Author Topic: Key Account Executive Trade, Wholesale and Retail - Abuja Job at GlaxoSmithKline Nigeria  (Read 176 times)


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Job Title: Key Account Executive Trade (Wholesale and Retail)

Reference: 120314-1

Location: Abuja, Nigeria

Reporting To (Job Title): Commercial Trade Channel Lead

Type of position: Permanent

Employer: GlaxoSmithKline (GSK)

Job Purpose/Scope: Responsible for planning and forecasting the annual key accounts plan and business plan for the assigned territory, new product launches & list of products, sales/ performance/ profitability, forecasting, promotional campaign planning and execution for increasing Brand visibility.

Key Responsibilities:

•   Responsible for achieving sales targets through key accounts and individual pharmacies by managing Distributors, Key Accounts and commercial sales representatives in the assigned territory

•   Maintain market share of products and business development by analyzing and cross checking competitors’ activity.

•   Optimize and manage the bonus free goods, discounts, commercial (if applicable) schemes effectively

•   Liaison/Point of contact between the key accounts and all business units

•   Evaluate the potential and develop strategies to realize the potential of the key accounts and individual pharmacies.

•   Establish contacts and develop relationships with key accounts and identify the decision making process and account mapping to ensure leverage of company priorities.

•   Qualitative and quantitative analysis of markets in terms of potential size and share for the product

•   Ensuring achievement of sales targets, local market targets, profitability, and market share and monitoring of inventory.

•   Conduct and arrange conferences/presentations, CMEs for the pharmacies & pharmacists, pharmacy programs.

•   Align with Trade Marketing for specific pharmacy marketing activities

•   Develop commercial deals by leveraging GSK portfolio to increase sales and reduce cost.

•   Present GSK in a very professional way to customers through structured and organized working.

•   To work closely with all business functions to align on common objectives

Qualifications, Experience:

•   Candidate must have a University education degree. An advanced degree (MBA) is a plus from a reputed globally recognized University.

•   Candidate must have at least 4-5 years of relevant Sales & pharmaceutical experience within a reputable pharmaceutical company.


•   Deep knowledge of Local market – Chain pharmacies, individual pharmacies and hospitals.

•   Candidates should be commercial and sales focused.

•   A consistent track record on performance

•   Should be analytical and have good business acumen.

•   Good Presentation skills

•   Organized and Team player

•   Technically competent

•   High level of self-motivation and enthusiasm.

•   Result oriented

•   High end negotiation skills

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