Territory Strategic Account Manager - Guadalajara

Territory Strategic Account Manager - Guadalajara

Position Summary

The Key Account Manager Regional is directly responsible for achieving the private sales budget assigned to the region and ensuring the proper distribution of Bayer products. This role maintains direct contact with key customers and must be able to make dynamic business decisions based on results.

The position is focused on identifying business opportunities and implementing strategies that support the development of the product portfolio while maximizing profitability. It also includes coordinating and training the Local Key Account team responsible for serving major regional customers.

Main Responsibilities

Sales & Commercial Management

• Achieve the sales targets established by the company for the customers within the assigned region, always based on ethical management.
• Develop and maintain business relationships with key customers for Bayer Pharmaceuticals, in full adherence to Compliance guidelines.
• Negotiate commercial agreements with chain pharmacies served by Bayer distributors.
• Monitor and maintain healthy customer account status, including clean portfolio management and control of unpaid balances.
• Ensure the inclusion of new products in customer catalogs within the timelines established by each client.
• Follow up on the full order cycle: order entry, billing, delivery, and collection.
• Establish strategies with business partners to optimize product supply and distribution at the point of sale.

Key Account Team Leadership

• Coordinate, supervise, and train the Local Key Account (KAL) team in the management of local clients.
• Guide the team in interactions with purchasing, sales, and marketing areas.
• Oversee commercial activity monitoring and direct engagement with executive decision-makers.

Business Development

• Actively participate in the rapid listing and cataloging of new products with major customers.
• Support the objective placement and distribution of products across key accounts.
• Build strong customer knowledge, including understanding of their organizational structure and business model.
• Serve as a strategic partner and link between Bayer and its business partners.

Cross-Functional Collaboration

• Improve communication at all levels with the different business units.
• Work closely with clients to develop joint strategies that improve product performance and distribution.
• Identify customer needs and collaborate with the Marketing area to design strategies that increase sales.
• Ensure product availability across major distribution channels and outlets nationwide.

Key Internal and External Interfaces

External Contacts

• Purchasing Directors
• Sales Directors
• General Branch Managers
• Buyers
• Store Managers
• Pharmacy Association Owners

Internal Contacts

• Business Units (BUs)
• Marketing
• OMCC
• Controlling
• Warehouse
• Sales District Managers
• Regional Managers

Required Experience

• Minimum 5 years of sales experience
• Minimum 3 years of experience as a District Manager
• Strong knowledge of the pharmaceutical business

Education

• Bachelor’s degree in Health Sciences, Marketing, or a related field

Required Competencies

• Decision-making ability
• Strong relationship-building skills
• Business vision
• Initiative
• Leadership
• Customer knowledge, especially wholesalers and public/private health institutions
• Knowledge of internal policies and Compliance standards
• Knowledge of customer policies
• Teamwork
• Organization
• Negotiation skills
• Adaptability to changing situations
• Ability to work under pressure
• Strategic thinking
• Analytical mindset

Role Impact

• Active participation in the region’s contribution to the national sales budget.
• The complexity of the customer structure requires significant time investment and direct management attention.
• Ongoing interaction with key stakeholders is essential to ensure business performance and customer development.