Account Manager

About the Business: E-Pharmacy business contributes to 2.5% of IPM and growing at a 20%+ CAGR. Dr.Reddy's wants to establish and scale up the E-Pharmacy business play and emerge as a dominant player. We are exploring newer and differentiated ways to engage with partners across the country by understanding and addressing the key unmet need of the partners.

About the Role: E-Pharmacy channel offers very high opportunity to ramp up the channel play with 5 customer present pan India. With a current monthly business volume of 8 cr+, we see a huge potential to leverage our traditional equity to scale up the business to 13cr+ per month, while we maintain strict vigil to ensure business hygiene and process compliance.

The incumbent will be expected to do the following:

Current Revenue: (65%)

• Building winning relationships with leading E-Pharmacy by focusing on Marketplace and Pure players.
• Ensure brands are optimized to grow market share and transactions ahead of competition by activating best in class holistic E-Pharmacy strategies that go beyond just media.
• Building and managing relationships with senior stakeholders.
• Manage the distribution of portfolio brands across all E-Pharmacy
• Evaluate commercial models by looking at holistic choices on business including sales, marketing and supply chain fundamentals and identify the right engagement model that drive Market share growth for portfolio.
• Lead daily & monthly planning to deliver sales goals for portfolio brands across marketplace partners.
• Develop Short-term & long term strategies and identify business - building chances to create shared value for Scale.
• Collaborating with internal multi-functional teams (Marketing, Finance, Logistics, Operations) to develop strategies and plans.
• Be the voice of the customer to our internal functions and clients.
• Improve our selling advantage by driving customer category growth and contributing to their category strategies.

Future Growth Opportunities: (15%)

• Identify possible areas of increasing efficiencies and operational rigour
• Identify newer commercial models @ portfolio levels to drive higher market share
• Engage with partner to better understand unmet needs and create value delivery mechanism to solve, for the same.

Analytics: (20%)

• Provide and Facilitate data based decision making with internal BPE team
• Implement intuitive and actionable dashboards for internal stakeholders
• Drive working capital efficiency through optimised inventory management.
• Stock forecasting based on trends and seasonality.

Qualification

Required Qualification/Experience:

• You will have an MBA from a Tier 1/Tier 2 B-school with 5 plus years of experience in managing E-Pharmacy channel in the OTC/FMCG/Pharma space with high execution rigour.
• Proven track record with E-Pharmacy KPIs and online marketplaces
• Should have managed a team of 3-4 people.
• Preferred – experience in handling E-Pharmacy from either platform or company – sales or marketing/media
• Understanding of Pharma industry or related similar industries in the online business environment.

Operating Ecosystem:

• Internal – Marketing and Digital COE, brand management teams, SCM and Finance
• External – Category management teams and Procurement teams of accounts and agencies. 

What is in it for you: To be a part of one of the fastest growing business model @ Dr.Reddy's. Exposure to the E-Pharmacy business with hands on understanding of driving Key Account Management. To gain knowledge of emerging channel management practices in healthcare space.