WHL KAM

Viatris•Mexico, ME

About The Position

Viatris Healthcare México S. de R.L. de C.V. is seeking a Key Account Manager WHL (Traditional Trade) to drive sales growth, profitability, and market share within the traditional trade channel. This role involves building strong customer relationships, ensuring effective point-of-sale execution, and leading joint business planning. The position focuses on managing key accounts, achieving sales targets, and coordinating with distributors to ensure product availability. The role also includes consolidating and validating customer forecasts, leading a Key Account Executive team, and collaborating cross-functionally with various departments. Continuous improvement, best practice implementation, and data-driven decision-making are also key aspects of this position.

Requirements

Bachelor’s degree in Business Administration, Marketing, or related field.
5–8+ years of experience in Sales, preferably Pharma industry.
Proven experience managing traditional trade channels (distributors, wholesalers).
Strong negotiation and relationship management skills.
Analytical mindset with experience in sales data analysis and forecasting.
Experience in managing trade investments and budgets.

Nice To Haves

Advanced English

Responsibilities

Develop and implement strategic account plans aligned with overall business objectives.
Manage and grow relationships with key customers within the traditional trade channel (With focus on WHL).
Achieve sales targets, volume, revenue, and profitability goals for 2 Main Accounts.
Lead negotiations on pricing, promotions, trade terms, and commercial agreements.
Coordinate with distributors and wholesalers to ensure optimal product availability and coverage.
Monitor and analyze sales performance, market trends, and competitor activity.
Ensure excellence in execution with indirect customers, product availability, right dispersion and price execution.
Develop and implement joint business plans (JBPs) with key accounts.
Identify new business opportunities and expansion areas within the channel.
Manage budgets, trade spend, and return on investment (ROI).
Consolidate, challenge, and validate customer forecasts based on sell-out trends, seasonality, pipeline health, and commercial plans.
Ensure accurate promotional forecasting and post-event performance reviews.
Provide scenario analysis and risk assessments to support decision-making.
Lead a KAE team of 4 people to ensure Sell Thru – Sell in management trough WHL.
Collaborate cross-functionally with Marketing, Supply Chain, Finance, and Sell Out performance teams.
Identify structural gaps between sell-in and sell-out and lead corrective action plans.
Ensure communication and strategical link across Business unit strategies and traditional channel execution.
Ensure fulfillment of indirect PHCH customers demand (23% Sell In) with stretch communication with commercial peers.
Lead performance and development of KAE team.
Implement best practices across traditional channel (Indirect customers).
Drive automation and data-driven decision-making.