National Key Account Manager (UK)
About Chanelle Pharma:
This is an opportunity to be part of a dynamic team within Chanelle Pharma’s Key Accounts division. We are
looking for individuals who will support Chanelle Pharma’s vision to be the most valued global provider of
high quality, competitively priced pharmaceutical products and provide excellent services and support to our
customers.
In this role you will report into the Head of Strategic Accounts and be responsible for the management of a
number of strategic customers. The National Key Account Manager will develop relationships with leaders of
these key partner businesses and be fully accountable for the management of tenders, contract negotiations
and driving conversion to the Chanelle Pharma portfolio.
The ideal candidate will be a dynamic, self-starter who can bring new ideas to facilitate the significant
growth that these accounts have the potential to deliver. The National Key Account Manager will be
responsible for a significant revenue stream and account allocation is flexible dependent on experience.
Existing Animal Health key account management experience is essential and the successful candidate will
demonstrate an exceptional level of business and financial acumen.
KEY RESPONSIBILITIES:
• Achieve key account sales, profit and growth objectives, in line with company targets
• Grow Chanelle Pharma’s reputation and profile through the development of mutually beneficial
partnerships with key customers
• Strategically plan each negotiation, identify the interests of both parties and strive to win
concessions while maintaining a strong and positive relationship with key accounts
• Establish connections with a broad range of contacts across the designated accounts, not only
procurement teams
• Develop key account business plans to include identification of expansion opportunities and tactics
for successful implementation
• Manage account performance against planned budgets and provide accurate forecasting to support
contracted business, ensuring consistent supply
• Produce net sales and profit margin reports that effectively document current activity and future
strategy
• Work closely with the Technical Support Manager to ensure technical resources are utilised
effectively within key accounts and deliver positive ROI
• Utilise the internal margin workbook to design commercial proposals suitable for current tender
opportunities, ensuring the Chanelle Pharma offering is competitive but also aligned to margin
expectations
• Collaborate effectively with both internal stakeholders and wholesalers to ensure customer
expectations can be met or managed
• Collaborate effectively with the National Sales Manager to ensure tender outcomes and promotions
are maximised at practice level
• Identify products which are not achieving desired compliance and communicate practice level
improvement strategies to the National Sales Manager
• Work closely with the Commercial Manager to support monthly rebate processing
• Maintain current and accurate records of all customer interactions within the CRM system
• Maintain current and accurate records of agreed rebate terms for all designated accounts
• Work closely with the Business Operations team to maintain current and accurate records of
National Account member changes
• Use Salesforce data to interpret buying trends and monitor account sales
• Maintain a good level of technical product knowledge
• Develop new relationships with potential partners to establish Chanelle as a partner of choice for
new and future business opportunities
QUALIFICATIONS & COMPETENCIES:
• Previous experience of managing Animal Health key accounts (within last 3 years)
• Previous experience managing veterinary wholesalers is beneficial
• Proven track record in establishing, growing and maintaining profitable long-term relationships with
Animal Health key accounts
• Commercially minded individual with exceptional negotiation skills and sales ability
• A confident, likeable and persistent personality
• Expert level skills on Microsoft Office, including Excel, PowerPoint and Word
• Exceptional business acumen and commercial judgement
• Exceptional planning and time management skills with a strong focus on delivering strategic goals
• Highly credible with exceptional communication and interpersonal skills, able to interface effectively
with both the customer and internal personnel
• A strong team player with the ability to work on their own initiative
• Willingness to travel throughout the UK regularly and make infrequent visits to our Head Office in
Loughrea
• AMTRA/NOAH Qualified (desirable but not essential)
• Degree qualified (desirable but not essential)
PHYSICAL DEMANDS: Health & Safety requirements (e.g., Manual Handling Training)
• Manual Handling
• VDU
