Key Account Manager Wholesalers

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The KAM wholesaler is the primary point of contact for key customers who is accountable for overall CHC sales, performance and profitability of the account and is responsible for account relationship and status as well as planning, coordinating and delivering activities across organization


  • To be an expert on the commercial environment and account status by constantly keeping a breadth of the changing commercial environment and the changing influences on their trading model

  • In-depth knowledge of account financial situation, financial payment terms, penalties, commercial conditions and credit situation

  • Understand the logistics and distribution status for the account - distributors, wholesalers they work with, typical supply conditions and terms requested

  • Be aware of ongoing policy proposals and regulations being discussed by the account that may impact Sanofi and provide insights and recommendations to Sanofi teams

  • Assess competitive situation in each account (including strengths, opportunities, weaknesses, and threats). Assess and mitigate risks on business in terms of price cuts, competitors’ threat and alternative source of supply

  • Build and maintain strong business partnerships with key stakeholders in all accounts especially with purchasing committee members, pharmacists, finance department, supply department, hospital store managers in order to position Sanofi as a strategic partner

  • Identify decision-making process within the account and develop a detailed understanding of key stakeholders and their profile and needs

  • Coordinate action plans to engage with account stakeholders across Sanofi teams

  • Develop and agree implementation of Sanofi account plan with key institutions

  • Demonstrate a strategic long-term view and coordinate the development and implementation of account plan with Sanofi teams

  • Demonstrate a strategic long-term view and coordinate the development and implementation of account plan with Sanofi teams

  • Segmentation of account based on potential, performance and profitability – providing insights and recommendations for resource allocation and focus based on type of account

  • Assessing and identifying critical success factors to win in an account (from price to value)

  • Liaise with Sanofi teams to develop and implement appropriate portfolio and services to meet institution account objectives as well as Sanofi business needs

  • Account plan to detail objectives, critical success factors, financial objectives and forecast including proposed profit margin and BOI, actions, investments and timings

  • Accountable for designing, developing and integrating the account plan with the local BU plans

  • Undertakes regular analysis and reviews with key stakeholders, making required alterations to the plan given changes in the environment

  • Achieves overall account sales targets and deliverables in line with the agreed plan

  • Manage commercial policy, contracts, supply and procurement process with institutions

  • Responsible for the implementation of all approved commercial programs, deals, rebates and investments as part of managing the profitability of the portfolio responsibility

  • Maximizing the effectiveness of Trade investments in conjunction with Business Units and Functions

  • Demonstrate net revenue and gross margin growth by applying Trade Investment and Pricing and rationales and tools

  • Ensure commercial conditions are performance-driven, embedded in contracts/Joint Business Plans with customers and delivering portfolio and customer segmentation strategies

  • Leading negotiation and execution of procurement process and coordinating timely completion of contracts with account

  • Liaising with BU and supply chain teams to forecast, track and manage supply (delivery, stock, coverage etc) as per contract terms

  • Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (including the Industry Code of Practice, Sanofi Policies and Procedures and any relevant legal requirements); and demonstrate personal leadership in applying these to all work undertaken

  • Escalates any decisions, or seek the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role

  • Responsible for upholding the integrity of Sanofi's vision

  • Lead and demonstrates best practice and role model behavior within the organization in adherence with the company values and sales force standards charter


  • Business unit (marketing, sales force), supply chain (planning, forecast), customer service, regulatory, finance, trade management (tender manager and tender admin)

  • Commercial buying/procurement team, pharmacy teams, institution administration, business development managers, supply chain and logistics


Education: University Degree in a Business-Related Area, or master

Experience: At least 3-5 years of experience in a senior Marketing, Commercial or R&D

Core competencies & skills:

  • Strategic agility - ability to translate customer needs into a strategy which delivers long term benefits for Sanofi

  • Decision making – the ability to make decisions in complex and ambiguous situations whilst calculating risk

  • Transversal cooperation – influence, persuade, and drive internal alignment

  • Act for change – creating a compelling vision to proactively shift from a “product" to “customer” mindset

  • Quick learner, flexible and able to adapt to an ever-evolving working environment and competitive market dynamics

  • Entrepreneurial spirit

  • Ability to use market and shopper data sets to build commercial arguments/propositions

  • Business related financial knowledge, understands how to optimize P&L, and can produce business plans

  • Excellent verbal & written presentation, communication, selling and negotiation skills

  • Excellent relationship building skills

  • Mandatory country language fluent speaking, English is an advantage

  • Project management skill

  • Detail oriented and organized

  • Excellent time management and prioritization skills

At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

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