ORGANISATION
URSAPHARM Benelux is a fast-growing pharmaceutical company specializing in eye care and also in skin care. For over 50 years, URSAPHARM has been known for its clear application of innovative pharmaceutical concepts for effective medicines and medical devices. Today, URSAPHARM is a medium-sized, internationally operating company and, thanks to its wide range of ophthalmic products, one of the market leaders in Germany.
The company’s success story is built on a combination of innovation and tradition. Since its founding in 1974, the company has grown into a globally active pharmaceutical group. Numerous products and innovative developments ensure the company’s continued success, providing optimal working conditions and promising future prospects for more than 500 highly qualified employees at the headquarters in Saarbrücken and across its distribution countries.
With its own subsidiaries in France, the Benelux, Austria, Poland, the Czech Republic, Slovakia, Portugal, Italy, Serbia, and India, as well as partnerships with distributors in more than 74 countries, URSAPHARM has developed over the past decades into a true global player, far beyond Germany’s borders. Nevertheless, the company remains closely connected to its original region, Saarland, and true to its roots. The future of this family-owned company now lies in the hands of the second and third generations — Frank and Dominik Holzer.
We are currently looking for a highly motivated and entrepreneurial:
SENIOR KEY ACCOUNT MANAGER
POSITION
As Senior Key Account Manager, you will play a key role in driving and implementing the sales and e-commerce strategy in the Netherlands for our eye care brands Hylo & Posiforlid, Pollival (allergies), and Skjur (cosmetics), with the main objective of achieving the short-, mid-, and long-term commercial goals of the Sales & Medical team. You will develop, implement, and manage customer account and commercial strategies across multiple channels, including the traditional pharmacy trade (wholesalers and chains), opticians (wholesalers and chains), drugstores (Etos & DA), and e-commerce & new business, and you will report directly to Véronique Verhaert, Head of Sales Benelux.
KEY RESPONSIBILITIES:
- Customer Strategy & Relationships: Develops and executes customer strategies and account plans to gain distribution, market share, sales margins, and customer contribution targets. Builds and maintains strong, broad-based business relationships with customers by understanding their needs, continuously proposing solutions that meet their objectives, and ensuring regular reviews to foster an integrated business-to-business partnership.
- Business Planning & Performance Management: Creates and delivers annual, medium-, and long-term sales and customer marketing plans that achieve brand and customer objectives (Net Sales, Market Share, Gross Margin). Leads annual negotiations and joint business planning, while monitoring forecasts and sales performance. Identifies variances versus plan, proposes corrective actions, and ensures their effective implementation. Actively seeks growth opportunities in a dynamic retail and shopper environment and ensures efficient execution across all customer touchpoints.
- POS & Promotions: Secures excellent POS execution by delivering agreed objectives on product distribution, visibility, and display, thereby maximizing accessibility of the Ursapharm brands to consumers. Prepares and executes promotional customer plans in close collaboration with Marketing, ensuring alignment with overall sales objectives.
Trade Terms & Pricing: Implements and controls the customer Trade Terms & Conditions (TTC) in alignment with regional and country strategies, ensuring transparency, consistency, and performance-based outcomes. Implements agreed list prices in line with financial mandates to safeguard profitability. - E-commerce & New Business: Drives e-commerce growth as a substantial part of Ursapharm’s growth strategy by building and managing strong relationships with online retailers and platforms. Develops collaborative growth plans, aligns with Marketing and Business Leadership to drive conversion, and ensures successful activation of key launches and retailer media campaigns online. Identifies new e-commerce trends and opportunities to strengthen online brand presence, while analyzing customer data to optimize performance. Explores and develops new business opportunities across other channels to accelerate growth.
PROFILE CANDIDATE
EDUCATION AND EXPERIENCE
- Bachelor / Master Degree (Business, Economics, Digital);
- Relevant work experience in a commercial role as Key Account Manager, E-commerce specialist in FMCG;
- Digital native with a passion for e-commerce;
- Fluent in Dutch & English.
RELEVANT COMPETENCES
- Demonstrate strong communication and interpersonal skills with the aptitude of building relationships with professionals;
- You have a winning mentality and you are performance & result driven;
- Demonstrate strong abilities in analytical, commercial & strategical thinking;
- Accurate, well organized and pay attention to details;
- Show an agile mindset towards change & problem solving skills;
- Pro-active, creative, and output-driven;
- Strong communication skills, written and verbal.
