Role Description: The Key Account Manager will be responsible for achieving sales targets in their assigned region. They will also be responsible for implementing, and executing sales strategies and plans, identifying customer needs, and maintaining strong relationships with key clients. Role will require significant travel within the assigned region.
Role: Key Account Manager
Experience: Minimum 5 – 8 years in Critical Care (Preferably antimicrobials)
Qualification: Bachelors in Pharmacy / Masters in Pharmacy / MBA / Any other relevant
Reports To: Regional Sales Manager
Role Type: Hybrid (Individual Contributor + People Management)
Industry: Pharmaceutical
Responsibilities:
- Drive achievement of sales targets for the assigned Key Accounts (Monthly, Quarterly and Annually) both in Primary & Secondary, with tight control on commercial policy discipline.
- Develop and Drive the Sales Plan based on: a) Deep understanding of each Key Account, in terms of their systems and processes, Key decision makers and influencers, antibiotic consumption patterns. b) Analysis of market trends & competitor activities c) Analysis of our own sales (SKU wise), volumes and net prices / discounts d) Right selection of Hospitals to be covered.
- Deployment and training / coaching with regular updating on sales analysis and ensure minimal attrition.
- Lead with building direct and personal relationships with key decision makers in key customers – eg KOL's, HOD's, CIP (Commercially Important Person) etc.
- Proactively recommend activities, promotions as needed to RSM.
- Ensure perfection in execution of such activities and promotions in a timely manner.
- Anticipate and address problems in a timely manner be it with our Team, Customers or Distribution.
- Ensure legal compliance in all aspects.
Managerial Skills
- Results Orientation and Action Orientation
- Planning and Analytical ability
- Persuasive Influencing skills, High Relationship Skills and engage internal stakeholders effectively
- Coaching and mentoring of team
- Superior Communication skills
Technical Skills
- Strong understanding of pharmaceutical use in hospitals, especially Antimicrobials
- Proven expertise in Hospital sales, with good understanding of their purchase decision making process
- Proficient with MS office and other online reporting tools
