About GlaxoSmithKline Consumer Healthcare
(GSK CH), is a separate company within GSK, with products in three segments; Over-The-Counter (OTC), Dental Care and nutritional drinks. GSK CH had in 2010 a turnover of £5bn which represent 17,6 % of the total group turnover.
In Sweden, GSK CH, is part of the Scandinavia sub region included in the North&West Europe (DACH, Scandinavia and BeNeLux). Scandinavia consists of the markets Denmark, Sweden, Norway and Finland.
GSK CH is the second largest company in the field of dental care products worldwide. Dental Care brands that are sold in Sweden are Aquafresh®, Sensodyne®, Bamses®, Parodontax® and Corega®, with products such as toothpaste, toothbrushes, mouth water and fixative cream for dentures.
The assortment of Over-The-Counter medicines includes Alvedon® and Panodil® (pain reliever), Nezeril® and Nasin® (nasal sprays and nose drops with prolonged, decongestant effect),
The consumer healthcare products are sold in retail, drug and pharmacy channels.


KAM Mass Market


A key position for an experienced KAM who would like to be a part in a leading global company

The opportunity
The individual we are looking for agree to take on their quest with the enthusiasm of an entrepreneur, who always wants to outperform in terms of delivering results and always meet each current and potential customer expectations.
Working in a truly global market leading company means that your success in this key position will not be passed without noticed and will be rewarded.
The role
Your mission will be to contribute to the development of the national sales strategy and its application towards the customers (in terms of net sales, profit and market share). The Scandinavian team consists of KAM’s in Sweden, Denmark and Finland. You will work mainly though existing mass market channels focusing on ICA but you also have to be open for new emerging channels e.g. interaction between mass market and pharmacy. You will report to Philippe Kaiser, Scandinavian Sales Manager who is located in the regions head office in Hamburg. The key interfaces internally will be between shopper marketing, sales organisation (out sourced), demand & supply chain, medical affairs/regulatory and the pharmacy department.
To build and increase sales and distribution of the GSK CH brands and product ranges according to GSK CH strategy in grocery trade market.
 Motivate the mass market sales organisation to achieve objectives on sales, profit, volume and distribution
Key Job Responsibilities:
The business
Achieve objectives budget on sales and profit on customer level
Ensure consistency between marketing, Commercial Marketing and sales objectives and strategies
Ensure that the KAM organisation is continuously adjusting and developing to meet market and customer needs
 developing a customer strategy (short, medium and long term) and an account plan.
 developing the daily business relationships with customers, achieving the targets in terms of turnover, profit and market share.
developing and executing the promo plan.
listing new products and formats with customers.
implementing category and trade marketing programs.
building a sustainable relationship with the customer, and not only with the sales department.
monitoring the market (retail and competition) and informing Sales Management and Field Sales on a continuous basis.
giving input when preparing the annual business plan.
ensuring the implementation of the agreements with customers.
communicating correctly and timely the customer’s agreements, promotions and issues, to all internal and external parties, using all available communication means.
giving input during commercial meetings.
checking the costs and respecting the determined budget limits.
advising clients about their profitability and optimizing ours.
The Organisation
Motivate and develop the organisation
Encourage team spirit and team work within the organisation and with other departments in GSK
Ensure that the organisation is working efficiently and focused, in relation to achieving the sales and profit targets though continuous coaching and education
Further build the strategy and sales through mass market channels together with the teams and third party partners
Responsible for Gross to Net including Invoiced Sales
Ensure opening and closing forecast every month including future view (demand)
Follow-up and report on budgets
Participate in relevant cross functional teams and meeting both internal and external
Regular reporting to manager
University degree
Practical experience from retail business/ FMCG market minimum 3 years
Practical experience as Key Account Manager within the Nordic region counting minimum 1-3 years
Must be recognised as a top marketer when asking lead customers
Experience with managing co-operation with other departments internally in organisation such as strategic marketing, customer marketing and demand/supply
Experience with field sales and people management is a surplus
Experience with category management
Experience from pharmacy channels
High level spoken/written English
Additional European language skills are an advantage
Skills and Knowledge:
Strong in planning and organising
Deliver results and meet up to customers expectations
Adapting and Responding to Change
Entrepreneurial and Commercial Thinking
Understand the pivotal importance to network both internally and with customers
Adhering to Principles and Values
Strong in analyzing data/information
A pronounced drive to be creative and innovative

For further inquiries for the “Key Account Manager – Mass Market” position please contact Jarl Molin, consultant at PeakSearch; Office: +46 (0)8 545 00 100, Mobile: +46 (0)70 560 20 56