Key Account Manager

POSITION SUMMARY

Responsible for covering all the targeted customers of the territory assigned to him.

Do proper profiling of all targeted customers. Do customer wise product selection

and Promote the products targeted for specific customers. Execute and implement

all strategies successfully initiated by marketing in coordination with Area Manager.

Generate Revenue to meet the business Plan. planning organizing field working

pattern, building relationship with internal external customers (Doctors/ KOL s /

Distributors / peers/superiors), developing new customers, monitoring competitor

activities, keeping track of the daily working, keeping track of customer usage pattern

and maintaining records. Handling customer complaints and working towards

absolute customer delight. He will also track IOL/OVD/Phaco market-share in the

assigned territory/state and keep track of competition actions - to proactively ensure

market leadership in the state/ territory assigned. He will be closely supporting Area

Manager to develop and strengthen relationship with some of the Key Opinion

Leaders of his assigned state/territory.

Close coordination with Area Manager and Product Specialists for data management

sharing ideas views for improving efficiency in field full utilization of resources

available..

The below statement is applicable to all position descriptions

Adheres to environmental policy, procedures, and supports department

environmental objectives.

ESSENTIAL FUNCTIONS / RESPONSIBILITIES

Key Accounts Manager

Main areas of responsibility

Proper Customer Coverage with Product promotion

Achieving Sales Target:

Ensuring achievement of Annual Sales Targets

Ensuring the achievement of right product mix on quarterly basis.

Ensuring 100 % Sales achievement on monthly quarterly basis.

Sustainable Market Expansion - IOL / RIOL/OVD:

Everyday focus on achieving 4+2 sales call a day. 4 regular customers and 2 cold

calls.

Develop minimum 10 new customers who are currently using non imported

foldable IOLs in a year.

Develop minimum 5 competitor customers to AMO fold with minimum sales of

INR 5 Lacs each per annum

Upgrading minimum 10 existing AMO users to Premium products.

Should attend OTs regularly to understand customer needs, ensuring

customer s delight.

Sustainable Market Expansion - Equipments:

Demos to be done on regular basis in consultation with RM and PS.

Demo to Sales Closure i.e. % success rate of Demos - at least 25%.

Effective bundling deals - to be honored as per MOU.

Ensuring AR control of Equipment deal. preferably no outstanding in the market.

Development:

Developing Sound Product Knowledge; to be evaluated on marks scored in

Assessments observation during joint field working.

Sharing territory development plans; conducting scientific programs regularly -

CME/round table meetings

Should conduct at least 1 Patient councilors training a month

Clear and Transparent in communication.

Continuously observe opportunities to develop AMO business and discuss with RM

and PS.

Reporting Coordination:

Maintaining field reporting discipline and timely submission of:

Monthly Tour Plan, Monthly Sales/ Activity Plan, Daily Reports, Expenses, Phaco

Funnel

Appropriate coordination with Sales Marketing and support functions for day to

day and other jobs to be done.

Data Recording Analysis:

Keeping update on competitor product feedback - product pricing product

range, marketing strategy and market activity feedback.

Keeping record of AMO secondary / tertiary sales in the market. Working

closely along with distributors to ensure adequate stock availability and

providing hassle free services to the customers.

Keeping record of AMO installation base.

List 4-10 of the major end results the position is to accomplish and show

approximate percentage of time devoted to each. Describe in terms of broad

responsibilities rather than specific tasks.

Enter Position description (Delete if this Position Description document refers to one

role only)

Main areas of responsibility in addition to items listed above

List any additional major end results the position is to accomplish in addition to the

role listed above accomplish and show approximate percentage of time devoted to

each. Describe in terms of broad responsibilities rather than specific tasks.

Qualifications

QUALIFICATIONS

III. Minimum education required for competent performance:

Graduate in any discipline (preferably in science) Master degree in

Business/ marketing is preferable.

Minimum experience (number of month/years and type of work experience

beyond formal education) required for competent performance:

Minimum 5 years of experience: 5-6 years working experience in sales with

at least 3-4 years of experience in medical device/ healthcare/

ophthalmology industry