monitor competitor activities, pricing strategies, promotions, and new product listings within the pharmacy trade channel.
• Track and report on trade activation ROI (ATL/BTL spend vs. sell-out uplift) and trading-term/rebate cost efficiency, ensuring data-driven decision-making.
• Provide monthly forecast and demand-planning input by pharmacy account to support supply chain and inventory planning.
• Partner with marketing to translate pharmacy channel insights into campaign and merchandising recommendations.
• Work closely with trade marketing, regulatory, supply chain, and finance teams to ensure flawless execution of pharmacy account plans and trade activations.
• Collaborate with trade marketing on the design and rollout of ATL/BTL activation assets and calendars for local key account pharmacies.
• Support new product launches by coordinating listing, activation, and training rollout across pharmacy chains.
• Coordinate with the medical affairs team as needed to support the IVF centre share-of-voice component of the role.
• Collaborate with local and global teams to align local execution with broader corporate strategies.
• Ensure all promotional activities, including ATL/BTL trade activations, comply with regulatory and ethical standards.
• Build trust and credibility with healthcare professionals and pharmacy partners through transparent communication and scientific integrity.
• Act as a brand ambassador for BSV, representing the company's values and mission in fertility care.

Requirements

• Bachelor's Degree in Life Sciences, Pharmacy, Business, Marketing or related field.
• Minimum 4–6 years of key account management experience within the pharmacy/retail trade channel (chain pharmacies, drugstores, or modern trade), preferably in the pharmaceutical or consumer healthcare industry.
• Demonstrated experience negotiating trading terms, joint business plans, rebates, and listing agreements with pharmacy chain HQ buyers and category managers.
• Hands-on experience in trade activation (ATL/BTL), merchandising, and category management within a pharmacy or FMCG retail environment is essential.
• Exposure to digital/omnichannel trade engagement tools is an advantage.
• Prior exposure to clinical or hospital account engagement (e.g. IVF centres) is an advantage but not essential, given the limited scope of that component.
• Strong negotiation, communication, and relationship management skills with trade buyers.
• Ability to analyse sales data and develop strategic account plans.
• Proficiency in CRM tools and Microsoft Office applications, with strong Excel skills.
• Possess own transport and willing to travel.

Key Attributes

• Commercially astute pharmacy-trade operator, comfortable owning P&L-level negotiations, category management, and trade activation ROI.
• Strategic thinking and strong commercial acumen in the modern pharmacy retail channel.
• Able to flex into a light-touch clinical relationship-management mode for the smaller IVF share-of-voice component.
• Strong collaboration with cross-functional teams (trade marketing, marketing, regulatory, supply chain).
• Agility in adapting to evolving pharmacy retail and healthcare market dynamics.
• High level of integrity, professionalism, and accountability.

Pay: RM7,000.00 - RM8,000.00 per month

Benefits:

• Cell phone reimbursement
• Health insurance
• Maternity leave
• Opportunities for promotion
• Professional development

Work Location: In person