Pfizer National Key Accounts Manager Corporate Retail and Export in Sandton, South Africa


Summarize the primary purpose & key accountabilities of the position, including scope of responsibility in 5-7 concise sentences.

This National Key Account Manager is responsible for managing National and Regional Key accounts for Corporate retail and Exports delivering on the financial sales & cost objectives, maintaining a long term relationship with accounts and maximising sales opportunities within them.


In order of importance, list the primary responsibilities critical to the performance of the position. It is recommended not to list actual tasks but focus on essential responsibilities that highlight accountability and level of judgment required.It may also be useful to include key performance measures

Key accountabilities:

  • Full accountability and management of assigned portfolio of National Key Accounts

  • Responsible for the development and achievement of sales through DSV distributor.

  • Responsible for the development and achievement of sales for the Export division

  • Responsible for shelf health in Corporate Retail through the close management of Pack n Stack (Agility) Sales & merchandising agency.

  • Focusing on driving trade advertising activities to ensure profitable growth of accounts.

  • Act as the key interface between the customer and all relevant divisions within the account business.

  • Preparation of business plans & business reviews for Corporate Retail and Export accounts

  • Negotiating and signing of Trading Terms agreements for Corporate Retail and Export

  • Managing Trade Advertising Budgets

  • Prepare and deliver effective selling presentations that implement approved Customer Business Plans and employ effective negotiating strategies

  • Playing an integral role in ensuring roll out of new product launches and ensuring product listing in all accounts.

  • Play an integral role in ensuring roll out of products into new geographic opportunities within Export (Africa)

  • Develop timely and accurate forecast (volume and value) for assigned accounts and revise throughout the year.

  • Identify and grow opportunities within portfolio and collaborate with sales teams to ensure growth attainment.

  • Develop a trusted advisor relationship with National and Regional Key Accounts, Customer stakeholders and Executive

Performance Measures:

  • Delivers against Account Portfolio plan objectives, contributing to total affiliate plan delivery.

  • Contributes towards Gross to Net deliverables i.e. Rebates and other trade deductions

  • Monthly PCH Management report on Account review and trend analysis

  • Ensuring adherence to Pfizer policy and compliance requirements in the execution of all tasks - MAPP, Patient safety via CEP & YRR, Marketing Code, PT&E, other SOPs

  • ORGANISATIONAL RELATIONSHIPS Provide the primary groups or key positions that this position will have interaction with as a regular part of the position responsibilities (i.e. key stakeholders). Include any external interactions as appropriate.

  • Reports to Senior National Accounts Manager, South Africa.

  • Internal Interactions: Commercial Lead, Sales, Marketing, Medical, Regulatory Affairs, Finance, Logistics, Legal,

  • External Interactions: Key Account customers both Corporate Retail and Export, DSV Distributor, Pack n Stack Agility Sales and Merchandising, Export Distributors


  • Accountable for the management of the Trade Marketing budget for the assigned portfolio of Corporate Retail and Export

  • Key Accounts. EDUCATION, SKILLS AND EXPERIENCE Indicate the formal education, certification or license required and/or preferred. Include the minimum number of years of relevant experience required for the position (where legally permissible).

  • Post graduate qualification in relevant field (degree, diploma or certificate)

  • Minimum of 5-8 years sales experience

  • Minimum 3 years Key Account Management experience in a senior role within OTC/Health & Wellness industry

  • Minimum 2 years sales experience in Export Markets

  • Demonstrable experience in negotiating and meeting clients requirements

  • Sound negotiation skills to ensure business to business success and growth.

  • Strong account management and relationship building skills - demonstrable connections/business relationships within Corporate retail accounts

  • Hands on experience with AC Nielsen software and MS Excel

  • A highly analytical, positive and driven individual with strong commercial acumen

  • Strong influencing skills with an ability to interact effectively with senior leaders & cross functionally

  • Excellent communication skills, including presentations, meeting facilitation, and one-on-one/small group

  • Ability to lead and motivate internal (PCH) and external (PnS) team members as well as Export Distributors.

  • Demonstrable experience in problem-solving and entrepreneurship

  • Track record of developing winning plans to deliver against set targets

  • Operates with a high degree of autonomy - only very minimal review required ahead of big meetings/presentations

  • TECHNICAL SKILLS REQUIREMENTS Indicate the technical skills required and/or preferred, as applicable.

  • Exceptional P&L literacy to drive Gross to Net optimisation

  • High level of IT literacy in Microsoft office applications (PowerPoint, Excel, Word)

  • PHYSICAL POSITION REQUIREMENTS Note the physical conditions in which work will be performed, if applicable to the position. Examples: Lifting, sitting, standing, walking, ability to travel, drive, unusual attendance requirements, weekend work or travel requirements, etc.

  • Sandton based

  • Travel required - within South Africa and Africa

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.