Job Description
Place in Organisation
The KAM reports to the National account manager u2013 Modern trade (EPD). He/She works in tandem with other functions viz. Sales, Finance, Legal, Supply Chain, Marketing & Brands. He/she would assist the NAM of MT / Key Projects in handling the Abbott Pharma Portfolio in domestic chain pharmacies. He/she would also independently manage some special projects on business development in specific international markets.
Role & Responsibility
The Key Account Manager (KAM) will be responsible for managing and growing business with organized pharmacy chains through strong customer partnerships, flawless execution, and datau2011driven account management. The role requires handsu2011on experience with modern trade / chain pharmacies and exposure to international or export business, including coordination with crossu2011border stakeholders where relevant.
The KAM will work closely with internal stakeholders across Sales, Marketing, Finance, Supply Chain, Legal, and to drive sustainable growth for the Abbott Pharma portfolio.
Key Responsibilities
Key Account & Customer Management
- Serve as the single point of contact for assigned pharmacy chain buying and commercial teams
- Build and sustain strong, longu2011term partnerships through regular engagement and structured governance
- Understand customer business models, expansion plans, and category strategies
Sales Growth & Joint Business Planning
- Design, negotiate, and execute Terms of Trade (ToT) and Joint Business Plans (JBPs)
- Drive monthly, quarterly, and annual sales targets, market share, and profitability
Operational Excellence
- Ensure timely purchase order execution, order fulfillment, and collections
- Monitor fill rates, service levels, expiry management, and returns
- Manage and resolve debit / credit notes efficiently
Data, Analytics & Reporting
- Analyze data to generate insights and support decisionu2011making for accounts and leadership
- Support the NAM in performance reviews and strategic evaluations
- Strategic & Crossu2011Functional Initiatives
- Support new channel exploration, pilots, and scalable partnerships
- Collaborate on international/exportu2011linked initiatives, where applicable, including alignment with regional stakeholders
Preferred Candidate Profile
Experience & Functional Skills
- Strong experience managing organized pharmacy chains / modern trade accounts
- Proven track record in key account management, JBP execution, and ToT negotiations
- Exposure to international or export markets (direct or indirect), including crossu2011functional coordination
- Solid understanding of pharma sales and marketing dynamics (Rx & OTX preferred)
Capabilities & Behaviors
- Highly datau2011driven, with strong analytical and insightu2011generation skills
- Comfortable operating in fastu2011paced, highu2011pressure, and complex customer environments
- High business acumen with a strong orientation to numbers and outcomes
- Experience supporting new channel development and pilots
- Familiarity with digital marketing concepts and omniu2011channel thinking
- Strong stakeholder management and communication skills
- Proficient in using spreadsheets and Powerpoint
Travel Requirement
- Role requires travel for approximately 5u20137 days per month
