Key Account Manager

Role Description

Position Title: Key Account Manager (Individual Contributor)

Reports To: Regional Sales Manager, Orchid Pharma Formulations Division

The successful candidate will be responsible for achieving sales targets in their assigned region. They will also be responsible for developing, 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.

Responsibilities

1. 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.

2. 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

3. Lead with building direct and personal relationships with key decision makers in key customers eg KOLs, HODs, CIP (Commercially Important Person) etc.

4. Proactively recommend activities, promotions as needed to RSM

5. Ensure perfection in execution of such activities and promotions in a timely manners

6. Anticipate and address problems in a timely manner be it with our Team, Customers or Distribution

7. Ensure legal compliance in all aspects

Skills and Competencies

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

Profile & Education

Education

• Bachelor in Science / B. Pharma or relevant field
• PG degree in Business Management (Preferable)

Experience

• Minimum of 5 to 8 years of experience in sales management, product management / key account management with a proven track record of achieving sales targets.

Industry:

• Pharmaceutical (preferably from Antimicrobials)
• Medical Devices (preferably from Critical Care)

Age: up to 45