Senior Key Account Manager

We believe in Excellence, Integrity, Agility, Rigor and Fearlessness. To consistently deliver on our promise of “Better care. Better life”, these five core values form the bedrock of our identity, culture and success. They give us a common purpose and we all collectively understand them, work towards them and live by them every day. 2San is a global diagnostics company who transforms the future of healthcare by delivering innovative home-testing, diagnostic solutions, that empower individuals to take control of their health and wellness, when and where they choose. We’ve grown rapidly into an industry ‘disruptor’ in our own right by championing innovative products and solutions that seek to deliver better care, better life. We advocate for the movement that empowers people to own their own health and make informed decisions about it. As a partner of choice, 2San’s client-base has spans government institutions worldwide, at central and region/state levels, the private healthcare sector, and some of the largest private sector corporations on the global stage Walgreens, Kroger, Amazon, Coles, Woolworths, Boots, SuperDrug, to name but a few. We have ambitious plans for our future and as a valued member of our team, we look to you to share in, and embody, our vision – to make our journey your journey. We’re invested in you and dedicated to fostering a vibrant culture that develops your skills, nurtures your potential, and stimulates your professional growth for a lasting career with us. This position description will not remain static as you will be empowered to map out your own trajectory and showcase your abilities to ensure you reach potential and thrive. ROLE OVERVIEW The Senior Key Account Manager will serve as the primary commercial lead for an assigned portfolio of 2San’s largest US retail accounts, including retailers such as Walmart, CVS, Walgreens, Kroger, Sam’s Club, Costco and other strategic customers. Reporting to the Global Sales & Marketing Director, this person will own customer relationships, account strategy and day-to-day commercial execution, with accountability for revenue, gross profit, distribution and sustainable growth. The role combines senior national account management with hands-on business development. The successful candidate will independently lead buyer meetings, build and execute account plans, negotiate within agreed commercial parameters, expand existing partnerships and convert new opportunities across branded and private label products. This role creates the US account leadership and execution capacity needed for the Global Sales & Marketing Director to focus on global strategy and growth. It requires an experienced individual contributor who can move between commercial planning and detailed follow-through, keeping customers and internal teams aligned. KEY ACCOUNTABILITIES/RESPONSIBILITIES Strategic Account Management Act as the primary point of contact for assigned national accounts, building relationships with buyers, category managers, merchandising teams and relevant ecommerce stakeholders. Develop and execute annual joint business plans covering revenue, gross profit, assortment, distribution, innovation and promotional activity. Lead line reviews, range presentations, business reviews and customer meetings; own preparation, recommendations and follow-through. Manage pricing, bids, commercial terms, promotions and renewals within agreed approval limits, protecting profitability while supporting growth. Use retailer and internal data to assess sell-in, sell-through, item productivity, inventory and account profitability; turn findings into clear actions. Own account issues through resolution, coordinating internal partners and escalating material risks with a recommended course of action. Sales Growth & Business Development Identify and secure growth within existing accounts through new SKUs, additional doors, expanded categories, private label programs and ecommerce opportunities. Build and convert a qualified pipeline of new retail, pharmacy and distribution customers aligned with US commercial priorities. Lead prospecting, discovery, proposals, samples, bids and negotiations through to customer commitment and launch handover. Develop persuasive customer proposals that connect consumer needs and category opportunities to retailer margin, sales productivity and differentiation. Partner with the Global Sales & Marketing Director to prioritize opportunities by revenue potential, profitability, timing and execution requirements. Monitor competitor activity, retailer priorities and category trends to inform customer proposals and product development. Lead the commercial workstream for customer launches, maintaining clear milestones, responsibilities and retailer deadlines from award through shelf and online availability. Partner with Marketing on customer presentations, retail activations, promotional calendars and ecommerce content requirements. Provide Supply Chain with account demand forecasts, launch volumes and promotional assumptions; coordinate actions on stock availability and service risks. Work with Finance on pricing, gross profit, trade investment and account profitability, including customer deductions and commercial disputes. Coordinate with Product and Regulatory teams on product specifications, customer requirements and approved claims and materials. Share relevant customer insights and successful approaches with US colleagues and account managers in other regions. Forecasting & Reporting Own accurate account forecasts and clearly explain changes, assumptions, risks and opportunities against plan. Maintain current CRM records covering contacts, opportunities, expected revenue, stage, next steps and close dates. Provide concise commercial updates to the Global Sales & Marketing Director, highlighting performance, decisions needed and recommended actions. Track promotional investment and results, account revenue and gross profit, distribution gains and new business conversion. Decision Authority Own routine customer decisions and execution within agreed account plans, budgets, pricing parameters and company policies. Seek approval from the Global Sales &Marketing Director for commitments outside delegated authority, material changes to commercial terms or significant strategic and financial risks. Measures of Success Performance will be assessed against agreed targets for account revenue and gross profit; new listings and distribution gains; new business wins and pipeline conversion; forecast accuracy; promotional effectiveness; and timely delivery of customer commitments and launches. Specific targets will be agreed with the Global Sales &Marketing Director. PERSON SPECIFICATION Commercially astute, proactive and accountable. Builds trust with customers and colleagues, communicates clearly and follows through on commitments. Combines strategic judgment with attention to detail, adapts to changing priorities and raises risks early with practical solutions. BENEFITS OF WORKING FOR 2SAN 2San offers: Flexibility to pursue your passions and develop your own career pathway. A global and diverse team that brings different backgrounds, cultures, and perspectives to broaden thinking and promote a culture in which everyone can be their authentic selves. Learning and development opportunities to build on your foundations and expand your skill set. Work-life balance and support through wellbeing initiatives and flexible working. Investment in your success; we believe in recognizing and celebrating hard work. A blend of agile, flexible and hybrid work options relating to how, when and where you work. Inspiring office spaces that follow the biophilic design concept to work and collaborate with teams. A Perkbox account gives you 24/7 access to perks, benefits, discounts, wellbeing tools and loads more! We believe in the importance of looking after your health, so our team gets access to digital fitness membership. Access our Employee Assistance Program for free counselling and access to a library of self-help resources. #J-18808-Ljbffr 2SAN Inc.