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KAM Wholesalers Pharma
City: Barcelona
We are Reckitt
Home to the world's best loved and trusted hygiene, health, and nutrition brands. Our purpose defines why we exist: to protect, heal and nurture in the relentless pursuit of a cleaner, healthier world. We are a global team united by this purpose. Join us in our fight to make access to the highest quality hygiene, wellness, and nourishment a right and not a privilege.
Our Sales teams help to deliver Reckitt's purpose by building shared success with our customers, making access to the highest quality hygiene, wellness, and nourishment possible in‑stores and online. Within Sales, we're focused on achieving outperformance across all of our channels, operating in highly competitive categories. This focus results in a dynamic, fast paced environment where cross functional teams are encouraged to collaborate to achieve success. We have around 10,000 sales people across the world, within market roles and ranging in areas like Field Sales, Key Accounts, Trade Marketing and Category Development.
About the role
You will be responsible to maximize product availability, visibility, and sell‑out performance in pharmacies by managing and developing wholesalers as strategic partners, ensuring flawless execution of commercial plans across the distribution network, both direct and indirect. Ensure that wholesalers become an effective extension of the company’s commercial strategy, moving the product efficiently, push the right portfolio, and enable strong performance at pharmacy level. Also you will explore and develop the vending channel, ensuring the right assortment and plan execution.
Your responsibilities
Drive Sell In Through Wholesalers
* Negotiate commercial conditions, incentives, and annual agreements
* Ensure optimal stock levels, rotation, and service levels
* Secure the right assortment and portfolio prioritization
Boost Sell Out in Pharmacies (Indirect)
* Deploy trade marketing programs through wholesalers
* Ensure wholesalers’ sales reps promote the right products
* Monitor pharmacy coverage, frequency, and execution quality
Manage and Develop Wholesaler Partnerships
* Build strong relationships with purchasing, commercial, and field teams
* Train wholesaler teams on product knowledge and category insights
* Align wholesalers with brand strategy and commercial priorities
Ensure Operational Excellence
* Track KPIs: stock, service level, penetration, sell out, returns
* Analyze data to detect gaps and opportunities
* Coordinate with Supply Chain to avoid stockouts or overstock
Execute National Strategy at Local Level
* Translate national commercial plans into wholesaler specific actions
* Ensure compliance with pricing, promotions, and visibility guidelines
* Provide market feedback to Marketing, Trade, and Sales leadership
The experience we’re looking for
3-5 years of experience in same role or similar
Deep knowledge of Indirect Pharma Channel
Good analytical skills and management of Data analystics tools (Excel, Power BI, Google Analytics, IQVIA)
English and Spanish Proficiency
The skills for success
Key Account Management, Ecommerce, Analysing sales data, Leadership skills, Consumer Insights, Shopper Insights, Category Analysis, Collaboration and partnership skills, Influencing, Consultative Selling, Customer strategy, Channel strategy, Sales strategy development, Perform product planning, Business accumen, commercial accumen, Sales negotiation, P and L Management, Strategy Execution, Operational Excellence.
What we offer
With inclusion at the heart of everything we do, working alongside our four global Employee Resource Groups, we support our people at every step of their career journey, helping them to succeed in their own individual way. We invest in the wellbeing of our people through parental benefits, an Employee Assistance Program to promote mental health, and life insurance for all employees globally. We have a range of other benefits in line with the local market. Through our global share plans we offer the opportunity to save and share in Reckitt's potential future successes. For eligible roles, we also offer short-term incentives to recognise, appreciate and reward your work for delivering outstanding results. You will be rewarded in line with Reckitt's pay for performance philosophy.
Equality
We recognise that in real life, great people don’t always 'tick all the boxes'. That’s why we hire for potential as well as experience. Even if you don’t meet every point on the job description, if this role and our company feels like a good fit for you, we still want to hear from you. All qualified applicants will receive consideration for employment without regard to age, disability or medical condition; colour, ethnicity, race, citizenship, and national origin; religion, faith; pregnancy, family status and caring responsibilities; sexual orientation; sex, gender identity, gender expression, and transgender identity; protected veteran status; size or any other basis protected by appropriate law.
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