Key Account Manager (Pharmacy Channel)

An exciting opportunity has arisen for a Key Account Manager to join a leading organisation in Ho Chi Minh City, focusing on the dynamic pharmacy channel across Vietnam. This role is perfect for someone who thrives on building and nurturing strategic partnerships with major pharmacy chains, e-wholesalers, and modern trade customers.

You will play a pivotal part in driving sales growth, expanding market share, and elevating brand visibility through best-in-class account management and execution excellence. The position offers significant exposure to cross-functional teams, including Sales, Marketing, Supply Chain, Finance, and Regulatory Affairs, ensuring you are at the heart of commercial decision-making. With up to 40% travel required, this role provides an excellent platform for those who enjoy engaging directly with clients and stakeholders across the country. If you are looking for a role that values your expertise in negotiation, relationship-building, and data-driven strategy while offering flexibility and opportunities for professional development, this could be your next career move.

• Play a key role in shaping the pharmacy channel landscape by managing relationships with top pharmacy chains, e-wholesalers, and modern trade partners throughout Vietnam.
• Enjoy a collaborative environment where your ability to connect with cross-functional teams—Sales, Marketing, Supply Chain, Finance—will be highly valued as you drive commercial success.
• Benefit from flexible working opportunities and the chance to travel nationwide (up to 40%), allowing you to build a strong professional network while making a tangible impact on business growth.

What you'll do:

As a Key Account Manager – Pharmacy Channel based in Ho Chi Minh City, you will be entrusted with developing robust strategies that foster long-term partnerships with leading pharmacy chains, e-wholesalers, and modern trade customers across Vietnam. Your day-to-day responsibilities will involve crafting joint business plans that set ambitious yet achievable sales targets while prioritising product portfolios aligned with market needs. You will take ownership of negotiating commercial agreements that balance profitability for both parties while ensuring sustainable growth. By working collaboratively with Trade Marketing teams, you will bring campaigns to life both in-store and online—maximising brand presence at every customer touchpoint. Your analytical skills will be put to use as you monitor key performance indicators such as sell-in/sell-out rates and market share trends; these insights will inform your recommendations during regular business reviews. Additionally, you will play an integral role in omnichannel development by leveraging digital platforms to enhance distribution reach. Success in this position requires not only operational excellence but also unwavering commitment to compliance and ethical conduct.

• Develop comprehensive account strategies tailored to key pharmacy chains, e-wholesalers, and modern trade customers to ensure alignment with overall business objectives.
• Build and execute Joint Business Plans (JBPs) with major accounts that include clear sales targets, product portfolio priorities, promotional calendars, and investment frameworks.
• Lead complex negotiations covering trade terms, pricing strategies, commercial agreements, and marketing investments to secure mutually beneficial outcomes.
• Manage profit and loss at the account level by monitoring sales revenue, gross margin performance, trade spending efficiency, and return on investment for all initiatives.
• Drive superior execution across both in-store and online touchpoints by collaborating closely with Trade Marketing to implement activation campaigns and shopper marketing initiatives.
• Establish strong partnerships with e-wholesalers and digital B2B platforms to expand distribution reach and optimise product visibility within omnichannel environments.
• Oversee accurate forecasting and demand planning processes by working hand-in-hand with internal teams and external partners to ensure optimal product availability.
• Monitor account performance using key KPIs such as sell-in/sell-out rates, market share evolution, distribution breadth, assortment quality, and promotion ROI; identify corrective actions as needed.
• Conduct regular business reviews with customers as well as internal stakeholders to assess progress against objectives and refine strategies accordingly.
• Ensure all commercial activities comply fully with company policies and local regulations while maintaining transparency in contract management and upholding high ethical standards.

What you bring:

To excel as a Key Account Manager – Pharmacy Channel in this role based in Ho Chi Minh City, your background should reflect extensive experience managing key accounts within Vietnam’s fast-evolving pharmacy sector or related modern trade environments. Your track record should highlight successful negotiation of commercial agreements that have delivered tangible value for both your organisation and its partners. A solid educational foundation—ideally at bachelor’s level or higher—in business-related disciplines will support your ability to navigate complex commercial landscapes. Fluency in Vietnamese is crucial given the need for seamless communication across local networks; basic English proficiency will further enable collaboration within multinational teams. Your approach should blend strategic foresight with practical execution skills so that ambitious plans translate into real-world achievements. Interpersonal strengths are vital: you must be able to nurture trust-based relationships internally—with colleagues from Sales through Supply Chain—and externally—with customers ranging from traditional pharmacies to cutting-edge digital platforms. Analytical rigour underpins your work as you interpret performance metrics to guide continuous improvement efforts. Above all else, your commitment to ethical conduct ensures every partnership is built on transparency and mutual respect.

• 5–8+ years of proven experience in Key Account Management within Vietnam’s pharmacy chains or modern trade sectors (FMCG/healthcare), or substantial exposure to e-commerce/e-wholesaler channels.
• Demonstrated expertise in negotiating complex commercial agreements—including JBPs—and managing trade investments effectively for maximum ROI.
• A deep understanding of the Vietnamese pharmacy retail environment coupled with hands-on experience working alongside distributors or indirect channels.
• Bachelor’s degree in Business Administration, Marketing, Pharmacy or a related field is essential; further qualifications are advantageous.
• Fluency in Vietnamese is mandatory along with at least basic proficiency in English for effective communication across diverse teams.
• Exceptional commercial acumen combined with strong financial analysis skills enabling sound decision-making based on data-driven insights.
• Strategic thinking abilities paired with an execution-focused mindset that ensures plans are translated into measurable results efficiently.
• Outstanding relationship-building capabilities supported by excellent stakeholder management skills across internal departments and external partners alike.
• Agility in problem-solving situations complemented by adaptability when responding to evolving market conditions or customer requirements.
• High integrity standards demonstrated through consistent compliance orientation and transparent handling of contracts or trade investments.

What sets this company apart:

This organisation stands out as a leader within Vietnam’s healthcare sector due to its unwavering commitment to quality partnerships and sustainable growth. Employees benefit from an inclusive culture where collaboration between departments is encouraged—ensuring everyone’s voice is heard when shaping commercial strategies. The company places great emphasis on professional development through ongoing training opportunities designed to keep team members ahead of industry trends. Flexible working arrangements allow staff to balance their personal commitments while contributing meaningfully at work. With a reputation for ethical business practices and transparent operations, this employer fosters an environment where integrity is celebrated alongside achievement. Joining this team means becoming part of a supportive network dedicated not only to business success but also the wellbeing of its people—making it an ideal place for those seeking both challenge and fulfilment in their careers.

What's next:

If you are ready to make a meaningful impact within Vietnam’s thriving pharmacy channel sector while advancing your career among passionate professionals—this is your moment!

Due to the high volume of applications we are experiencing, our team will only be in touch with you if your application is shortlisted.