Key Account Manager - Wholesalers

Description: Responsible for the strategic development and profitable growth of the wholesaler channel in Spain.

Purpose:

The Key Account Manager – Wholesalers will play a pivotal role in accelerating Bayer Consumer Health growth through the indirect route to market in Spain. The role will respond to the need to strengthen distribution and reach in non-visited pharmacies through the wholesaler channel.

The KAM will translate market, customer and distribution insights into clear account plans, manage customer relationships and deliver profitable growth with assigned wholesalers, directly influencing more than 25% of the Consumer Health business in Spain.

The role reports to the Head of Sales Spain and works cross-functionally with key internal stakeholders across Sales, Brand Marketing, Trade Marketing, Finance, Logistics and Order to Cash.

Key Responsibilities:

1. Own the commercial relationship with assigned wholesaler customers for Bayer Consumer Health brands, acting as the primary point of contact.

2. Develop and execute strategic account plans based on customer potential, market insights, channel dynamics, distribution opportunities and commercial priorities.

3. Lead annual negotiations and joint business planning, securing sustainable agreements that balance customer value, sales growth, profitability, market share and brand objectives.

4. Build trusted relationships with customer decision-makers and develop a strong internal stakeholder network to align priorities, remove barriers and accelerate execution.

5. Ensure end-to-end execution of commercial agreements through clear follow-up with customers and internal teams, translating account plans into concrete actions and measurable outcomes.

6. Co-create and execute annual promotional and activation calendars with Trade Marketing and Marketing, including assortment strategy, innovation launches, offline and online visibility, and promotional effectiveness.

7. Monitor account performance through clear KPIs, customer P&Ls and regular business reviews; identify risks and opportunities and take corrective action to deliver commitments.

8. Maintain a strong customer-contact rhythm throughout the year, including regular customer reviews and field contact where relevant, and champion a superior customer experience across physical and digital touchpoints.

Main Objectives of the Role:

Accelerate profitable growth through the wholesaler channel in Spain, strengthening distribution and execution for Bayer Consumer Health brands in non-visited pharmacies.

Secure consistent visibility and execution for Bayer Consumer Health brands across assigned wholesaler customers and the pharmacies served through this channel.

Skills & Qualifications:

Core Competencies

• Strategic mindset: translates market, channel and customer insights into focused account strategies and clear priorities.

• Strong drive for results: takes ownership, maintains pace and converts plans into measurable commercial outcomes.

• Customer focus and relationship building: establishes credibility and trusted partnerships with customer stakeholders.

• Influencing and collaboration: aligns cross-functional stakeholders without relying on formal authority.

• Negotiation and commercial acumen: prepares scenarios, understands value drivers, protects profitability and reaches sustainable win-win agreements.

• Planning, analytical thinking and complexity management: prioritizes effectively, uses data to make decisions and manages multiple workstreams with discipline and clarity.

Leadership Competencies

• Courage and ownership

• Learning agility and innovation

Education and Experience:

• University degree required; business, economics, marketing or a related field preferred.
• 3-5 years of experience as a Key Account Manager within the pharmaceutical industry, with deep knowledge of the pharmaceutical wholesaler channel and a proven track record of managing strategic customer relationships and leading complex commercial negotiations.

• Proven ability to build customer relationships, negotiate complex agreements and deliver ambitious sales and profitability targets.

• Strong analytical and financial skills, including scenario planning, forecasting, profitability analysis and customer P&L management.

• Demonstrated success in managing multiple priorities and influencing cross-functional teams.

• High degree of autonomy, sound judgment and disciplined prioritization.

• Strong attention to detail while maintaining a clear strategic perspective.

• Excellent verbal and written communication skills, with the ability to adapt messages to different audiences.

• High energy, resilience and perseverance in a fast-paced environment.

• Fluency in Spanish and English is required.