[Germany] Key Account Manager (m/f/d) eCommerce & clinics

Santen is a specialized company with a proud 130-year heritage focused exclusively on eye health. As a Japan-originated, global company with our footprint in over 60 countries and regions, our mission is to provide essential and significant value to patients and society through our products and services created from our expertise in ophthalmology and from the patient’s perspective. 

Job’s Mission

• Lead the strategic growth of the German e-commerce and clinic channels in alignment with overall business objectives.
• Manage and expand key e-commerce accounts, enhance OTC digital visibility, and drive Amazon-related business initiatives.
• Build a high-impact clinic channel strategy, strengthening the RX portfolio’s reach and collaborating closely with the field force.
• Leverage data and analytics to guide commercial decisions and optimize performance across both channels.

Key Responsibilities

• Developing and implementing a Santen strategy for the eCom & clinics channel, ensuring sales, profit and market share targets, considering Santen values and behavior.
• Independent planning of sales, budget, investment and promotion for all eCom & clinic customer. Steering, control and deliver targets for the eCom & clinic channel
• Detailed market analysis of the market environment and derive goals of the findings under consideration of the Santen strategy.
• Regular market analysis of the positioning of the OTC & RX portfolio from Santen
• Independent development of projects with all stakeholder departments driving eCom & clinic growth. Develop new and innovative marketing concepts for eCom and follow the marketing strategy for RX
• Independent annual negotiation with key accounts eCom & clinics, planning of sales targets and promotion per customer. Execution of best-in-class promotion.
• Defining a growth driven set of KPIs and track them closely and regular reporting to management
• Support Manager eCommerce and wholesaler (DACH) in Wholesalers Business.
• Working closely with the stakeholder departments like Marketing, customer operations, legal, compliance and others.
• Use the “hands-on-mentality” and look for opportunities to grow in sales in the digital environment with our OTC portfolio.
• Share knowledge through the organization of Santen to force the growth with Santen in eCom & clinics
• Be part of the launch-team for new OTC & RX-products in Germany
• Follow GDP guidelines and act in line with it (obligatory for all employees)

Experiences required

• Experience/Education in Sales or Key Account Management
• Minimum 2 Years’ experience in Sales or Key Account Management
• Advanced experience in online/offline assortment, pricing, campaign development, implementation, steering, and tracking
• Pharmaceutical industry experience (OTC or FMCG) desirable

Functional & Technical competencies required

• Ability to build and maintain customer relationships and drive online sales
• Ability to create and implement strategy’s
• Ability to analyze client potential and growth opportunities
• Knowledge about prescription market
• Strong understanding of brand positioning, visual identity and supply chain processes
• Existing relationships with the leading Internet-pharmacies in Germany are helpful
• Hands on mentality
• Positive and future-oriented open mindset
• Customer focused value creation
• Drive for achievement
• Strategic planning
• Knowledge of health insurances and price building in RX desirable

Education

• A business economic education, Bachelor degree in economics
• Master’s degree in economics desirable, trade marketing or similar
• Completed education to hold the title of ‘Pharmaceutical Representative’ desirable

Language

• Fluent or native speaker in German
• Mostly fluency in English in spoken and written form

Grow your career at Santen

A career at Santen is an opportunity to make a difference. We aspire to contribute to the realization of “Happiness with Vision” by providing eye health products and services to patients, consumers, and medical professionals around the world. Guided by our CORE PRINCIPLE, “Tenki ni sanyo suru”, Santen is engaged in the global research & development, manufacturing, and sales and marketing of pharmaceutical products in ophthalmology. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment. 

The Santen Group is an Equal Opportunity Employer. We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, color, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status, or any other characteristic protected by law.  

If you require any kind of accommodation during our recruitment process, please let the recruiter from our team know.