Key Account Manager (Sofia)

Sales/New Business Development Sofia, Bulgaria


Perrigo Company is dedicated to making lives better by bringing high quality and affordable self-care products that consumers trust everywhere they are sold.  Help us do it.


The Key Account Manager is subordinate to the Commercial or Sales Manager


Job Obligations

  • Implementation of channel sales strategy in the market;
  • Achieving sales and profit targets;
  • Strengthening brands in the market to achieve category’s leadership;
  • Providing long-term support and participation in business growth and objectives of Perrigo;

Key Job Responsibilities

  • Responsibilities regarding customers who are selling products of the company on countrys territory;
  • Financial responsibilities: managing customer spending in line with allocated budgets, building  long term activation plans with designated customers.

Planning, Budgeting and Estimation

  • Monthly detailed preparation, quarterly and yearly of sales plan for clients in portfolio, on each brand, according to the approved business plan;
  • Collaborates and supports Commercial or Sales Manager on developing the sales channel strategy;
  • Ensures the most accurate estimation of the sales of Sell On and Sell In, at the client and sku level, for 3-24 months;
  • Collaborates with the Brand Manager and CSI Managerto identify new opportunities to create and place promotional materials of the brands and developing the promotional plan;
  • Collaborates with sales, marketing, customer service and supply chain teams to synchronize the implementation period of the actions and relevant promotions in each pharmacy, ensuring that these actions are in agreement with the Brand Activation Plan;
  • Collaborates with Finance department for building and assuring acurate business planning  and spending reports;
  • Collaborates with Supply chain department for building and assuring acurate product forecasting;
  • Collaborates with support functions, Regulatory, Compliance, Quality, HR and all other relevant departments to assure right implementation of internal policies and regulation and local legislation and rules;


Implementation & Control

  • Continuously monitors performance of the clients and implements the actions of Perrigo specific to them;
  • Make sure that products of Perrigo are arranged according to the guidelines and merchandising principles;
  • Coordinates, implements and controles the listing of Perrigo in clients, according to the internal core range/assortment list;
  • Implements, controles and evaluates the actions of launching a new product, promotions or other promotion actions, according to the client’s marketing plan;
  • Regularly performs fields visits to supervise distributors sales representatives, merchandising team and other teams that supports the sales team;
  • Sustain periodicall business review meetings with designated customers
  • Ensure debt collection from the clients in the agreed payment terms.


Customer Management

  • Implements sales strategy for the chanel, based on the potenatial of each client and in accordance with Perrigo’s objectives;
  • Develops each client’s plan yearly, establishes an evaluation and control system;
  • Coordinates the annual negociations with the clients, agrees to trade conditions and marketing budgets within the approved budget limit;
  • Promotes Perrigo products to clients in the portfolio, ensure and optimize specific listing for each channel. Continuously improves shelf space of Perrigo products through meetings at both central and pharmacy level with the sales team and merchandisers;
  • Manages the investments allocated to each client within the allocated budget limit.



  • Monitor competition activities, prices, promoting actions and communicate internally by respecting local legislation;
  • Ensure that the company policy is properly communicated and implemented correctly by the sales team;
  • Correctly transmits customer sales infromation, their stock and payments;
  • Periodic meetings with the clients to evaluate past actions and setting up business plans;
  • Adherence to procedures and ethics code of Perrigo;
  • Complies with all health and safety requirements, emergency situations, environmental protection in force and applicable in accordance with its training and the received training from the company, so that they do not expose themselves to the danger of injury or professional illness, or expose other persons that could be affected by its actions or omissions during the work process;
  • Stops working in emergency situations and acts according to the emergency plans in force.





  • Is a technical expert in his job, working under the moderate supervision of the direct manager;
  • Carries out his activity according to standardized policies and processes; may propose recommendations for process improvement;
  • Responsibility for profitable business growth and right investment approach
  • Member of departmental project teams;
  • Managerial responsibility or provide guidance for the other members of the team as a specialist in his area of expertise;
  • Supports the achievement of the overall objectives; failure to achieve specific objectives would have a major effect on achieving the overall objective;
  • Is subordinated to a managerial level;
  • Budgetary responsibility;
  • Back up for Commercial or Sales Manager



  • The post operates in a defined environment where changes can occur;
  • Job assignments are focused on activities or tasks. The results are reviewed in terms of quality and efficiency;
  • Identify and implement solutions;
  • Divergent issues appear in activity; the information required for the resolution is incomplete/uncertain, a detailed analysis of the situation is required for resolution;


Interpersonal skills

  • Interact internally and influence colleagues; the main purpose of communucation is to share information and solve problems: interaction with Customer Coordinator, Brand Manager;
  • Interact and influence customers (internal/external), suppliers and distributors – interaction with buyers (retailers);
  • The job holder needs to have some understanding of some functions/heterogeneous work units, inter-departamental.


Specialty knowledge

  • Understands business context and external environment issues;
  • Experience in team projects;
  • Managerial experience or is a technical expert in methods and techniques in his area of expertise;
  • Prioritizes and coordinates segments in its specialty area under direct manager supervision and demonstrates leadership skills




Basic requirements

  • University deegre;
  • Minimum 5 years experience as Key Account Manager leading with National pharmacy chains or International retailers;
  • Deeping studies and strong/advanced negotiation skills;
  • Strong computer skills;
  • Strong financial skill and P&L management;
  • Planning skills – advanced level;
  • English spoken & written – advanced level;
  • B category driving license.


Behaviors for performance development

  • Creating business solutions;
  • Facilitating and implementing change;
  • Influence and persuasiveness;
  • Building relationships and connections;
  • Proactiveness and trend setter
  • People management and inspiring others attitude


Leadership expectations

Sets the direction and inspires: through solid reasoning establishes a clear and convincing vision, to show employees of your team the way their work contributes to the strategy and the mission;

Collaborates with others: contributes to encouraging teamwork, based on mutual trust, to ensure the best result for Perrigo;

Releases energy: contributes to creating a healthy working environment, engagement and sustainability over time;

Develop capabilities and talent: invest in your people and buit the organuizational capabilities needed to implement the strategy, now and in the future;

Stimulates performance: be responsable and make sure that your team is also responsable, and the others, to obtain quality results;

Live the comany’s valuesIntegrity, Respect, Responsibility. Act as a model and make sure that everything that you do is aligned with our core values and for the benefit of the pacients and consumers