Job Summary

The Key Account Sales Office Manager directs sales and operational performance across the branch’s pharmaceutical distribution portfolio. The role focuses on managing relationships with major pharmacy chains and high-volume key accounts, cascading company sales and toll-manufacturer targets across sales reps, tracking withdrawal/consumption rates, enforcing credit terms and debt collection schedules, managing expired medicine returns, and reactivating dormant pharmacy accounts.

Key Responsibilities & Tasks 1. Pharma Strategic Planning & Target Allocation

• Align office targets with corporate pharmaceutical distribution strategies and vendor/supplier agreements.
• Allocate gross sales targets and specific pharma company/manufacturer quotas across key account representatives and branch territories.
• Develop operational field sales plans and execute corrective actions to address revenue or collection shortfalls.

2. Key Account Sales & Portfolio Reactivation

• Monitor ordering patterns and stock turnover (pull-out rate) of key pharmacy accounts to maximize basket size and order fulfillment.
• Lead direct field visits to key pharmacy owners and procurement managers to reactivate dormant accounts and secure continuous supply contracts.
• Oversee commercial trade deals, volume discounts, and quarterly bonus agreements in full compliance with corporate pricing policies.

3. Receivables, Aging & Credit Risk Management

• Supervise the daily collection of outstanding receivables from pharmacies in accordance with established credit limits and aging cycles.
• Audit financial aging reports and open ledgers with the Finance/Credit Control Department.
• Resolve bounced and contested checks directly with pharmacy decision-makers while mitigating credit risk.

4. Customer Retention & Quality of Service

• Ensure prompt resolution of pharmacy complaints regarding delayed deliveries, short shipments, or billing discrepancies.
• Manage the monthly returns process for expired, near-expiry, and damaged medicines in compliance with Egyptian pharmaceutical regulatory standards and company return policies.
• Gather competitor intelligence regarding trade discounts, payment terms, and market stock availability.
• Plan and evaluate field visit schedules (routing and coverage) for key account executives.

Key Performance Indicators (KPIs)

• Pharma Target Achievement: Branch overall sales volume & specific pharma supplier target achievement.
• Collection & Aging Rate: DSO (Days Sales Outstanding) & debt collection compliance rate.
• Near-Expiry & Return Ratio: Expired medicine returns ratio within allowable company thresholds.
• Active Account Rate: Percentage of active vs. dormant chain/independent key pharmacies.
• Customer Retention Rate: Key account satisfaction, order frequency, and retention index.

Job Requirements & Qualifications

• Education: Bachelor's degree (Pharmacy, Veterinary Medicine, Science, or relevant discipline preferred).
• Experience: 5+ years of track record in pharmaceutical distribution / key accounts management, including field supervision experience.
• Computer Skills: Very Good proficiency in ERP systems (e.g., SAP, Oracle, MS Dynamics) and MS Excel for data analysis and target tracking.
• Language Skills: Good command of written and spoken English.