Key Accounts Manager At Elizabeth Maddeux

Role Purpose

The Key Accounts Manager (KAM) is responsible for managing, growing, and strengthening strategic relationships with retail chains, distributors, hospitals, and institutional buyers. The role focuses on driving revenue growth, expanding product visibility and availability, and delivering mutually beneficial commercial outcomes.

Key Responsibilities

Account Strategy & Development

• Develop and execute strategic account plans and Joint Business Plans (JBPs) aligned with company objectives.
• Lead contract negotiations, pricing agreements, listings, and commercial terms with key partners.
• Identify opportunities to expand product portfolio penetration within assigned accounts.
• Build long-term, trust-based relationships with key decision-makers and stakeholders.

Revenue & Performance Management

• Deliver agreed revenue, volume, and growth targets across key accounts.
• Monitor sales performance using dashboards, reports, and KPIs; identify gaps and implement corrective actions.
• Ensure optimal product availability, shelf presence, and visibility across partner outlets.
• Track account profitability and ensure compliance with agreed commercial terms.

Operations & Cross-Functional Coordination

• Collaborate with Supply Chain to forecast demand and prevent stock-outs or overstocking.
• Coordinate with Marketing on promotions, in-store activations, and visibility campaigns.
• Conduct routine store visits, audits, and compliance checks to ensure execution excellence.
• Ensure accurate and timely reporting of account activities and performance.

Team Collaboration & Oversight

• Supervise and support Key Account Associates or assigned field resources.
• Provide coaching, performance feedback, and on-the-job development.
• Work closely with Marketing, Supply Chain, Finance, and the National Sales Manager to deliver integrated account solutions.

Qualification & Experience Requirements

• Bachelor's degree in Sciences, Pharmacy, Business Administration, or a related field.
• Minimum of 3 - 5 years' experience in Key Accounts Management, B2B Sales, or Business Development.
• Proven experience managing retail chains, distributor networks, or large corporate accounts.
• Strong negotiation, communication, and relationship management skills.
• Demonstrated ability to analyze sales data and use insights for decision-making.
• Experience with institutional selling (HMOs, clinics, hospitals, or government institutions).
• Exposure to trade, ethical, or healthcare sales channels.
• Previous experience supervising or mentoring junior staff.

Personality & Competency Profile

The ideal candidate is:

• Relationship-driven and customer-centric.
• Commercially astute, analytical, and well-structured.
• Proactive, persuasive, and solution-oriented.
• Results-driven with strong execution discipline.
• A collaborative team player with high integrity and accountability.

Key Performance Indicators (KPIs)

• Revenue and volume growth across key accounts.
• Product listing expansion and portfolio penetration.
• Stock availability and visibility compliance.
• Account profitability and contract adherence.
• Quality of reporting and cross-functional collaboration.

Compensation & Benefits

• Salary Range: 400,000 - 500,000 per month (gross), commensurate with experience.
• Performance-based incentives linked to key account deliverables.
• Health insurance, pension, and statutory benefits.
• Paid leave and travel allowances.
• Professional development and career growth opportunities.

Work Environment

This role requires a high level of professionalism, frequent client engagement, and national travel. The Key Accounts Manager will operate in a performance-driven environment that values initiative, collaboration, and continuous improvement.